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The  Knowles  &  Holtman  Co. 
Cincinnati,  Ohio. 


The  Real  Estate 

Broker's  Cyclopedia. 


A  Compilation  of 

Selling-  Plans,  Advertising  Phrases, 
Practical  Methods,  General  Information 


A  Collection  of  Suggestions,  Arguments,  Contract 
Forms,  Building  Specifications  and  Land  Meas- 
urements. 

Also  Short  Talks  on  Renting,  Insurance,  Contracts, 
Banking,  Partnership,  Sub-Divisions,  Advertising 
and  Selling. 

Including  Hints  and  Helps  on  How  to  Draw  Leases, 
Mortgages,  Liens,  Options  and  Contracts. 


Authentic,  Comprehensive,  Up-to-Date. 


Compiled  and  Edited  By 

EDWIN  GILPIN  ORR 

CINCINNATI 
19n 


^^€ 


Copyright  1911: 
By  EDWIN  GILPIN  ORR. 


Introduction. 

In  the  publication  of  a  Real  Estate  Cyclopedia  there  were 
two  questions  to  be  decided : 

1.  Is  there  a  real  need  for  a  Real  Estate  reference  work? 

2.  Is  there  an  existing  demand  for  such  a  Cyclopedia? 
Upon  investigation,  we  learned    that    text   books,  and 

particularly  works  of  reference,  have  previously  been  com- 
piled and  published  exclusively  for  the  Architect,  Builder, 
Carpenter,  Civil  Engineer,  Accountant,  Lawyer.  Physician, 
and  for  nearly  every  trade  and  profession. 

You  may  ask 

WHY? 

Because  it  is  a  REAL  BUSINEvSS  necessity. 

It  is  a  well  estabHshed  fact,  that  the  BIGGEST,  BI.TS- 
lEST  business  men  in  all  other  lines  greatly  depend  upon 
authoritative  reference  books  for  the  most  practical,  up-to- 
date  information  upon  modern  business  methods. 

What  special  reference  work  heretofore  had  the  Real 
Estate  Broker? 

So  far  as  the  author  is  aware,  ABSOLUTELY  NONE! 

It  is  evident  that  the  Real  Estate  Broker,  however 
successful,  can  never  master  all  the  various  methods  of  his 
profession  solely  through  his  own  personal  experience. 

Therefore, 

The  very  fact  that  he  must  depend  'greatly  upon  the 
discoveries  and  developments  of  both  his  predecessors  and 
contemporaries  is  conclusive  evidence. 

First,  that  there  is  a  REAL  NECESSITY  for  a  Real 
Estate  reference  work. 

Secondly,  that  there  is  also  a  REAL  DEMAND  for  a 
strictly  authoritative,  comprehensive  and  up-to-date  text 
book. 

It  is  self-evident  that  the  most  valuable  book  must 
always  be  the  book  that  gives  the  most  useful  information. 

The  distinguishing  feature  of  this  particular  book  is  its 
practical  usefulness  to  the  Real  Estate  Broker. 

271852 


No  encyclopedia  has  ever  been  produced   by  a  single 
individual,  as  all  great  reference  works  are,  of  necessity,  the 
composite  production  of  many  trained  minds. 
Consequently, 

This  compilation,  though  embodying  many  of  the 
author's  original  views  and  observations,  makes  no  claim 
whatever  to  sole  originality,  but,  is  just  EXACTLY  what  the 
name  implies,  "A  REAL  ESTATE  CLEARING  HOUSE." 
A  CLEARING  HOUSE  of  Practical  Ideas,,  Systematic 
Methods,  Real  Estate  Diction,  and  such  specific  information 
as  is  needed  daily  in  the  office  of  every  Real  Estate  Broker. 
WHY? 

Because  Real  Estate  Brokers  do  not  all  think  alike. 
For   that    reason,    this   book,    by   a    thousand  different 
authors,  is   sure  to  benefit  not  only  these  authors  themselves, 
but    also    the    many   THOUSANDS    of    other    Real    Estate 
Brokers. 

This  Cyclopedia  contains  nearly  ten  thousand  general 
and  special  Phrases  and  Headlines  suitable  for  advertising 
every  class  of  property. 

This  book  also  supplies  practical  tables,  special  contract 
forms,  land  measurements,  building  specifications  and  tech- 
nical words,  including  many  new  ideas  and  successful  methods 
of  closing  Real  Estate  Deals. 

THE  REAL  EvSTATE  BROKER'S  CYCLOPEDIA 
facilitates  the  study  of  Real  Estate  Selling,  as  does  no 
other  single  publication. 

It  also  affords  a  liberal  education  in  personal  salesman- 
ship and  classified  advertising,  as  every  problem  in  the  selling 
of  property  has  been  CAREFULLY  studied  and  COR- 
RECTLY solved. 

While  it  is  not  the  purpose  of  this  book  to  develop  full- 
fledged  Real  Estate  experts  nor  to  replace  practical  experience, 
this  volume,  nevertheless,  contains  the  fullest  experience 
and  brightest  ideas  of  all  past  and  present  authorities. 

The  author  sincerely  and  heartily  commends  THE 
REAL  ESTATE  BROKER'S  CYCLOPEDIA  to  the  serious 
attention  of  all  thoughtful,  practical  and  progressive  Real 
Estate  Dealers. 


March,  1911. 


^dusiuJi^^ 


Contents. 


A 

SUBJECT                                                                                     Chapter.  Page 

ADVERTISING  {Short  Talks)    Ill  163 

ADVERTISING  (Classified) XXX  580 

ADVERTISING  PHRASES  (How  to  use  them) 42 

ADVERTISING  PHRASES  {Nearly  ten  thousand} I  43 

ADVERTISING  {Hints  and  Helps) XXIV  458 

ADVERTISEMENTS  {Real  Estate) ...., VIII  238 

ADAGES  {Wit,  humor,  and  Business  Suggestions) V  199 

APPELLATIONS  {Nicknames  of  Cities,  States,  etc.) XXVIII  541 

B 

BANKING VI  214 

BONDS. .' XXI  410 

BUILDING  AND  LOAN  ASSOCIATIONS XXXII  595 

BUILDING  SPECIFICATIONS IX  251 

BUSINESS  {Real  Estate) . II  128 

c  ■ 

CENSUS  1910  {Principal  Cities  and  Countries) XXVII  527 

CLASSIFIED  ADVERTISING XXX  580 

CONTRACTS  {Forms  etc.) VII  222 

COMMISSIONS  {Real  Estate) XV  341 

COPYRIGHT  LAWS XXII  426 

CONSTITUTION XXXIV  620 

CURRENCIES. ...    XXVI  506 

D 

DEEDS. XX  387 

E 

EXEMPTION  LAWS  {Different  States) XXII  435 

F 

FACTS  AND  FIGURES  {Practical  Information) XXIX  564 

H 

HIGHWAYS  {Specifications  for  Construction). :  .  .  XIX  373 

HOLIDAYS  {Legal) XXII  447 

I 

INTEREST  {Laws,  Rules,  Rapid  Calculation) XXII  426 

INSURANCE. XIII  320 


SUBJECT.                                                                                   Chapter  Page 

LAND  MEASUREMENTS XXVI  506 

LETTER  WRITING X  282 

LETTERS  {How  to  Write) XI  288 

LEASES XVII  352 

LIENS. XX  387 

M 

MACADAMIZED  ROAD  {Specifications) XIX  373 

MEASURES  {Tables,  etc.) XIV  329 

MEASUREMENTS  {Practical) XXVI  509 

MONEY XXVI  506 

MORTGAGES XX  387 

N. 

NOIES  {Forms)..  .  . .  .■ ' XXI  410 

O 

OPTIONS  {Real  Estate) XXI  419 

P 

PARTNER.SHIP XXIII  450 

POSTAL  INFORMATION XXII  439 

POWER  OF  ATTORNEY XXI  416 

PROMOTION XXIII  453 

PROPERTY XVI  347 

R 

REAL  ESTATE XXXIII  604 

REAL  ESlAl E  {BUSINESS) II  128 

S 

SALESMANSHIP IV  185 

SELLING  {Hints  and  Helps)  XXIV  458 

SELLING  PHRASES  {Nearly  Ten  Thousand) I  43 

SPECIFICATIONS  {Building) IX  251 

STOCKS XXIII  450 

SUB-DIVISIONS  {Selling) XXV  500 

T 

TABLES  {Weights  and  Measures) XIV  329 

TEXAS  HEADLINES XXXI  591 

1 HINGS  WORTH  KNOWING  {For  Real  Estate  Salesmen) XXVIII  532 

W 

WEIGHTS XIV  329 

WORDS  {Used  in  Real  Estate  Business  and  their  meaning XII  296 

WORDS  {Used  in  Building  and  Construction  and  their  meaning) .  .  .     XVIII  356 

WORDS  {Used  in  Architecture) 34 

WORDS  {Commonly  used  in  Business  and  their  meaning 36 

WORDS  {Single  Word  Suggestions) 33 

WORDS  {How  to  use  them  in  Advertising) .  169 

WORDS  {Law  and  Legal  Terms) 615 


Chapter  Index. 


CHAPTER  I. 
Advertising  and  Selling  Phrases. 


Page 

1 — Country  Homes 43 

2 — Investment  Property 48 

3 — Farms — Land 54 

4 — Suburban  Property 66 

5 — Central  Business  Property 71 

6 — High  Grade  Homes 75 

7 — Suburban  Lots 78 


Page 

8— General  Real  Estate 83 

9— Saving 97 

10— Rent  Payers 106 

11 — Selling  Department 113 

12 — Renting  and  Leasing 117 

la— New  Business 118 

14 — Headlines  and  "Catch  Phrases"  .  120 


CHAPTER  II. 
The  Real  Estate  Business. 


Page 
1 — How  to  Begin  the   Real   Estate 

Brokerage  Business 128 

2— How  to  List  Property 135 

3 — How  to  Secure  an  Exclusive  Con- 
tract    139 

4 — How  to  Secure  Buyers 140 

5— How  to  Start  a  Real  Estate  Sale.  141 
6 — How    to    "Follow    up"    a    Real 

Estate  Sale 142 

7— How  to  Close  a  Real  Estate  vSale.   143 


Page 
8 — General  vSuggestions  on  How  to 

Sell  Real  Estate 144 

9 — How  to  Describe  and  Sell  Subur- 
ban Property 146 

10 — How  to  Describe  and  Sell  Farm 

Property 147 

1 1 — How   to   Describe    Land   in   the 

South,  Southwest  and  West..  .    148 
12 — How  to  Make  the  Real   Estate 

Business  a  Success 149 


CHAPTER  III. 
Advertising. 


Page 

1— What  is  Advertising? 163 

2 — What  is  an  Advertisement? 168 

3 — Words,  and  How  to  Use  them  in 

Advertising 169 

4— How  to  Write  Good  Copy 171 


Page 

5 — How  to  Advertise 174 

6 — How  to  Save  Money  in  Buying 

Advertising  Space 178 

7 — How  to  make  Advertising  Pay  .  .    179 
8 — ^Technical  Terms  in  Advertising.    181 


CHAPTER  IV. 
Salesmanship. 


Page 

1 — What  is  Salesmanship 185 

2— The  Philosophy  of  Selling  (How 

to  Sell) 186 


Page 

3 — Qualifications  of  a  Salesman  ....    189 
4 — How  to  Become  a  Successful  Real 

Estate  Salesman 191 


10 


THE  REAL  ESTATE 


CHAPTER  V. 
Business  Getting  Suggestions, 

(Page  199) 


CHAPTER  VI. 
Banking. 


Page 

1 — Introduction 214 

2 — How  to  Open  an  Account 214 

3— How  to  Make  a  Deposit  Ticket . .  215 

4— What  is  Interest? 215 

5 — How  to  Make  an  Endorsement.  .  216 

6— How  to  Draw  Checks 216 

,7 — The    Importance  of    Presenting 
Checks  for  Payment  as  Soon  as 

Possible 217 

8— What  is  a  Certified  Check? 217 

9— What  is  "Exchange" 218 

10— How  to  Make  Collections 218 


Page 
11— Lost    Paper,    Lost  Checks,  What 

to  Do 218 

12 — How  to  Secure  a  Loan 219 

13 — What  is  a  Certificate  of  Deposit .   219 

14 — What  is  an  Overdraft 219 

15 — The  Importance  of  Identification.  219 
16 — What  is  a  Promissory  Note.  .    ..   220 

17 — What  is  a  Note 220 

18 — What  is  an  Investment 220 

19 — What  is  Discount? 221 

20 — What  is  Speculation? 221 


CHAPTER  VII. 
Contracts  and  Contract  Forms. 


Page 

1— What  is  a  Contract? 222 

2— What  is  a  Proposition? 222 

3 — What  is  an  Acceptance? 223 

4 — Five     Necessary     Elements    in 

Every  Contract 223 

5 — What  is  the  Meaning  of  "Perform- 
ance?"    223 

6 — What  is  the  Meaning  of  "Specific 

Performance?" 223 

7 — What  is  the  Meaning  of  "Place 

of  Performance?" 224 

8 — Methods  of  Making  Contracts .  .  .   224 

9 — What  is  a  Contract  of  Sale? 224 

10 — What  Constitutes  a  Sale? 224 

11 — Three  Essentials  Necessary  to  a 

Valid  Sale 224 


Page 

12 — How  to  Draw  a  Contract  for  the 

Sale  of  Real  Estate 224 

13 — Sub-division  Sale  Contract  (form)   229 

14 — Exclusive  Listing  Contract  for 

the  Sale  of  Real  Estate,  (form)  230 

15 — Buyer  and  Seller's  Agreement  for 

the  Sale  of  Real  Estate,  (form)  231 

16 — Advantages  of  an  Exclusive  Sell- 
ing Contract  between  Seller 
and  Broker 232 

17 — Sale  Contract  Adopted  by  the 
Cincinnati  Real  Estate  Ex- 
change,  (form) 233 

18 — Building  Contract  and  Specifi- 
cations Three-story  Brick  Resi- 
dence    234 

19— Contract   for   the   Sale   of   Real 

Estate 236 


CHAPTER  VIII. 
Real  EvState  Advertisements. 


Page 
1 — Original  Thought  is  Not  a  Crime. .  238 
2 — A  Gentleman's  Suburban  Home.  239- 

3 — Advice  to  Farmers 259 

4 — Where  to  Build  a  Home 239 


Page 

5 — A  Suburban  Home 240 

6— What  Your  Wife  Will  Say 241 

7 — A  Rent  Payer  49  Years 241 

8 — How  Money  Grows 242 


BROKER'S    C  Y  CLOP  ED  I A 


11 


CHAPTER  Vlll^Continued. 


Page 
9— How  a  Dollar  Bill  Will  Grow ...   243 

10— Plaintiff's  Testimony 244 

1 1 — One  Hundred  Reasons 246 

12 — Real    Estate    Phobia    vs.    Real 

Estate  Mania 247 


Page 
1 3 — A-Young-Man-Afraid-of-an- In- 
vestment    248 

1 4 — Ten-room  Residence 249 

15 — A  Stucco  Residence 250 

16— Just  One  Home 250 

17 — Own  a  Home 250 


CHAPTER  IX. 

Specifications. 

Page  Page 

1 How  to  Prepare  Building  Specifi-  5 — How    to    Prepare   Specifications 

cations  and  Contract  for  a  Two  for  Street,  Sidewalk  and  Sewer 

Story     Frame     Residence.  Improvements.    Sub-divisions. 

(Form) 251 

,^^         1,  „   .,,.      o        a  (Form) 267 

2 — How  to  Prepare  Buildmg  Specifi-  ^          ^ 

cations    for    a     Four     Room  6— How  to  Prepare  a  Bid,   Contract 

Bungalow.     (Form) 254  and     Specifications,    Grading, 

3— How  to  Prepare  Building  Specifi-  Curb   and   Gutter,    Crossings, 

cations  for  a  Two  and  a  half  Cement  Paving,   Stone  Paving 

Story    Frame    Residence.                  •  j    d  •  i     t>     •               /n-4. 

^    ^  ,                                              .^-o  and    Brick    Paving.           (City 

.     (Fo"n) ^'^^  Form)                                             274 

4 — How  to  Prepare  Building  Specifi-  ^ ' 

cations    for    a    Three    Room  7— How  to  Prepare  a  Fidelity  Bond. 

Cottage.     (Form) 261  (Form) 279 


CHAPTER  X. 
Letter  Writing. 


Page 
1 — Selection  of   Material   very   Im- 
portant    282 

2 — When  to  Answer  a  Letter. ......   282 

3 — How  to  Conduct  Friendly  Cor- 
respondence    282 

4 — There  Should  be    Five   Parts  to 

Every  Letter 283 

.  5 — Where  to  Place  the  Heading  of  a 

Letter. 283 


Page 

.   283 


6 — Position  of  the  Address  .... 

7 — Where  to  Begin  the  Body  of  a 

Letter 284 

8 — Where  and  How  to  Express  Com- 
plimentary Close 284 

9— Don'ts  in  Letter  Writing 286 

10 — General  Suggestions  on  How  to 

Write  a  Good  Letter 285 


CHAPTER  XL 
Letters. 


Page 

1— What  is  a  Letter? 288 

2 — What  is  a  Business  Letter? 288 

3 — How  to  Write  the  "Right  Kind" 

of  a  Letter 288 

4 — How  to  Write  a  Business  Letter.  289 

5_How  to  Write  a  Sales  Letter.  290 


Page 
6 — How  to  Write  a  Collection  Letter.  291 

7 — How     to    Write    a    Complaint 

Letter 291 

8 — How  to  Write  a  Letter  of  "Ap- 
plication"    291 


12 


T  HE  REAL  ESTATE 


CHAPTER  XI— Continued. 

Page 


9— How  to  Write  a  Letter  of  "Rec- 

commendation" 291 

10 — How     to    Write    a     Letter  of 

"Apology" 292 

11— How  to  Write  a  Letter  of  "Ad- 
vice"    292 

12— How  to  Write  a  Letter  of  "Con- 
dolence."   293 


Page 

13 — How  to  Write  a  Letter  Request- 
ing a  "Favor" 293 

14 — How  to  Write  a  Letter  of  "Con- 
gratulation"    293 

15 — How  to  Write  a  Letter  of  "Intro- 
duction"    294 

16 — "Don'ts"  in   Writing     Business 

Letters 295 


CHAPTER  XII. 
Words  and  Phrases  Used  in  the  Real  Estate  Business  and 

Their  Meaning. 

(Page  296) 


CHAPTER  XIII. 

Insurance. 


Page 

1— What  is  Insurance? 320 

2 — What  is  Fire  Insurance? 320 

3— What  is  Life  Insurance .  320 

4 — How  Premiums  are  Graded 321 

5— Effect  of  Concealment 321 

6— Form  of  Policies 321 

7— Payment 322 

8— Suicide 322 

9— Notice  of  Death 322 

10 — What  is  Casualty  Insurance?  .  .  .  322 

11 — What  is  Accident  Insurance?. . .  .  322 

12— What  is  Fidelity  Insurance?  ....  322 

13— What  is  Credit  Insurance? 323 

14— What  is  Title  Insurance? 323 


Page 
15 — What  is  Plate  Glass  Insurance?.    323 
16 — What  is  Elevator  Insurance?. ...   323 
17 — What    is    Steam    Boiler    Insur- 
ance?    323 

18 — What  is  Marine  Insurance? 323 

19— Effect  of  Fraud 324 

20— Warranty 324 

21— Losses 324 

22 — Hints  on  Soliciting  Fire   Insur- 
ance    324 

23 — Advertising  Phrases   for   Selling 

Fire  Insurance 327  ■ 

24 — A  Fire  Insurance  Advertisement, 

"NEVER  OUT" 328 


CHAPTER  XIV. 
Tables — Weights — Mea.sures. 


Page 

1 — Avoirdupois 329 

329 

330 

330 

330 

330 

330 

330 

331 


2 — Apothecarie's 

3 — Ale  or  Beer 

4 — Cisterns  (capacity) 

5 — Circular 

6 — Copying 

7 — Cubic  or  Solid 

8 — Drawing  Paper 

9— Dry 

10— Folded  Sheets 331 

U— Fluid 331 

12— Land  (In  General  Use) 331 


Page 

13— Linear 331 

14 — Miscellaneous 331 

15 — Paint  (amounts  required  for  given 

surface) 331 

16— Paper. 332 

17— Roof  Elevations 332 

18— Square 332 

19 — Shoemaker's 332 

20— Surveyor's 332 

21— Size  of  Sheets 332 

22— Troy 333 

23— Unity 333 


BROKER'S  CYCLOPEDIA 


13 


CHAPTER  XIV— Continued. 


Page 

24— Wine  or  Liquid 333 

25 — Information  for  Contractors  (Ce- 
ment and  Concrete  Work) ....  334 
26— How  to  Estimate  Fields  and  Lots.  334 
27 — Weights    of  Cement,   Concrete, 

etc 335 

28- — Weight   and   Comparative   Fuel 

Value  of  Wood 335 


Page 
29 — Table  of  Areas  of  Circles  in  Inches.  336 
30 — Approximate  Cost  of  Pipe    Lay- 
ing     337 

31 — Table  of  Inches  Reduced  to  Deci- 
mals of  a  Foot 338 

32 — Table  for  Reducing  Perches  to 

Feet 339 

33— Spikes,  Nails  and  Tacks 339-340 


CHAPTER  XV. 
Commissions  for  Selling  Real  Estate. 


1- 


Page 
-Schedule  of  Rates  East  and  Mid- 
dle West 341 

2— Private  Sales  (Vacant) 341 

3 — Farm  Property 341 

4 — Auction  Sales — Improved  Prop- 
erty    341 

5 — Auction  Sales — Outside  City  Lim- 
its   342 

6 — Exchange  of  Property 342 

7 — Leasing  Property  Perpetually.  .  .  342 
8 — Leasing  Property  with  Privilege 

of  Purchasing 342 

9 — Selling  Leasehold  Property  ....    342 
10 — Renting  and  Leasing  Property  .  .   342 


Page 

11— Sale  of  Ground  Rents 343 

12 — Brokers  and  Auctioneers 343 

13—  Regulations  as  to  Private  Sales . .  343 
14 — Regulations   as   to  Agents   and 

Management  of  Property 344 

15 — Appraisement  Charges 344 

16 — New  York  Auction  Fees 344 

17 — Salesroom  Fees 344 

18 — Legal  Sales  Fees 344 

19— Auction  Sales 344 

20 — Exchange  Fees 345 

21— Buyer  and  Seller 345 

22 — Agent  acting  for  both  Parties .  . .  346 
23 — Important  Decision  in  Favor  of 

Real  Estate  Brokers 346 


CHAPTER  XVI. 
Property. 


Page 

1— What  is  Property? 347 

2— What  is  Real  Property? 347 

3 — What  is  Corporeal     Real     Prop- 
erty?    347 

4 — What  is  Incorporeal  Real  Prop- 
erty?    347 

5— What  is  Personal  Real  Property  ?.  348 

6— What  is  Land? 348 

7 — What  does  Tenements  Heredita- 
ments include? 348 

8— Fixture— What  is  a  Fixture?.. . .  348 
9— What  is  Ownership? 349 


Page 

10— What  is  a  Remainder? 349 

11 — What  is  a  Reversion? 349 

12— What  is  an  Estate? 350 

13— What  is  an  Estate  for  Years?.. . .   350 
14 — What  is  an  Estate  Inheritance? . .   350 

15— What  is  an  Estate  at  Will? 350 

16— What  is  an  Estate  for  Life?. .  ...   350 

17 — What  is  an  Appurtenance? 351 

18^What  is  Community  Property?. .  351 

19— What  is  Courtesy? 351 

20— What  is  a  Dower? 351 

21— What  is  a  Title? 351 

22— Lost  Property.   351 


14 


T  HE  REAL  EST  A  TE 


CHAPTER  XVII. 

Leases. 


Page 

1— What  is  a  Lease? 352 

2 — Two  Kinds  of  Leases  (oral   and 

written) 352 

3— Term 352 

4 — Covenants  are  Either  Expressed 

or  Implied,  and  Why 353 

5— ^Landlord's  and  Tenant's  Rights 

and  Liabilities  under  a  Lease .  353 
6 — When  Can  a  Lease  be  Assigned 

or  Sub-let 353 

7— How  to  Evict 354 


Page 

8 — Inside  Repairs 354 

9 — ^When  to  Record  a  Lease  .......   354 

10 — When  Notice  to  Vacate  is  Unne- 
cessary    355 

11 — How  to  Cancel  a    Lease  under 

Seal 355 

12— What  Every  Lease  Should    Con- 
tain    355 

13— Back  Rent 355 

14 — Landlord's  Neglect  and  Counter- 
claim for  Damages 355 


CHAPTER  XVIII. 
Words  and  Phrases  Used  in  Building  and  Construction  and 

Their  Meaning. 

(Page  356) 

CHAPTER  XIX. 
Highways — Specifications  for  a  Macadamized  Road. 


Page 

1 — Sealed  Proposals 373 

2 — Instructions  to  Bidders 374 

3 — Specifications 375 

4 — Macadam 377 


Page 

.5 — General  Requirements 379 

6 — Approximate  Estimate 382 

7— Bid 382 

8 — Contract 383 

9 — Contractor's  Bond 385 


CHAPTER  XX. 
Deeds — Mortgages — Liens. 

Page 


DEEDS. 

1— What  is  a  Deed? 387 

2 — The  Essential  Requisites  Required  387 

a— The  Orderly  Parts 387 

4 — How  Many  Kinds 388 

5 — How  to  Prepare  Deeds  and  Mort- 
gages      356 

6 — Deed  Executed  by  an  Attorney 

in  Fact 389 

7 — Requirements  of  a  Valid  Deed  .  .   390 

8 — Acknowledgement  of  Deeds 391 

MORTGAOF^. 

1 — What  is  a  Mortgage? 393 

2 — Why  a  Mortgage  should  be  Re- 
corded    393 

3 — Why  a  Mortgage  cannot  be  Paid 

Off  Before  Due 393 

4 — What  are  the  Rights  of  a  Second 

Mortgage? 394 


Page 
5 — Chattel  Mortgage.     (Form) 394 

6 — Assignment  of  a  Mortgage  by  an 

Indorsement  thereon 395 

7 — Assignment  of  a  Mortgage  (Short 

form) 395 

8 — Cancellation  of  Mortgage  to  be 

Indorsed  on  Mortgage 396 

9 — Cancellation  of    Mortgage  to  be 

Indorsed  on  the  Records 396 

10 — Statutory  Provisions  of  Chattel 

Mortgages     in     the     Different 
States  and  Territories 396 

LIENS. 

1 — What  is  a  Lien? 407 

2 — Items  of  value  concerning  Liens.  407 
3 — How  to  acquire  a  Mechanics  Lien  407 
4 — Mechanic's  Lien  (Short  form), .  .   408 


BRO  KER'S  CYCLOPEDIA 


15 


Notes — Bonds 


CHAPTER  XXi: 
-Power  of  Attorney 
Bill  of  Sale,  Etc. 


-Options- 


Page 

NOTES. 
1 — What  is  a  Promissory  Note?.  .  .  .  410 
2 — Promissory  Note  Negotiable  ....   412 

•3— Bankable  Note 412 

4 — Joint  and  Several  Note 413 

5 — Note  not  Negotiable 413 

6 — Note  with  Interest  from  Date. .  ..  413 

7 — Note  Payable  on  Demand 413 

8 — ^Note  Bearing  Legal  Interest  from 

Maturity • 413 

9 — Note  with  Surety 414 

10 — Note  Payable     in     Specific    Ar- 
ticles   414 

11— Due  Bill 414 

12 — Note  with  Collateral  Security .  .  .  414 

13 — Judgment  Note 415 

BONDS. 

1— What  is  a  Bond? 415 

2 — Bond  for     Pajmient     of     Money 

with  or  without  Penalty.  ...   415 
3 — Bond  for  Payment  of  Money.  ...   416 

POWER  OF  ATTORNEY. 
1 — What  is  a  Power  of  Attorney?.   ..   416 
2 — General  Form  of  Power  of  Attor- 
ney   417 

3 — Power  of  Attorney  to  Sell  Real 

Estate 417 


Page 
4 — Power  of  Attorney  to  Lease  Real 

Estate 418 

5 — Power  of  Attorney  to  Sell  Chat- 
tels   418 

OPTIONS. 

1 — Real  Estate  Option 419 

MISCELLANEOUS. 
1 — Contract    to    be   Signed    by    an 

Auctioneer    ; 420 

2 — Contract  to  be  Signed  by  Pur- 
chaser    420 

3— Bill  of  Sale 420 

4 — -Notice  to  Leave  the  Premises.  .  .  421 

5— A  Letter  of  Credit 421 

6 — Order  for  Merchandise 421 

7 — Order  for  Money 421 

8 — Endorsement  Waiving  Protest. . .  421 

9— Proxy 422 

10— What  is  a  Receipt? 422 

11— What  is  Arbitration? 422 

12— What  is  an  Affidavit? 423 

13— Form  of  Affidavit 424 

14 — Assignment  of  an  Account 424 

15 — Assignment  of  a  Debt 424 

16 — Assignment  without  Recourse. . .  425 
17 — Assignment    with   Guarantee   of 

Payment 425 


Interest  Rules- 
Copyright  Laws- 


CHAPTER  XXII. 
-Rapid  Calculation — Interest  Laws — 
-Exemption  Laws — Postal  Information 

Legal  Holidays. 


Page 
INTEREST  RULES. 

1— What  is  Interest? 426 

2 — Short  Cut  Rules  for  Computing 

Interest 427 

3 — How  Money  Grows  at  Interest .  .   427 

4 — Lightning  Method  for  Calculating 

Interest 428 

5 — Banker's  Method  for  Calculating 

Interest 428 

6 — Time  at  which  Money  Doubles 

at  Interest •  •  429 

'       RAPID  CALCULATION. 

I — Lightning   Method   of   Multipli- 
cation   429 


Page 

2 — Lightning  Method  of  Division. . .  429 

INTEREST  LAWS 430 

COPYRIGHT  LAWS 432 

EXEMPTION  LAWS 43!^ 

POSTAL  INFORMATION. 

1— How  to  Direct  and  Mail  Letters .  .  439 

2 — Avoid  Thin  Envelopes 440 

3 — Regisfer  Valuable  Matter 440 

4 — The    Convenience    of    Letter 

Boxes 440 

5 — The  Uses  of  Mailing  Boxes 441 

6— Affix  Stamp  Firmly 441 

7 — What  Postage  May  be  Paid  with .  441 


16 


THE  REAL  ESTATE 


CHAPTER  XXII— Continued. 


Page 
8 — Penalty  for  Evasion  of  Payment 

of  Postage 441 

9 — General  Suggestions 441 

10— Rates  of  Postage. 443 

11 — Circulars  Defined 444 

12 — Postmasters  May  Remove  Wrap- 
pers of  Packages 444 

13— Unmailable  Matter 444 


Page 

14 — Weighing  Packages 445 

15 — Special  Delivery 445 

16 — Letters  Opened  through  Mistake.  446 
17 — Withdrawal  of  Letters  from  Mail- 
ing Post  Office 446 

18 — Withdrawal  by  Sender  after  Dis- 
patch    446 

19 — Letter  Carriers 447 

LEGAL  HOLIDAYS.  447 


CHAPTER  XXIII, 
Partnership — Promotion- 
Page 


-Stocks. 


PARTNERSHIP 

1 — What  is  Partnership? 450 

2 — Kinds  of  Partnership 450 

3— Kinds  of  Partners 450 

4 — How  to  Form  a  Partnership  ....  451 
5 — How    Soon     is     Partnership     in 

Force? 451 

6 — Use  of  Name  in  Partnership  ....  451 

7 — Sueing  Partners 451 

8 — ^How  to  Dissolve  a  Partnership. .  451 

9 — Notice  to  be  Given 452 

10 — Authority  of  Partners 452 

11 — Liability  of  Partners 452 

12 — Individual  Debts  of  Partners..  .  .  452 

13 — Liability  of  a  New  Partner 452 

14 — Sale  of  Partner's  Interest 452 

15 — Special  Suggestions.  .    452 


Page 


PROMOTION. 

1 — The  Art  of  Promotion 453 

2 — Duties  of  a  Promoter 453 

3 — Where  the   Promoter   Usually 

Lives 454 

4 — Old  Line  Promoters 454 

5 — How  a  Promoter  Gets  His  Pay.  .  454 
STOCKS. 

1— What  is  Capital  Stock? 455 

2— What  is  Unissued  Stock? 455 

3 — What  is  Issued  and  Outstanding 

Stock? 455 

4— What  is  Full  Paid  Stock? 455 

5 — What  is  Treasury  Stock? 455 

6 — What  is  Common  Stock? 456 

7— What  is  Preferred  Stock? 456 

9— What  is  Watered   Stock? 457 

9— What  is  a  Certificate  of  Stock?.  .  457 

10— What  is  Subscription  to  Stock?..  457 


CHAPTER  XXIV. 

Selling. 
Hints — Helps — Headlines 

Page 


1— Hints  for  the  Real  Estate  Sales- 
man    458 

(a)  Give  your  Best 459 

(b)  Service 459 

(c)  Down  on  His  Luck 460 

(d)  Lead,  Don't  Follow 461 

(e)  Make  the  Right  Impression ,  .  .  461 

(f)  Be  Prepared 462 

(h)       Building  Homes.  . 464 

(i)        Why  it    Pays    to    be    a    Real 

Estate  Specialist 466 

(j)        Mistakes 467 


Page 
(k)       Dig  up  Your  Hidden  Ability. .   468 

(1)        Sparks  just  off  the  Rail 468 

2— HELPS  ON  HOW  TO  BUILD  A 

BIGGER  BUSINESS 470 

(a)  Keep  Your  Own  Counsel 470 

(b)  You  Make  Your   Own   Oppor- 

tunity    471 

(c)  He  CAN  who  THINKS  he  can .   471 

(d)  You  are  Just  What  You  Think, 

not  what  You  Think  You  are  471 

(e)  Successful  Men  Go  in  Herds. .  .  472 

(f)  Concentration 472 


BRO  KER'  S  CYCLOPEDIA 


17 


CHAPTER  XXIV— Continued, 


Page 

(g)        Never  say  "DIE" 472 

(h)       Expect  Better  Things 472 

(i)        Demand  Forgetfulness 473 

(j)        Fear  Creates  Worry 473 

(k)       Avoid  the  Thoughts  of  Trouble.  474 

(1)        Integrity 474 

(m)      Opportunity 474 

(n)       Perseverance 475 

(o)       Pluck...* 475 

(p)       vSelf-Reliance 475 

(q)       Courage 477 

(r)        Industry 477 

(s)        Honesty 477 

(t)        Cheerfulness 478 

(u)       Every  Real  Estate  Broker  Can 

Succeed  if  He  Thinks  He  Can.  479 
(v)  The  Difference  between  Man- 
Power  and  Horse-Power.  .  .  .   481 

(w)       How  to  vSave  Money 482 

(x)        How  to  Determine  the  Value  of 

Office  Buildings 486 

(y)  Qualifications  of  an  Appraiser. .  486 
(z)        Why   Corner   Lots   are  Worth 

More  than  Inside  Lots 486 

(aa)      The  First  Real  Estate  Deal  in 

the  United  States 486 

(bb)     Agent  Representing  l)oth  Buyer 

and  Seller 487 

(cc)      Immediate   Notice    should    be 

Given  the  Insurer 487 

(dd)     Invention  Contracts  Must  be  in 

Writing 487 

(ee)      Attractive   Office   Fixtures   an 

Asset .  .  > 487 

(ff)       Who    is    the    most    Successful 

Agent? 487 

(gg)     Sale  of  "Good  Will" 487 

(hh)     Sales  at  Auction 487 

(ii)       Preparing  a  Booklet 487 


(jj) 
(kk) 


(H) 


Page 
How  Contracts  Must  be  Per- 
formed    488 

Consent  of  Insurance  Compan- 
ies .Should  be  Obtained 488 

What    a    Tenant    May    Carry 

Away 488 

(mm)  How  Contracts  are  Construed  .  488 
(nn)     The   Amount    of    Commission 
that  Can  be  Collected   in  an 

Exchange 488 

The    Object    of    Recording    a 

Deed 

Why  a  Real  Estate  Agent 
Should  Always  Give  a  Re- 
ceipt   

A  Bad  Title  does  not  Prevent 
Collecting  Your  Commission. 
What    Makes    Real    Estate 

Values 489 

How  to  Buy  Real  Estate 490 

ADVERTISING      PHRASES 
AND  HEAD  LINES  FOR  THE 
SOUTH  AND  SOUTHWEST  ...   490 
The  Inexorable  Law  of  Supply 

and  Demand 491 

Photographs  Tell  The  Story.  .  .   491 
Buy  Seed  Corn  Instead  of  Full 

Grown 492 

There's  a  Reason  Why 493 

Why  Pay  Rent  ? 493 

Mother  Earth 494 

Facts 495 


(oo) 
(PP) 


(qq) 

(rr) 

(ss) 
3 


(a) 

(b) 

(c) 

(d) 
(e) 
(0 
(g) 


488 


489 


489 


4— MISCELLANEOUS 495 

(a)  A  Real  Estate  Collector's  Code.   495 

(b)  The  Real  Estate  Alphabet 496 

(c)  Rules   Real     Estate     Brokers 

Can  Use 497 

(d)  A  Business-Getting  Decalogue:  497 

(e)  Own  the  Soil  Beneath  your  Feet 

(A  Poem.) 499 


CHAPTER  XXV. 
Selling  Sub  Divisions. 


Page 
1 — How  to  Sell  Sub-Division  Prop- 
erty   500 

2 — List  of  Successful  Sale  Names  ...   501 


Page 
3^ — Appropriate  Names  for  Sub- Di- 
visions and  Allotments 502 

4 — Sales  Record.     (Form.) 505 

5 — Office  Record.     (Form.) ,'50.'j 


18 


THE  REAL  ESTATE 


CHAPTER  XXVI . 
Money — Currencies — Practical  Measurements. 


Page 
MONEY  AND  CURRENCIES.. 

1— What  is  Money? 506 

.   2— What  is  Coin? 506 

3 — United  States  Money 507 

4 — English  Money 508 

5 — French  Money 509 

6 — German  Money 509 

PRACTICAL  MEASUREMENTS. 
1 — Lumber,  Boards,  Timber,  etc.  . .    509 

2 — Masonry  and  Paving 510 

3 — Capacity  of  Bins,  Cisterns,  etc  .  511 
4 — Plastering,       Painting,       Kalso- 

mining 512 

5 — Papering 512 

6— Carpeting 513 

7 — Specific  Gravity 513 

LAND  MEASURE,  ETC.  ETC. 

1 — What  is  Measure 514 

2— Measures  are  of  Seven  Kinds.  ...  515 
3— What  is  a  Table  of  Measure?  .  .  .  515 
4 — United  States  Standard   Sets   of 

Weights  and  Measures 515 

5 — English  Standards 515 

6 — English  Standard  of  Extension. .  .  516 
7 — English  Standard  of  Capacity.  .  .  516 
8— English  Standard  of  Weights. ...   516 

9 — English  Measures 516 

10 — Measures  of  Extension 516 

11 — Measures  of  Capacity 516 


Page 

12 — United  States  Measures 517 

13 — Long  or  Linear  Measure 517 

14— Surveyors'  Long  Measure 518 

15 — Square  Measiu-e.  • 518 

16 — What    Square    Measure   is   Used 

for ,...  519 

17 — Metric  Square  Measure 519 

18 — Metric  Land  Measure 519 

19 — Surveyors'  Square  Measure 519 

20 — United  States  Land  Measure. .  .  .  520 

21 — French  Land  Measiu"e 520 

22 — Spanish  Land  Measure 521 

23 — Cubic  Measure 521 

24 — Metric  Cubic  Measure 522 

25— Metric  Wood  Measure 522 

26— What  is  Capacity? 522 

27— Metric  Capacity 522 

28— Long  Ton  Table 523 

29^Table  of  Avoirdupois  Pounds  in 

Bushels 523 

30— Metric  Weight 523 

31 — How    to    Measure    Corn    in    the 

Crib 524 

32 — How  to  Estimate  the  Weight  of 

Hay  in  a  Stack 524 

33— Measure  of  Time 524 

34 — How  the  Calendar  Year  is  Di- 
vided     524 

35^Leap  Year  and  the  Cause 525 


CHAPTER  XXVII. 
1910  Census. 


Page 
1 — Census  of  United  States,  Porto 

Rico,     Hawaii,    Phillipines, 
Guam,  Samoa  and  Canal  Zone.  527 
2 — Census  Table  with  Comparisons. .  528 
3— Cities    of    over    500,000    Inhab- 
itants  , 529 


Page 
4— Population  of  Cities  from  100,000 

to  500,000 529 

5— Net  Debt  per  Capita. 530 

6 — The  Difference  Between  the  Pur- 
chasing Power  of  an  Acre  1899 

and  1909 530 

7 — Four    Year's    Record    of    Agri- 
cultural Wealth 531 


BRO  KER:  S  CY  CLOPEDI A 


19 


CHAPTER  XXVIII. 
Things  Worth  Knowing. 


Page 
1— What  Not  to  Say,  and  What  to 

Say 532 

2 — Nicknames  of  Cities,  States,  Ap- 
pellations, etc 541 

3— Good  Will  vs.  Ill  Will. :  .    ....  552 

4r— Keep  on  Talking 552 

5 — Things     to     Remember     when 

Building,  a  Home 553 


Page 

& — Good  Advertising  Copy 553 

7— A    Few   Things    a    Real  Estate 

Broker  Should  Know 555 

8 — Quotations  from  Successful  Busi- 
ness Men 557 

9 — California  Headlines 559 

10— Headlines  (All  Sorts) 560 

1 1 — General  Property  Restrictions . . .   561 
12 — Receivership 562 


CHAPTER  XXIX. 
Facts  and  Figures. 
(Miscellaneous.) 


Page 
1 — The  Average  Velocities  of  Various 

Bodies 564 

2— Table  of  the  Principal  Alloys. . .  .  564 
3 — How  to  Mix  Printing  Inks  and 

Paints 565 

.  4 — Durability  of  Different  Woods.  .  565 
5 — Time  in  which  Money  Doubles .  .  566 
6— A  Dollar  Saved,  a  Dollar  Earned .   567 

7— Value  of  Metals 567 

8 — Value  of  Metals  as  Conductors .  .  .   568 

9 — Tenacity  of  Metals 568 

10 — Fluid  Density  of  Metals 568 

11— Weight  of  Eggs .568 

12 — Percentage  of  Alcohol  in  Various 

Liquors 569 

13 — Quantity  of  Seeds    Required  per 

Acre 569 

14r— Wood  for  Fuel 569 

15 — Weight  of  Hay  and  Straw 570 

16— Weight  of  Wool 570 

17 — Boxes  of  Different  Measure ....  570 
18— Expectation  of  Life  (Table) . .  .  .  571 
19 — Origin  of  Vegetables 571 


Page 
20 — The     Longest     Rivers     in     the 

World 572 

21— Amount  of  Oil  in  Seeds 573 

22— Age  and  Growth  of  Trees 573 

23 — Number  of  Miles  to  New  York 
from  the  Principal  Cities  in  the 

United  States 574 

24 — Number  of  Miles  from  New  York 
by  Water  to  the  Principal  Cities 

of  the  World 576 

2.5 — Number  of  Brick  required  to  Con- 
struct any  Building 577 

26 — Number  of   Hills   in   an  Acre  of 

Ground 577 

27 — How  to  Estimate  Rammed  Con- 
crete    578 

28 — Number  of  Trees  to  the  Acre  ...   578 
29 — Distances    for     Planting  Fruit 

Trees 579 

30 — Comparative    Yield   of   Various 

Grains,  Vegetables  and  Fruits.  579 
31— How  to  Tell  the  Speed  of  a  Train.  579 
32 — How  to  Measuse  the  Height  of 

a  Tree 579 


CHAPTER  XXX. 
Classified  Advertising. 

(Page  580) 


CHAPTER  XXXI. 
Texas  Headlines. 

(Page  591) 


20 


THEREAL ESTATE 


CHAPTER  XXXII. 
Building  and  Loan  Associations. 


Page 

1— Object  and  Plan 595 

2 — Opening  an  Account 596 

3— Certificate  of  Stock 597 

4 — Dividend  Periods 597 

5— Fines 597 

6— Withdrawal 597 

7— Transfer  of  Stock 598 


Page 

599 

599 

600 

600 

.....  601 

13— Small  Loans 601 

14 — New  Idea  in  Mortgages 602 


8 — Certificate  of  Deposit . 

9 — ^How  Loans  are  Made , 

10 — The  Property , 

1 1 — The  Borrower 

12— Title 


CHAPTER  XXXIII. 
Real  Estate. 


Page 

1— Classification 604 

2 — Rights  and  Restrictions 604 

3— Water 604 

4r-Ice 605 

5 — Products 605 

6— Fixtures 605 

7 — Physical  Attachment 606 

8— Use  of  Fixtures 606 

9 — Relation  to  Property 607 

10— Support 608 

11— Easements 608 


Pag 

12— Building  Laws 608 

13 — Excavations 609 

14 — Fire  Escapes 609 

15— Unsafe  Buildings 610 

16 — Participating  Mortagages 610 

17 — Buying  and  Selling 610 

18 — Showing  Property 611 

19 — Leasing 612 

20 — -Appraising 612 

21— Valuation .' 613 

22 — General  Suggestions 613 


CHAPTER  XXXIV. 

Constitution  of  the  United  States. 


Page 

1— Preamble 620 

2 — Legislative  Powers 620 

3 — House  of  Representatives 620 

4 — Qualifications  of  Representatives  620 
5 — Apportionment      of      Represen- 
tatives    620 

6— Vacancies,  How  Filled 620 

7 — Officers,  how  Appointed 621 

8— Senate •.  .   621 

9 — Classification  of  Senators 621 

10 — Qualification  of  Senators 621 

11 — President  of  the  Senate 621 

12 — Senate  a  Court  for  Trial  of  Im- 
peachments     621 

13 — Judgment  in  Case  of  Conviction.  621 
14 — Elections  of  Senators  and   Rep- 
resentatives  622 

15 — Meeting  of  Congress 622 

16 — Organization  of  Congress 622 

17 — Rule  of  Proceeding 622 

18 — Journals  of  Each  House 622 


Page 

19 — Adjournment  of  Congress 622 

20 — Pay  and  Privilege  of  Members. .  .   622 

21— other  Offices  Prohibited 622 

22— Revenue  Bills 623 

23 — How  Bills  become  Laws. . , 623 

24 — Approval  and  Veto  Powers  of  the 

President 623 

25 — Powers  Vested  in  Congress 623 

26 — Immigrants,  How  Admitted  ....  624 

27 — Habeas  Corpus 624 

28— Attainder 624 

29— Direct  Taxes 625 

30 — Regulations  Regarding   Customs 

Duties 625 

31 — Moneys,  How  Drawn 625 

32— Titles  of  NobiHty  Prohibited 625 

33— Powers  of  States  Defined 625 

34 — Executive  Power,  in  Whom  Vest- 
ed    625 

35— Electors 626 

36 — Proceedings  of  Electors 626 


JiRO  KER'  S  CY  CLOPEDIA 


21 


CHAPTER  XXXIV— Continued. 


Page 
37 — Proceedings   of    the    House    of 

Representatives 626 

3S— Time  of  Choosing  Electors 626 

39— Qualifications  of  the  President. . .  626 
40 — Provision  in  Case   of  His  Disa- 
bility    626 

41— Salary  of  the  President 627 

42— Oath  of  the  President 627 

43— Duties  of  the  President. .  .    . 627 

44 — May  Make  Treaties,  Appoint  Am- 
bassadors, Judges,  etc 627 

45 — May  Fill  Vacancies 627 

46 — May  Make  Recommendations  to 

and  Convene  Congress 628 

47 — How  Officers  May  be  Removed  . .  628 
48 — Judicial  Power,  How  Invested  .  .  628 

49— To  What  Case  it  Extends 628 

50 — Jurisdiction     of     the     Supreme 

Court 628 

51 — Rules  Respecting  Trials 628 

52— Treason  Defined 629 

53 — How  Punished 629 

54 — Rights  of  States  and  Records 629 

55 — Privilege  of  Citizens 629 

56 — Executive  Requisitions 629 

57 — Laws     Regulating     Service     or 

Labor 629 

58 — New  States,  How  Formed  and  Ad- 
mitted   629 

59 — Power  of  Congress  Over    Public 

Lands 629 


Page 
60 — Republican  Government  Guaran- 
teed   630 

61 — Constititution,  How  Amended  .  .  630 
62 — Validity  of  Debts  Recognized .  .  .  630 
63 — Supreme  Law  of  the  Land  De- 
fined   630 

64 — Oath,   of  Whom  Required,  and 

What 630 

65 — Ratification  of  the  Constitution  .  631 

66 — Religion  and  Free  Speech 631 

67 — Right  to  Bear  Arms 631 

68— Soldiers  in  Time  of  Peace 631 

69— Right  of  Search 631 

70 — Capital  Crimes  and  Arrest  There- 
for    631 

71— Right  to  Speedy  Trial 631 

72— Trial  by  Jury 632 

73 — Excessive  Bail 632 

74 — Enumeration  of  Rights 632 

75— Reserved  Rights  of  States 632 

76 — Judicial  Power 632 

77 — Electors  in  Presidential  Elections,  632 

78 — Vice  President 633 

79  -  Slavery  Prohibited 633 

80— Protection  of  All  Citizens 633 

81 — Apportionment  of  Representa- 
tives   633 

82— Rebellion     Against     the  United 

States 634 

83— The  Public  Debt 634 

84— Right  of  Suffrage 634 

85 — Ratification  of  the  Constitution.  .  635 

86 — Ratification  of  the  Amendments .  635 


22 


THE  REAL  EST  A  T  E 


Subject  Index. 


Page 
A 
Abbreviations  (used  in  business)  ....     40 

Abstract  (definition) 488 

Acceptance  (contract),. 223 

Accident  insurance 322 

Acknowledgement  of  deeds 391 

Accumulative  power  of  6% 485 

Adages 199 

Advantages  of  an  exclusive  contract.   232 

Avoirdupois  weight  (table) 329  j 

Avoirdupois     table     (of     pounds    in 

bushels) 523  i 

ADVERTISING.  ^ 

Classified  (how  to  write) 580  ; 

Copy  (how  to  prepare) 583 

Definition 167-586  : 

Does  it  pay 166  ' 

Dont's 167  : 

How  to  advertise 174 

How  to  buy  space 178  : 

How  to  interest  farmers 65 

How  to  make  it  pay 179 

How  to  use  words 169 

How  to  write  copy 171 

Mediums  to  use 149-585 

New  definition 586  . 

Newspaper 585 

Object  to  be  accomplished 174 

Poster 166 

Real  estate 167 

Right  kind 32-166  | 

Right  way 587 

Short  talks 163 

Street  car  copy 585 

Talk  on  copy .    171 

Technical  terms 181 

Three  ways  to  make  it  pay 180 

Three    objects     to    be    accom- 
plished     174 

Two  kinds 165 

Which  medium  pays  best 585 

Wrong  way 587 

ADVERTISEMENTS. 

Advice  to  farmers 239 

Backbone 587 

Definition 168 

Fire  Insurance  ("never  out") .  .  .   328 


Page 
ADVERTlSEMENTvS—Continued. 

Four  questions 168 

Gentleman's  home 239 

How  divided 168 

How  to  prepare 590 

How  to  write  copy 590 

How  a  dollar  bill  will  grow 243 

One  hundred  reasoris 246 

Own  a  home 250 

Plaintiff's  testimony 244 

Real  estate 238 

Rent  payer  49  years 241 

Residence  (10  room) 249 

Real  estate  mania 247 

Real  estate  phobia 247 

Real  estate  talk 242 

Suburban  home 240 

Stucco  residence • 250 

What  will  your  wife  say 241 

Where  to  build  a  home 239 

Which  kind  of  a  man  are  you ....    108 

Wishbone 587 

Young-man-afraid  -of-an -in  vest- 
ment     248 

ADVERTISING  PHRASES. 

Central  business  property 71 

Country  homes 43 

Farms 54 

Fire  insurance 327 

General  real  estate 83 

Headlines 83-120-560-490-559 

High  grade  homes 75 

How  to  use  phrases,. 42 

Investment  property 48 

Lands 54 

New  business 118 

Real  estate 43 

Saving 97 

Saving  (table  20  cents  to  $2.00) .    100 
Saving  has  been  the  saving  of 

many  a  man 101 

Saving  (when  to  take  first  step) . .    100 

Rent  payers 105 

Renting  and  leasing 117 

South  and  Southwest 490 

Suburban  lots 78 


BRO  KER\S  CYCLOPEDIA 


23 


Page 
ADVERTISING  PHRASES— Con. 

Suburban  property 66 

Suburban  ideal 70 

Affidavit 423 

Affidavit  (form) 424 

Agreements  (see  contracts) 222 

Agricultural  wealth  of  crops,  United 

States 531 

Ale  or  beer  measure  (table) 330 

Alphabet  (real  estate) 496 

Alcohol  (various  liquors) 569 

Alloys(table) 564 

Apothecary's  weight  (table) 329 

Appraiser  (qualification) 486 

Arbitrary  signs  (used  in  business) ...     40 

Arbitration 422 

Area  of  circle  in  inches  (table) 336 

ASSIGNMENTS. 

Account 424 

Debt 424 

Guarantee 425 

Lease 353 

Mortgage 393 

Recourse  (without) 425 

Assessable  valuation  New  York  City, 

1911 505 

Associations  (building  and  loan) 595 

Authority  of  partners 452 

Auctions 420 

AUCTIONEERS. 

Contract 420 

Commissions 341 

Fees 344 

B 

Banking. 214^ 

Bankable  note 412 

Banker's  method  (calculating  interest)  428 

Bad  title 351 

Bid  (form) 274 

Bill  of  sale  (form) 420 

Bins,  cisterns,  etc 511 

Board  measure. 509 

Bond  (form) 415 

Bond  (payment  of  money) 416 

Bonds  (definition) 415 

Booklet  (how  to  prepare) 487 

Boxes  (capacity  different  dimensions).  570 
Brick  (number  required  to  construct 

a  building) 577 

Brick  paving  (specifications) ........  278 

Brick  work 511 


Page 
BROKERS. 

Four  steps  to  success. 161 

General  Suggestions 613 

Real  estate 555 

Specialists 466 

Successward 162 

Things  he  should  know 555 

Three  things  to  know 154 

To  be  successful  should  be 157 

What  the  broker  must  do 162 

What  it  takes  to  establish  the 
Real  estate  business  success- 
ward  162 

Who  can  win 198 

Who  can't  win 198 

Why  he  should  work 134 

Why  he  succeeds 161 

Building  and  loan  associations 595 

Building  contract  (form) 234 

Building  homes  (hints) 464-553 

Building  operations  (United  States)..   281 

Building  restrictions 561 

Bungalow  (building  specifications) . .  .   254 

Business  getting  decalogue 497 

Business  letter  (successful) 290 

Business  letter  (don'ts) 295 

Business  letter  (when  to  answer)  ....   282 

Business  letter  (how  to  write) 289 

Business  (real  estate) 128 

BUILDING     AND     LOAN     ASSO- 
CIATIONS. 

Borrower 600 

Certificate  of  stock 597 

Certificate  of  deposit 599 

Dividend  periods 597 

Foreclosure 603 

How  loans  are  made 599 

New  ideas  in  mortgages 602 

Number  in  United  States 595 

Object  and  plan - 595 

Opening  an  account 596 

Property 600 

Small  loans 601 

Title 601 

Transfer  of  stock 598 

Withdrawal 597 

C. 

Cancellation  of  mortgages  (form) ....  396 

Calculation  (rapid) .  .- 429 

Capacity  of  cisterns  (table) 330 

Capital  stock 455 

Capitol  (Washington,  D.  C.) 372 

Card  index  (listing  real  estate) 137 


24 


THE  REAL  ESTATE 


Page 

Carpeting 513 

Casualty  insurance 322 

Catch  phrases 120-127 

Cement  paving  (specifications) 277 

Cement  plaster  (how  to  mix)  .......   334 

Cement  weights   335 

Central  business  property  (advertising 

phrases) 71 

CENSUS. 

Cities  over  500,000 529 

Cities  from  100,000  to  500,000. . .   529 

Cost  of  counting  (1910) 527  ' 

General  summary 527  i 

Net  debt  per  capita 530  \ 

Table  with  comparisons 528  [ 

Certificate  of  deposit 219  i 

Certificate  of  stock 457 

Certified  check 217 

Chattel  property   (list   sold  on  com- 
mission)      138 

Chattel  mortgage  (form) 394 

Checks  (certified) 217 

Circular  measure  (table) 330 

Circles  (area  in  inches) 336 

Cisterns,  bins,  etc.  (capacity) 511 

Cistern  measure  (table) 330 

Classified  ad  vertising 580 

Code  (collector's) 495 

Coin 506 

Collateral  note  (form) 414 

Collection  letters  (how  to  write) 291 

COMMLSSIONS. 

Agent  acting  for  both  parties  .  .  .   346 

Appraisement  charges 344 

Auction   sales    (improved    prop- 
erty)    341 

Auction  sales  (buyer  and  seller) .   345 

Bad  title 489 

Cincinnati  real  estate  exchange  .  .   341 

Exchange  deals 342-488 

Farm  property 341 

Important  decision 346 

Leasing  property  perpetually  .  .  .   342 
Leasing  property  with  privilege 

of  purchase 342 

Leasehold  property 342 

Legal  sales  fees 345 

Loans  and  ground  rent 343 

Private  sales 341 

Real  estate  (generally) 341 

Regulations  as  to  private  sales .  .   343 
Regulations  as    to    agents    and 

management  of  property  .  .  .   344 
Renting  and  Leasing 342 


Page 
COMMISSIONS— Continued . 

Unimproved  property 342 

When  earned 489 

Common  stock 456 

Community  property 351 

Complaint  letters 291 

Compound  interest 485 

Concrete  weights 335 

Concrete  (how  to  estimate) .  .  •• 578 

Contract  of  sale  (definition) 224 

Contractors  (general  information)  .  .  .    334 

CONTRACTS. 

Acceptance 223 

Auctioneer's 420 

Building  (form) 234 

Cincinnati  real  estate  exchange  .  .   233 

Exclusive  (listing  property) 230 

Exclusive  (how  to  secure) 139 

Exclusive  (its  advantages) 232 

General  (listing  property)  ......    233 

How  construed 488 

How  to  prepare 224 

How  to  be  performed 488 

Invention 487 

Methods  of  making 224 

Necessary  elements 223 

Partnership 531 

Performance 223 

Place  of  performance  . 224 

Purchaser's  at  auction 420 

Real  estate 236 

Selling    real  estate 231 

Specific  performance 223 

Street  paving 275 

Sub-division  sale 229 

Contents  fields  and  lots  (table) 334 

COPY. 

Advertising  (how  to  write) .  .   171-553 

Change  daily 174 

Learning  to  write 173 

Street  car  cards.  .  .' 585 

Two  kinds 172 

Writing 173 

Copying  measure  (table) 330 

Copyright  laws 432 

Corn  in  crib  (how  to  measure) 524 

Comer  lots  (why  more  valuable)  ....   486. 

Corporations 340 

Corporeal  property 347 

Cottage  (building  specifications) 261 

'    Country  homes   (advertising  phrases)     43 

Credit  insurance 323 

!    Crossings  (specifications) 276 


BROKER'S  CY  CLOP  EDI  A 


25 


Page 

Cubic  measure  (table) 330  I 

Curb  and  gutter  (specifications). ....   277 

D 
DEEDS. 

Acknowledgement 391  ; 

Attorney  in  fact 389 

Essential  requisites 387 

How  to  prepare 388 

Object  of  recording 488 

Orderly  parts 387 

Requirements  of  a  valid   deed. .  .   390 

Description  of  property 145 

Discount 221 

Dissolution  of  partnership 451 

Distance  from  New  York  to  principal 

cities  in  the  United  States 574 

Distance  from  New  York  to  principal 

cities  of  the  world 576 

Distance  at  sea  level  at  which  ob- 
jects can  be  seen 425 

Division  (lightning  method) 429 

Dollar  saved — dollar  earned  (table) .  .   567 

Don'ts  in  business  letters 295 

"Don't  Get  Blue"  (poem) 114 

Dower 351 

Drawing  paper  (sizes) 330 

Dry  measure  (table) 331-517 

Due  bill 414 

E 

Elevator  insurance 323 

Endorsement  waiving  protest 421 

Endorsement  of  checks 216 

English  money  (table) 508 

ESTATES. 

Courtesy 351 

Life 350 

Inheritance 350 

Will 350 

Years.. 350 

Eviction 354 

Exchange 218 

Exemption  laws 435 

Expectation  of  life  (table) 571 

F 

Facts  and  figures 564 

FARMS. 

Advice  to  farmers 239 

Advertising  phrases 54 

Assets  1910 61 

Description    (how) 147 


Page 
FARMS— Continued 

How  to  make  farm  paint 563 

Number  in  United  States 61 

Products  1910 61 

Wealth  1910 6l 

Fidelity  bond  (form) 279 

Fidelity  insurance 322 

Fields  (divided  into  lots) 334 

Finder  of  lost  property 351 

FIRE  INSURANCE. 

Advertising  phrases 327 

Advertisement 328 

Definition 320 

How  to  solicit 324 

Fixtures  (use  of) 606 

Fixture 348 

Fluid  density  of  metals 568 

Fluid  measure  (table) 331 

Folded  sheets  (table) 331 

French  money  (table) 509 

French  land  measure 520 

Full-paid  stock 455 

0 

Gauging. 512 

German  money  (table) 509 

Good  will  (sale  of) 487 

Grading  (specifications) 276 

Grains  (yield  per  acre) 579 

Grape  fruit  (yield) . 594 

H 

Hay  (how  to  weigh) 524 

Hay  and  straw  (weights  and  table) .  .   570 

Headlines  (Advertising  phrases) 120 

Headlines  (for  Texas) 591 

Hereditaments  (tenements,  lands) .  .  .   348 

High  grade  homes  (suggestions 77 

Highways  (building  specifications) .  .  373 
Hills  (number  in  one  acre  of  ground  .   .*^77 

Hints  on  selling 459-479 

Holidays  (legal) 447 

Holidays  (national  and  special) ....   449 

Homes  (hints  on  building) 464 

Homes  where  to  build 239 

Home  buyer's  Rules Ill 

How  a  dollar  grows 99 

How  a  dollar  bill  will  grow  (adv)..  243 
How    growth    in    population    effects 

values 91 

How  money  grows  (advertisement) .  .   242 

How  money  grows  at  interest 427 

How  much  have  you  paid  in  rent 

(table)  . Ill 


26 


THE  REAL  ESTATE 


Page 

How  to  prepare  a  contract 224 

How  to  get  rent  payers  interested  in 

a  home  of  their  own 105 

How  to  list  property 135 

How  to  secure  an  exclusive  selling 

contract 139 

How  to  secure  buyers 140 

How  to  start  a  real  estate  sale 141 

How  to  "follow  up"  a  real  estate 

sale 142 

How  to  close  a  real  estate  sale 143 

How  to  describe  and  sell  farms 147 

How  to  describe  and  sell  suburban  ! 

property 146  I 

How  to  describe  land  in  the  South  and  | 

Southwest 148  i 

How  to  make  the  real  estate  business  i 

a  success 149 

How  to  save  money 482  I 

How  to  talk  real  estate 115  i 

How  to  use  words  in  advertising 169  j 

How  to  write  good  copy 171  i 

How  to  advertise 174  | 

How  to  save  money  in  buying  adver- 
tising space .^ 178 

How  to  make  advertising  pay 179 

w  to  become  a  successful  real  estate 

salesman 191 

How  to  mix  paints ^  565 

How  to  buy  real  estate 490 

How  to  sell  sub-divisions 500 

How  to  prepare  tints 565 

How  to  secure  buyers 140 

How  to  sell  real  estate 144 

How  to  mix  printing  inks 565 

How  to  estimate  rammed  concrete .  .  578 

How  to  tell  the  speed  of  a  train 579 

How  to  measure  the  height  of  a  tree.  579 

How  to  advertise  farms 65 

How  to  advertise  real  estate  to  a  far- 
mer       65 

How  to  describe  a  high  grade  home. .     77 
How  to  determine  the  value  of  office 

buildings 486 

How  to  make  a  good  farm  paint ....   563 

I 

"111  will"  vs.  "good  will." 552 

Indentification  (banking) 219 

Inches  (reduced  to  decimals  of  a  foot)  338 

Incorporeal  property 347 

Increment  (ground  value 73 

Indorsement  waiving  protest 421 

Inks  (how  to  mix) 565 


Page 
INSURANCE. 

Accident 322 

Casualty 322 

Companies  consent 488 

Credit 323 

Definition 321 

Elevator 323 

Fidelity 322 

Fire 320 

Fire  (how  to  solicit) 324 

Fire  (advertising  phrases) 327 

Form  of  poUcies  (life) 321 

Fraud 324 

Investment 50-72-75 

Life 320 

Losses 324 

Marine 323 

Notice  to  insurer 487 

Notice  of  death 322 

Plate  glass 323 

Premiums  (life) 321 

Steam  boiler 323 

Title 323 

Warranty 324 

INTEREST. 

Banker's  method 428 

Definition 215 

How  to  compute 426 

Laws  of  United  States 430 

Lightning  method 428 

Rules  for  computing 427 

Invention  (contracts) 487 

Investments 220 

Investment  (advertising  phrases) ....  48 

Issued  stock 455 

J- 

Joint  and  several  note 413 

Judgment  note 415 

K 

Kalsomining 512 

L 
LAND. 

Advertising  phrases 54 

French  measure 520 

How  to  describe 148 

Measurements 520 

Ownership 64 

Spanish   measure 521 

United  States  measure. 520 


BROKER'  S  CY  CLOP  ED  I A 


Page 

LAND  MEASURES. 

French 520 

Spanish 521 

Square 332 

Texas. 237 

United  States 520 

Landlord's  neglect  (lease) 355 

LAWS. 

Copyright 432 

Exemption 435 

Interest 430 

Words  and  Phrases 

Leap  year 552 

LEASES. 

Assignment 353 

Back  rent 355 

Covenants  (expressed     and     im- 
plied)    353 

Definition 352 

Eviction 354 

Inside  repairs 354 

Landlord's  neglect 355 

Liabilities 353 

Recording 354 

Repairs 354 

•Rights 353 

Sub-letting 353 

Under  seal 355 

What  every  lease  should     con- 
tain     355 

Legal   holidays 447 

LETTERS. 

Advisory 292 

Apology 292 

Application 291 

Business  . 288-290 

Collection 291 

Complaint 291 

Condolence 293 

Congratulation 293 

Credit 421 

Definition 288 

Favor 293 

Introduction 294 

Right  kind 288 

Sales 290 

LETTER  WRITING. 

Definition 288 

Don'ts ; 286 

Hints 285 

Suggestions 285 

Liens  (how  to  acquire) 407 

Lien  (mechanics) 408 


Page 

Life  (expectation  of,  table) 571 

Life  insurance 320 

Lightning    method    (calculating    in- 
terest)     428 

Linear  measure  (table)    331 

Listing  contract  (form) 230 

Listing  property 135 

List  of  property  sold  on  commission. .  .    138 

Loan  associations 600 

Long  measure  (table) 517 

Long  ton  table 523 

Log  measure 510 

Lost  checks 218 

Lost  property  (finder) 351 

Lots  corner  (why  more  valuable) ....   486 

Lots,  number  in  an  ace 334 

Lumber  measure 509 

M 

Macadamized  road   (specification) .  .  .   373 

Marine  insurance 323 

Masonry  and  paving 510 

Maxims  (business) .- .  . .    199 

Maxims  (worth  heeding) 409 

MEASURES  AND  TABLES. 

Ale  or  beer , 3^ 

Bins,  etc 512 

Board 509 

Capacity 516 

Circular 330 

Cistern 330 

Cubic 330-521 

Dry 331 

English 516 

English  standards 515 

French  land 520 

Kinds 515 

Land  (United  vStates) 322-520 

Linear 331 

Liquid 333 

Logs 510 

Lumber 509 

Miscellaneous.  .  , 331 

Paint 331 

Perches  to  feet 339 

Shoemakers 332 

Spanish  land 521 

Square 332-518 

Surveyors 332 

Timber 509 

Troy 333 

Unity 333 


28 


THE  REAL  ESTATE 


Page 
MEASURES  AND  TABLES— Con. 

Wine 333 

Measurements  (practical) 509 

Mechanic's  lien 408 

Merchandise  (order  for) 421 

METALS. 

Conductors 568 

Density 568 

Tenacity 568 

Value 567 

METRIC  MEASURES. 

Capacity 522 

Cubic. 522 

Land  . 519 

Square 519 

Weights 523 

MONEY. 

Definition 506 

English '. 508 

French 509 

German 509 

How  it  grows 427 

How  to  save 482 

Time  at  which  it  doubles 429-566 

United  States 507 

MORTGAGES. 

Assignment 395 

Cancellation 396 

Chattel  (form) 394 

Definition 393 

Foreclosure 603 

How  to  prepare 388 

New  idea 602 

Participating 610 

Payment 393 

Recording 393 

Rights  of  second 393 

Statutory  provisions 396 

Multiplication  (lightning  method) .  .  .  429 

N. 

Nails  (weights  and  table) 339 

Negotiable  note 413 

NEW  BUSINESS. 

Advertising  phrases. 1 18 

How  to  get 118 

Nicknames  (cities,  states,  etc) 541 

NOTES. 

Bankable 412 

Collateral 414 

Definition 220 

Joint  and  several 413 

Judgment 415 


Page 

NOTES— Continued. 

Negotiable 413 

Payable  on  demand 413 

Promissory 412-420 

Specific 414 

Surety 414 

Notice  to  leave  the  premises 421 

O 

Office  fixtures 487 

Office  rules 497 

Options  (real  estate) 419 

Order  for  merchandise 421 

Order  for  money 421 

Outstanding  stock 455 

Overdrafts 219 

Ownership  (property) 349 

Own  the  Soil    Beneath    Your    Feet 

(poem) 499 

P 

Paint  (how  to  make  farm  paint) ....  563 

Paint  (how  to  estimate) 331 

Painting 512 

Paints  (how  to  mix) 565 

Paper  (table) 332 

Papering 512 

PARTNERSHIP. 

Agreement  (form) 531 

Authority  of  partners 452 

Debts  (individual) 452 

Definition 450 

Dissolution 451 

Formation 451 

In  force 451 

Liability  of  partners 452 

Sale  of  partners'  interest 452 

Sueing  a  partner 451 

Use  of  name 451 

Paving  and  masonry 510 

Personal  property 348 

Pipe  laying  (cost,  etc.) 337 

Plate  glass  insurance 323 

Plaster  (cement) 334 

Plastering 512 

POEMS. 

'Don't  Get  Blue" 114 

"Own   the   Soil    Beneath    Your 

Feet 499 

"Remember" 162 

"The  Way  to  Win" 198 

Population  of  the  earth 498 

Postal  information 439 

Poster  advertising 166 


BROKER'S  CYCLOPEDIA 


29 


Page 

POWER  OF  ATTORNEY. 

Definition  and  form 416 

To  sell  real  estate  (form) 417 

To  lease  real  estate  (form) ......  418 

To  sell  chattels  (form) 418 

Preferred  stock 456 

Premises  (notice  to  leave) 421 

Premiums  (insurance) 321 

Promotion 453 

Promissory  note 220-410 

Proposition 222 

PROPERTY. 

Card  index  for  listing 137 

Corporeal' 347 

.  Definition 347 

Description  (how  to  describe) .  .  .  145 

How  to  list 135 

Incorporeal 347 

Listing 135 

Personal 348 

Photographs  (important) 161 

Real 347 

Restrictions  (general  building). .  .  561 

Showing 611 

Products  of  the   South  and    South- 
west   594 

Protest  (endorsement  waived) 421 

Proxy 422 

Purchasing    power    of    an    acre    of 

ground 530 

Q 

Quotations  from    successful   men..  .  .  557 

R 

Rapid  calculation 429 

REAL  ESTATE. 

Advertising 163-167 

Advertising  phrases 105 

Advertisements 238 

Agent  (representing    buyer    and 

seller 487 

Appraising 

Broker  (why  he  succeeds) 161 

Broker  (why  unsuccessful) 158 

Brokers 177 

Building  laws 608 

Business 127-149 

Buying 610 

Card  index  for  listing 137 

Code  (building) 608 

Contract  (how  to  prepare) 224 

Contract  for  selling 236 


Page 
REAL  ESTATE— Continued. 

Classification 604 

Easements 608 

Excavations 609 

Facts 495 

First  deal  in  the  United  States.  .  486 

Fire  escapes 609 

Ground  value   increment 73 

How  to  describe 77-145 

Leasing 

List  sold  on  commission 138 

Mania 247 

Option 419 

Phobia 247 

Remainder 349 

Reversion 349 

Rights  and  restrictions 

Rules  (office) 497 

Salesman  (valuable  suggestions) .  150 

Salesman  (why  successful) 191 

Selling 113-510 

Seven  questions 93 

Showing  property 611 

Specialists 466 

Talk  (advertisement) 115-242 

Unit  ownership .     73 

Unsafe  buildings 610 

Valuation 613 

Values .- 91  489 

What  to  talk  about  in  selling ....    115 

What  makes  values 489 

Real  property   (list    sold    on    com- 
mission)     138 

Receipts 422 

Recording  deeds 389 

Recording  mortgages 393 

Renting     and     leasing     (advertising 

phrases) 117-118 

Renters  (amount  rent  paid) Ill 

Rent  payer  49  years  (advertisement).  241 
Rent  payers  (advertising  phrases). .  .  105 
Residence  (building  specifications) .  .  .  251 

Rivers  (longest  in  the  world) 

Roof  elevations 332 

Rules  for  home  buyers Ill 

Rules  in  interest 427 

REAL  ESTATE  BROKERS. 

Four  steps  to  success 161 

General  suggestions 613 

Specialists 466 

Things  they  should  know 555 

Three  things  to  know 154 

Three  ways  to  secure  buyers. . .  .  463 
To  be  successful  should  be 157 


w 


THE  REAL  EST  A  TE 


Page 
REAL  ESTATE  BROKERS— Con. 

■    What  the  broker  must  do 162 

What  it   takes  to  establish  the 
real     estate     business     suc- 

cessward 162 

Who  can  win 198 

Who  can't  win 198 

Why  they  should  work 134 

Why  they  succeed 161 


Salary  (President  of  United  States). .   221 
SALE  (real  estate) 

How  to  start 141 

How  to  "follow  up" 142 

How  to  close 143 

vSale  contract  (form) 236 

Sales  at  auction 487 

Sales.letter ., 290 

Sales  names  (sub-divisions) 501 

vSale  of  partner's  interest 452 

Salesmanship 185 

SALESMAN. 

Best  (who  is  the) 191 

Enthusiasm 190 

How  to  become  successful 191 

Hints  and  helps 458 

Keep  on  talking 552 

Qualifications 189 

Successful  (and  why) 191 

Untrained 188 

Saving  money  (5  to  30  years) 485 

Seeds  (per  acre) 573 

SELLING. 

Advertising  phrases 43-113 

Contract 233 

Definition 186 

Hints  (business  getting) 459-479 

Phrases 43 

Showing  property 611 

Three  progressive  steps 187 

Sewer  (specifications) 270 

Shoemakers'  (measure,  table) 332 

Short  talks  (advertising) 163 

Sidewalk  (specifications) 270 

Solid  measure  (table) 330 

Space  (advertising) 178 

Specialist  (real  estate) 466 

SPECIFICATIONS. 

Brick  paving 278 

Bungalow 254 

Cement  f>aving 277 

Cottage 261 

Crossings 276 


Page 
S  PECI FIC  ATI  ONS— Continued . 

Curb  and  Gutter 277 

Forms 251 

Grading. 276 

Highways 373 

Residence  (2 -story) , 258 

Sidewalk 267 

Street 267 

Spanish  land  measure  (table) 521 

Speculation 221 

Spikes  (weights,  tables,  etc.) 340 

Square  measure  (table) 332 

Steam  boiler  insurance 323 

STOCKS. 

Capital 455 

Certificate 457 

Common 456 

Definition 455 

Full  paid 455 

Issued 455 

Outstanding 455 

Preferred 456 

Subscription 457 

Treasury 455 

Watered 457 

Straw  (weights  and  table) •  570 

SUB-DIVISIONS. 

Appropriate  names 502 

How  to  sell .  500 

Sale  contract 229 

Sales  names 501 

Suburban  homes  (advertisement). . .  .  239 
Suburban  lots  (advertising  phrases)..  78 
Sueing  partners 451 


Tables  (weights  and  measures)  .  .  .  329-340 

Tables  (rent  payers) Ill 

Tacks  (weights,  tables,  etc.) 340 

Technical  terms  (in  advertising)  ....    181 

Tenacity  of  metals 568 

Tenant 488 

Tenements  (lands,  hereditaments) .  .  .   348 

Texas  headlines 591 

Timber  measure. .    •. 509 

Time   at    which  money   doubles   at 

interest 429 

Time  (measure  and  table) 524 

Time  (calendar  year) 524 

Tints  (how  to  prepare) 565 

TITLES. 

Bad 351 

Doubtful 351 


BROKER'  S  CY  CLOP  ED  I A 


31 


Page 

Marketable 351 

Perfect 351 

Title  insurance 323 

Treasury  stock 455 

TREES. 

Age  and  growth 573 

Distance  for  planting 579 

How  to  measure  height 579 

Number  to  plant  per  acre 578 

U 

Unissued  stock 455 

United  States  money  (table) 507 

Unity  Measure    (Table) 333 

Unit  ownership 73 

V 

VEGETABLES. 

Origin 571 

Yield  per  acre 579 

Velocity  of  various  bodies 564 


W  Page 

Weights  and  measures 329 

What  to  say 532 

What  not  to  say 532 

Wine  measure  (table) 333 

Wit,  humor,  etc 199 

Wood  (value  and  weights) 335 

Wool  (weights) 570 

WORDS. 

Advertising  (how  to  use) 169 

Architecture  (used  in) .  .  .  .' 34 

Building(used  in) 356 

Business  (used  in) 36 

Construction  (used  in) 356 

How  to  use  in  advertising 169 

Law  and  legal  (meaning) 615 

Real  estate  business  (used  in) . . .  296 

Single  suggestions 33 

Use  and  power  of 170 

World's  progress  and  dates 295 

Y 

You   have   dreamed   of   a   home   of 

your  own 93 


32  THE  REAL  ESTATE 


The  Right  Kind  of  Advertising. 

Good  advertising  is  the  outcome  and  result  of  expert,  adroit,  skill- 
ful, specialized  knowledge  and  experience. 

Good  advertising  is  a  science. 

Good  advertising  is  the  "right  kind"  of  advertising,  and  the  "right 
kind"  of  advertising  is  the  kind  of  advertising  that  pays. 

The  "right  kind"  of  advertising  brings  results. 

The   "right  kind"  of  advertising  builds  cities. 

The  "right  kind"  of  advertising  locates  factories,  interests  capital, 
and  puts  into  motion  the  wheels  of  the  successful  manufacturing  world 

The  "right  kind"  of  advertising  produces  activity  in  the  commer- 
cial world. 

The  "right  kind"  of  advertising  attracts,  arouses  an  interest,  and 
creates  a  desire  to  invest. 

The  "right  kind"  of  advertising  convinces,  clinches,  and  makes 
every  real  estate  deal  easily  closed. 

The  "right  kind"  of  advertising  will  sell  anything  that  has  real 
value. 

If  you  are  interested  in  large  real  estate  operations,  or  if  you  are  a 
large  real  estate  holder,  and  want  to  dispose  of  your  property,  it's  the 
"right  kind"  of  advertising  that  you  want. 

It's  the  "right  kind"  of  advertising  you  need;  it's  the  "right  kind" 
of  advertising  you  should  secure,  and  it's  the  "right  kind"  of  advertising 
you  should  know  how  to  produce. 

If  you  are  interested  in  building,  selling,  promoting  or  developing 
unimproved  suburban  real  estate,  it's  the  "right  kind"  of  advertising 
that  interests  you. 

It's  the  'right  kind"  of  advertising  you  need,  and  it's  the  "right 
kind"  of  advertising  you  want. 

In  no  line  of  business  is  there  a  greater  need  for  original,  unique, 
attractive,  aggressive,  strong,  forceful,  interesting,  convincing  and 
wisely  planned  advertising  than  in  the  selling  of  REAL  ESTATE. 

The  Real  Estate  Broker's  Cyclopedia  is  an  "Advertising  Compend" 
on  the  "right  kind"  of  advertising  and  "good  copy"  (display  and  class- 
ified). 


BROKER'S  CYCLOPEDIA 


33 


Single  Word  Suggestions  in  Selling  Real  Estate. 


Acreage. 

Artistically. 

Advantages. 

Attractive. 

Admirably. 

Adapted. 

Bath. 

Buildings. 

Beautiful. 

Birch. 

Billiard  Room. 

Broad. 

Blooming   Flowers. 

Built-in  China  Cabinets. 

Comfort. 

Cozy. 

Cellar. 

Construction. 

Churches. 

Charming. 

Cash. 

Cunning. 

China  Closets. 

Conveniently. 

Conceptions. 

Chimneys. 

Community. 

Description. 

Don't  pay  rent. 

Dingy. 

Drives. 

Delightful. 

Decorated. 

Dining  room. 

Dinnervvare  closet. 

Den. 

Dense  foliage. 

Design. 

Density  Belt. 

Depreciate. 

Exclusive. 

Exquisite. 

Electrical. 

Enamel. 


For  investment. 

For  a  home. 

Frontage. 

Floor  space. 

Facilities. 

Fertility. 

Fruit. 

Facts. 

Figures. 

Faultless  restrictions. 

Fixtures. 

Furnace. 

File. 

Fruit  room. 

Features. 

Fascinating. 

Freedom. 

Farms. 

Gas  water-heater. 

Gravity  coal  chute. 

Garage. 

Garden  of  Appetency. 

Grandeur. 

Heat. 

Hard  wood. 

Independence. 

Inspect. 

Investigate. 

Interior. 

Investing. 

Interest. 

Instantaneous. 

Kitchen. 

Location. 

Lot. 

Lawn. 

Lovely. 

Laitndry  Trays. 

Library. 

Linen  Chute. 

Lawns. 

Lavatory. 

Manufacturing. 

Monthly. 


34 


THE  REAL  EST  AT  g 


Mortgages. 

Mahogany. 

Maids  room. 

Masterly. 

Nobby. 

Own  your  own  home. 

Open  plumbing. 

Oak-Beam  Ceiling. 

Profitable. 

Porches. 

Power. 

Prospects. 

Pasturage. 

Picturesque. 

Payments. 

Pleasing. 

Pretty. 

Purest  water. 

Pantry. 

Pine. 

Rooms  modern. 

Railroads. 

Rate. 

Roads. 

Residential. 

Radiation. 

Rustic  Foot  Bridge. 

Restful  place. 

Secure. 

Safe. 

Size-Sewerage. 

Sunshine. 

vShade. 

Shipping. 

vSafe-guarded. 

Springs. 


School. 

Special  Adaptation. 
Strictly. 

Stands  Pre-eminent. 
Saving. 

vSuburb  of  natural  beauty. 
Saving    money    is    better    than 
making  it. 
Stucco. 
Solarium. 
Spacious. 
Steeples. 
Shaded  Brook. 
Shown  by  appointment. 
Sleeping  Porch. 
Transportation. 
Title. 
Timber. 
Terms. 
Tinted  walls. 
Trunk  Room. 
Tasty. 


Un-excelled. 

Ventilated. 

Verandas. 

Velvety. 

View. 

Vestibule. 

Water. 

Walks. 

Wood. 

Weekly. 

Window  seats. 

Wooded  dale. 

Yearly. " 


Undeveloped. 


Words  Used  in  Architecture  and  their  Meaning. 


BAL'US-TRADE,  n.  A  row 
of  balusters  topped  by  a  rail, 
serving  as  an  enclosure. 

BAT-TI.E-MENT,  n.  A  notched 
or  indented  parapet. 

BAY-WIN-DOW,  n.  A  window 
forming  a  bay  or  recess 


in  the  room  and  projecting  out- 
ward in  different  forms. 

BOU-DOIR  (BOO-DWOR,)  h. 
A  lady's  private  room. 

CAN-O-PY,  n.  A  covering  over 
the  head. 

CEIL-ING,     n.     The  upper  in- 


BROKER'S   CYCLOPEDIA 


35 


terior  surface  of  an  apartment. 

CLOS-ET,  n.  A  small,  close 
room. 

COR-NICE,      n.     Any 
molded  projection  which     finishes 
the  part  to  which  it  is  affixed. 

COR-RI-DOR,  n.  A  gallery 
or  passage  way. 

CU-PO-LA,       n.       A  dome-like 
vault  on  the  top  of  an  edifice. 
•    DOM-I-CILE,     n.     An  abode  or 
permanent  residence. 

DOR-MI-TO-RY,  n.  Sleeping 
quarters  or  a  bedroom. 

EX-TE-RI-OR,  n.  The  outside 
part. 

GA-BLE,  n.  The  vertical  tri- 
angular end  of  a  house. 

GAL-LER-Y,  n.  A  long  and 
narrow  corridor. 

GOTH-IC,  a.  A  style  of  archi- 
tecture with  high  and  sharply 
pointed  arches,  etc. 

IN-TE-RI-OR,  n.  The  inside 
part. 

KITCH-EN,.n.     A  cook  room. 

LAUN-DRY,  n.  The  place 
where  clothes  are  washed. 

LAV-A-TO-RY,  n.  A  place  for 
washing. 

MOR-TISE,  n.  A  cavity  cut 
into  a  piece  of  timber  to  receive 
the  end  of  another  piece  cut  to  fit 
it. 

NICHE  (NICH,)  n.  A  shell- 
like recess  in  a  wall  for  a  statue, 
bust,  or  other  erect  ornament. 

NURS-ER-Y,  n.  A  room  in 
the  house,  appropriated  to  the 
care  of  children. 

OB-SERV-A-TORY,    n.  A 

place  from  which  a  view  may  be 
commanded. 


0-RI-EL,  n.  A  large  bay  or 
recessed  window  pojecting  out- 
ward. 

PA-LA-TIAL,  a.  Magnificent; 
like  a  palace. 

PAN-TRY,  n.  A  room  where 
provisions  are  kept. 

PAR-TI-TION,  n.  That  which 
■divides  or  separates;  an  interior 
wall  one  dividing  one  part  of  a 
house  from  another. 

.PA-VIL-ION,  n.  A  kind  of 
building  or.  turret  under  a  single 
roof.  .   • 

PI-AZ-ZA,  n.  A  portico  or 
covered  walk  supported  by  arches 
or  columns. 

PI-LAS-TER,    n.  A    square 

column,  usually  set  in  a  wall,  and 
projecting  only  a  fourth  or  fifth  of 
its  diameter. 

POR-TI-CO.    n.  A    covered 

space,  enclosed  by  columns  at  the 
front  of  a  building. 

RO-TUN-DA,n.  A  round  build- 
ing. 

SCUL-LER-Y.    n.  A    place 

where  culinary  utensils  are  kept. 

STEE-PLE,  n.  A  tower  or 
turret  of  a  church,  ending  in  a 
point. 

STRUC-TURE,  n.  A  building 
of  any  kind. 

TAB-ER-NA-CLE,  n.  A  slight- 
ly built  or  temporary  dwelling. 

TUR-RET,  n.     A  little  tower. 

VEvS-Tl-BULE,    n.  A    small 

hall  from  which  doors  open  into 
other  apartments  in  the  house. 

VE-RAN-DA,  n.  A  kind  of 
open  portico,  formed  by  extending 
a  sloping  roof  beyond  the  main 
dwelling. 


36 


THE   REAL   ESTATE 


Words  Commonly  Used  in  Business  and  Their  Meaning. 


AC-CEPT-ANCE,  n.  Bill  of 
exchange,  when  accepted. 

AC-CRED-IT,  V.  t.  To  give 
confidence  or  trust  to. 

AC-CRUE,  V.  i.  To  increase; 
to  agument. 

AC-CU-MU-LATE,  v.  t.  To 
collect  or  bring  together. 

AD-VER-TIvSE-MENT,  n.  A 
public  notice. 

AD-VIS- A-BLE,   a.     Prudent. 

A-MAN-U-EN-SIS,  n.  One  who 
writes  what  another  dictates,  or 
copies  what  another  has  written. 

A-MASS,   V.  t.     To  accumulate. 

AS-SIGN-EE,    n.  One     to 

whom  an     assignment  is  made. 

BANK-RUPT-CY,  n.  The  state 
of  being  insolvent. 

BAR-GAIN,  n.  A  gainful 
or  satisfactory  transaction. 

BAR-TER,  V.   t.     To  exchange. 

BO-NAN-ZA,  n.  Any  success- 
ful venture. 

BOND,  n.  The  writing  by 
which  a  person  binds  himself  to 
pay  a  certain  sum  of  money  by  a 
given  date,  under  certain  condi- 
tions. 

BUL-IvE-TIN,  n.  Official  report. 

BUL-LION.  n.  Uncoined  silver 
or  gold. 

BUSI-NESS  (BIZ-NES,)  n. 
Employment;  occupation. 

BUS-TLE,   n.    Great  stir. 

BUSY-Y  (BIZ-Y,)  a.  Em- 
ployed; engaged. 

CAP-I-TAL-IST,  n.  A  man 
who  has  capital  or  stock  in  trade ; 
usually  a  man  of  large  property. 

CAR-GO,     n.     Load;  freight. 

CASH-IER,  n.  One  who  has 
charge  of  money. 


CHAR-AC-TER,  n..  Quality 
of  mind;  individuality. 

CHARGE-A-BLE,  a.  Capable 
of  being  charged. 

CHEAT,  V.  t.     To  defraud. 
CHECK,  n.    An  order  for  money 
on  a  bank,  payable  on  sight. 

CIvEAR-ING  HOUSE,  n.  The 
place  where  the  business  of  clear- 
ing is  carried  on. 

CLER-IC-AL,  a.  Relating  to  a 
clerk  or  copyist. 

COF-FER,     n.  A    chest    or 

trunk  in  which  money  is  kept. 

COIN,  n.  A  piece  of  metal  on 
which  certain  characters  are  stamp- 
ed, making  it  legally  current  as 
money. 

COL-LAT-ER-AL,  n.  Security 
given  in  addition  to  promise. 

COM-BI-NA-TION,  n.  As- 
sociation; alliance. 

COM-MERCE,  n.  The  ex- 
change of  merchandise  on  a  large 
scale  between  different  countries 
or  places. 

COM-MER-CIAL,  a.  Relating 
to  trade. 

COM-MIS-SION,  n.  Allow- 
ance made  to  an  agent  for  trans- 
acting business. 

COM-MIT-TEE,  n.  Persons' 
specially  appointed  to  manage 
any"  business. 

COMP-A-NY,  n.  A  corporation ; 
a  firm. 

COM-PEN-SATE,  V.  t.  To 
remunerate. 

COM-PE-TENT,  a.  Answering 
all  requirements;  capable. 

COM-PE-TI-TION,  n.  Com- 
mon strife  for  the  same  object. 


B  R,0  K  E  R  '  S   CYCLOPEDIA 


37 


COM-PU-TA-TION,  n.  Reck- 
oning. 

CON-SIGN-EE,  (-si-nee.)  n. 
A  person  to  who  goods  are  deliver- 
ed in  trust. 

CON-SIGN-OR,  n.  One  who 
consigns. 

CO-OP-ER-ATK,  V.  i.  To  con- 
cur in  action. 

CO-PART-NER-SHIP.  n.  A 
joint  interest  in  any  matter. 

COR-PO-RA-TION,      n.  A 

body  politic,  allowed  by  law  to  a 
as  an  individual. 

COUN-TER-FEIT,  n.  A  like- 
ness;  an   imposter;   an   imitation. 

COU-PON,     n.  An    interest 

certificate  attached  to  a  bond. 

CRE-DEN -TIALS,   n.        pi. 
That  which  gives  a  credit. 

CRED-IT-OR,  n.  One  who 
credits  or  trusts. 

CUR-REN-CY,  n.  That  which 
is  given  or  taken  as  representing 
value. 

CUS-TOM-HOUSE,  n.  The 
house  where  duties  are  paid. 

DAM-AGE,  n.  Injury,  loss  of 
value. 

DEAL-ER,  n.  One  who  deals 
or  trades. 

DEBT-OR,  n.  One  who  owes 
another. 

DEF-AL-CA-TOR,  n.  One  who 
embezzles  money  left  in  his  care. 

DE-FAULT-ER,  n.  One  who 
fails  to  account  for  public  money 
left  in  his  care. 

DE-FI-CIEN-CY,  n.  Inade- 
quacy ;  imperfection. 

DE-FRAY,  V.  t.  To  pay  or 
discharge. 

DE-PRE-CI-ATE  (-SHI-ATE,) 
V.  i.    To  fall  in  value. 

DIS-BURSE,  V.  t.     To  pay  out. 


DIS-CREP-AN-CY,  n.  Vari- 
ance; inconsistency. 

DIS-HON-EST,    a. 
Faithless;  fraudulent. 

DRAW-EE,  n.  One  on  whom 
an  order  or  bill  of  exchange  is 
drawn. 

DRAW-ER,  n.  One  who  draws 
a  bill  of  exchange. 

EL-E-VA-TOR,  n  A.  mechan- 
ical contrivance  for  lifting  persons 
or  freight  to  an  upper  floor. 

EM-BEZ-ZLE,  V.  t.  To  ap- 
propriate by  breach  of  trust. 

EM-IS-SA-RY,  n.  A  person 
sent  on  a  private  mission. 

EM-PLOY-EE,  n.  One  who  is 
employed. 

EM-PO-RI-UM,  n.  Center  of 
an  extensive  trade. 

EN-TER-PRLSE,  n.       An  un- 
dertaking. 

ES-TAB-LISH,  V.  t.     To  found. 

EX-ACT-NESS,  n.  Accuracy; 
precision. 

EX-CHANGE,  V.  t.  To  give 
and  take;  to  swap. 

EX-PENSE,  n.     Outlay;  cost. 

EX-PORT,  n.  A  commodity 
sent  abroad. 

FI-NANCE,  (-NANS,)  n.  Rev- 
enue; income. 

FIN-AN-CIER,  n.  One  who  is 
skilled  in  money  matters. 

FIRM,  n.*    Partnership. 

FivUC-TU-ATE,  V.  i.  To  be 
wavering  or  unsteady. 

FOR-EIGN,  a.  Not  native;  re- 
mote. 

FOR-FEIT,  V.  t.  To  lose  the 
right  to,  by  some  misdeed,  fault 
or  offense. 

FOR-GER-Y,  n.  Producing  an 
imitation,   to  deceive  or  defraud. 


38 


THE   REAL   ESTATE 


PRAUD-U-LENT,  a.  Contain- 
ing fraud. 

FREIGHT,  n.     Cargo. 

GRAN-TEE.  n.  One  to  whom  a 
grant  is  made. 

GRAN-TOR,  n.  One  by  whom 
a  grant  is  made. 

GUAR-AN-TEE,  v.  t.  To  make 
sure;  to  warrant. 

•      HON-EST-Y,    n.         Trustiness; 
integrity, 

I M- PORT,  V.  t.  To  bring  from 
abroad. 

IN- AC-CUR- A-CY,  n.  Mistake; 
error. 

IN-COM-PE-TENT,  a.  Inca- 
pable; unfit. 

IN-COR-RECT,  a.  Inaccurate; 
Faulty. 

IN-CREASE,  V.  t.     To  extend; 
To  spread. 

IN-DEBT-ED,  a.  Under  obli- 
gation. 

IN-DEM-NI-FY,  v.  t.  To  make 
good. 

IN-DEN-TURE,  n.  A  mutual 
agreement  in  writing. 

IN-DOR-vSEE,  n.  The  person 
to  whom  a  note  or  bill  is  indorsed 
or  assigned  by  indorsement. 

IN-DORS-ER,  n.  The  person 
who  indorses. 

IN'DUS-TRI-OUS,  a.  Diligent 
in  business  or  study. 

IN-vSOL-VEN-CY,  n.  Without 
means  to  discharge  debts. 

IN-TEG-RI-TY,  n.      Honesty. 

IN-VEN-TO-RY,  n.  A  list  or 
account  of  goods  and  chattels. 

INVEST-MENT,    n.  Laying 

out    of   money    in    property    of    a 
permanent  nature. 

IN-VOICE,  V.  t.  To  insert  in  a 
priced  list. 

JOB-BER,  n.       One  who  buys 


goods  from  importers  and  sells  to 
retailers. 

JOINT-LY,     adv.     Together. 

LES-SEE,  n.  One  to  whom  a 
lease  is  given. 

LU-CRE,  n.  Gain  in  money  or 
goods. 

MAM-MON,  n.      Riches;  wealth. 

MAR-GIN,  n.  Difference  be- 
tween the  cost  and  selling  price  of 
an  article. 

MA-TU-RI-TY,  n.  Arrival  of 
the  time  fixed  for  payment. 

MER-CAN-TILE,  a.  Buying 
and  selling  of  commodities. 

MER-CE-NA-RY,  a.  Governed 
by  greediness  of  gain. 

MER-CHAN-DISE.    n.  The 

objects  of  commerce. 

METH-OD,  n.  A  regular  way 
of  doing  anything. 

MET-RO-POI.-I-TAN,  a.  Be- 
longing to  a  metropolis. 

MIL-LI-NER-Y,  n.  Articles 
sold  by  a  milliner. 

MIL-LION-AIRE,    n.  One 

whose  wealth  is  counted  by  mil- 
lions. 

MIS-CEL-LA-NE-OUS,  a.  Con- 
sisting of  several  kinds. 

MO-NOP-O-LIST,  n.  One  who 
takes  the  whole  of  anything. 

NE-GO-TI-A-BLE  (-GO-SHI,) 
a.  Transferable  by  endorsement 
to  another  person. 

NICK-EL,  n.  A  coin;  a  greyish 
white  metal,  very  ductile  and 
malleable. 

OP-ER-A-TION,  n.  Mode  of 
action. 

OP-ER-A-TOR,  n.  One  who 
produces  an  effect. 

OP-U-LENCE,  n.  Wealth,  af- 
fluence. 

PAR-CEL,  n.     A  small  package. 


BROKER'S   CYCLOPEDIA 


39 


PAY-ER,  n.     One  who  pays. 

PE-CU-NI-OUS,  a.  Full  of 
money. 

PEN-SION,  n.  An  annual  al- 
lowance given  .from  the  public 
treasury. 

PER-SUADE  (-SWAD,)  v.  t. 
To  influence  by  argument. 

PE-TI-TION,  n.  A  request,  an 
entreaty. 

PLEDGE,  V.  t.  To  give  as 
security. 

^    POL-I-CY,    n.  System    of 

management;  stratagem. 

POS-SES-SION,  n.  Ownership; 
having  in  one's  power. 

PRE-MI-UM,  n.  A  prize  to  be 
won  by  competition;  something 
given  for  the  loan  of  money. 

PROM-IS-SO-RY,  a.  *  Contain- 
ing a  promise  of  something  to  be 
done. 

PRO-POR-TION,    n.  Sym- 

metrical distribution. 

PRO-PO-SI-TION,  n.  Offer  of 
terms. 

PRO-PRI-E-TOR,  n.    An  owner 

PROS-PER-OUS,  a.  Success- 
ful. 

PUNCT-U-AL,  a.  Adhering  to 
the  exact  time  of  an  appointment. 

PUR-CHAS-A-BLE,  a.        Cap- 
able of  being  bought. 
I  QUAL-I-FIED,  a.      Fitted    by 
accomplishments. 

RAS-GAL-I-TY,  n.     Base  fraud. 

REA-SON-A-BLE,  a.  Within 
due  limits;  just. 

RE-BATE,  V.  t.  To  deduct 
from. 

RE-CEIPT  (-SEET,)  n.  Ac- 
knowledgement of  payment. 

RE-CEIV-ER,  n.  One  who. 
receives  or  takes. 

REC-OM-MEND,  v.t.  To  put 
in  a  favorable  light  before  anyone. 


REC-OM-PENSE,  n.  Reward; 
compensation. 

REC-TI-FY.  V.  t.  To  make 
right. 

RErDEEM  A-BLE.  a.  Subject 
to  repurchase;  payable. 

REF-ER-EE,  n.  One  to  whom 
a  thing  is  referred. 

RE-LI-A-BLE,    a.  Trust- 

worthy. 

RE-MIT-TANCE,  n.  The  sum 
or  thing  remitted. 

RE-MU-NER-A-TION,  n.  An 
equivalent  given  for  service. 

RE-SOURCE,  n.  Funds;  de- 
pendence. 

RE-SPEC-TIVE-LY,  adv.  Re- 
lating to  each. 

RE-SPON-SI-BLE.    a.  Ac- 

countable. 

RES-TI-TU-TION,  n.  Making 
good  a  loss  or  injury. 

SEC-RE-TA-RY,  n.  One  em- 
ployed to  write  letters,  etc.,  and 
transact  other  business. 

SAL-A-BLE,  a.  In  good  de- 
mand. 

SAL-A-RY,  n.  The  amount 
agreed  upon,  to  be  paid  for  one's 
services. 

SALES-MAN,  n.  One  who  sells 
anything. 

SCHED-ULE,  (Sked-yul,)  n. 
A  document,  list,  or  catalogue. 

SCHEME,    n.  A    design;    a 

project. 

SE-CU-RI-TY,  n.  One  who 
becomes  surety  for  another. 

SEIZ-A-BLE,  a.  Liable  to  be 
taken. 

SHIL-LING,  n.  An  English 
coin  equal  to  twelve  pence. 

SHIP-MENT,  n.  Goods  that 
are  shipped. 

SHREWD-LY  (SHRUD-LY,) 
adv .  With  good  guess ;  sagaciously. 


4# 


THE   REAL  ESTATE 


SHRINK-AGE,  n.  Reduction 
in  bulk  or  dimensions  of  anything 

vSOL-VENT,  a.  Able  to  pay  all 
just  debts. 

vSTEW-ARI),  (STU-),  n.  An 
officer  of  a  boat,  church,  or  college. 

STI-PEND,  n.  vSettled  pay  for 
services. 

STIP-U-LATE,  V.  i.  To  settle 
terms. 

STOCK,  n.  Money  invested  in 
business. 

SUC-CESS-FUL,  a.  Prosper- 
ous; fortunate. 

SURE-TY  (SHUR-,)  n.  A 
bondsman. 

SWIN-DLER,  n.     A  cheat. 

TAX-A-TION,  n.  A  system 
of  raising  revenue. 

TES-TI-MO-NI-AL,     n.  A 

writing  which  testifies  in  favor  of 
one's  good  conduct. 

TON-NAGE,  n.  The  whole 
Amount  of  shipping  estimated  by 


tons. 

TRAF-FIC,    n.  Commerce; 

trade. 

TRANS-AC-TION,  n.  Perfor- 
mance of  any  business. 

TRIB-UTE,    n.  A    personal 

contribution  made  in  token  of 
services  rendered. 

UN-FOR-TU-NATE,  a.  Un- 
lucky. 

UN-PROF-IT-ABLE,  a.  Use- 
less; not  profitable. 

VA-CAN-CY,  n.  A  place  or 
post  to  be  filled. 

VAL-U-A-BLE,    a.  Having 

value. 

VAL-UE,  n.  Rate  or  estimated 
worth. 

WARE-HOUSE,  n.  A  store 
house  for  goods. 

WAR-RANT,  V.  t.  To  indem- 
nify against  loss. 

WEALTH-Y,  a.     Rich. 


Abbreviations  and  Arbitrary  Signs 
Used  In  Business. 


A.  or  Am America;  American. 

Al First  class. 

Acct.  or  acct Account. 

Acct.  Cur Account  Current. 

Acct.  Sales Account  of  Sales. 

Adv.  or  adv Advertisement. 

Agt Agent. 

A.  M Forenoon ;     Master    of 

Arts. 

Amt.  .  .  .^ Amount. 

App Appendix. 

Asst Assistant. 

Atty. Attorney. 

Av.  or  Ave Avenue. 

Bal Balance. 

B.  B Bill  Book. 

bbl Barrel. 

Bdl... Bundle. 


Bk Bank. 

bkts '. Baskets. 

B-L Bill  of  Lading. 

Bid Building. 

Bot Bought. 

B-S Bill  of  Sale. 

bu Bushel. 

bx Box. 

c Cent. 

Cash Cashier. 

C.  B Cash  Book. 

Chgs Charges. 

Ck Check. 

Co Company ;  County. 

C.  O.  D Collect  on  Delivery. 

Coll Collection;  collector. 

Cr Creditor :  credit. 

cwt Hundredweight. 


BROKER'S  C  Y,  CL  O  P  EDI  A 


41 


da Day ;  days. 

Dept Department. 

Dft Draft. 

Disc Discount. 

do The  same. 

doz Dozen. 

Dr Debtor;  doctor. 

Dray Drayage. 

E.  &  O.  E Errors  and  Omissions 

excepted. 

ea Each. 

e.  g For  example. 

Esq Esquire, 

etc.  or  &c And  so  forth. 

Ex Express;  example. 

Exch Exchange. 

fig Figure ;  figures. 

F.  O.  B.  or  f.  o.  b  .  Free  on  board. 
Fol Folio. 

Frt Freight. 

ft Foot;  feet. 

gal Gallon. 

gr Grain. 

gro Gross. 

hhd Hogshead. 

hand Hundred. 

I.  B Invoice  Book, 

i.  e That  is. 

in Inch;  inches. 

Ins Insurance. 

inst Instant;     the    present 

month. 

Int Interest. 

Inv Invoice;  Inventory. 

J Journal. 

Jr.  or  jr Junior. 

kg Keg. 

lb.  or  lb Pound. 

L.  B Letter  Book. 

L-C Letter  of  credit. 

Led Ledger. 

L.  F Ledger  folio. 

Ltd Limited. 

M Thousand. 

Mdse Merchandise. 

Mem Memorandum. 

Messrs Gentlemen;  Sirs. 

mfg Manufacturing. 

min Minute. 

Mme Madam. 

mo Month. 

M,  O.  D Mailorder  Department, 

Mr Mister, 

Mrs Mistress. 

MS Manuscript. 


MSS Manuscripts. 

Mtg Mortgage. 

N.  A North  America. 

N,  B Take  Notice. 

No.  or  no Number. 

N,  P Notary  Public. 

O.  K All  correct, 

Oz,  or  oz Ounce. 

P- Page. 

Payt.  or  payt Payment. 

pc Piece. 

pes Pieces. 

Pd Paid. 

per  cent By  the  hundred. 

pk Peck. 

pkg Package. 

P.  M Postmaster;  afternoon. 

P.  O Post  Office. 

pp Pages. 

pr ,  .  .Pair. 

Pres.  or  Pt President 

prox Proximo ;  of  the  next 

month. 

pt Pint. 

P.  S Postscript. 

qr Quire;  quarter. 

qt Quart. 

Reed Received. 

Reg Registered. 

Retd Returned. 

Rev Reverend. 

R.  R • ..  .Railroad. 

Ry Railway. 

S.  B Sales  Book. 

Sec Secretary. 

Shipt Shipment. 

sq.  ft Square  feet. 

Sr. Senior. 

St Street;  saint. 

Str Steamer. 

Sunds Sundries. 

Supt Superintendent. 

Tr Transpose. 

Treas Treasurer. 

ult..- Ultimo;    of    the    last 

month. 

U.  S.  M United  States  Mail 

via By  way  of, 

viz Namely ;  to  wit. 

vol Volume. 

vs.  or  V Against. 

W-B Way  Bill. 

wk Week. 

wt Weight, 

Yd.  or  yd Yard. 


42 THE   REAL   ESTATE 

How  To  Use  Advertising  Phrases. 

You  are  interested  in  the  "RIGHT  KIND"  of  adver- 
tising because  it  pays.  The  Real  Estate  Broker  who  advertises 
every  day  in  the  year  and  uses  the  "RIGHT  KIND"  of  copy 
is  sure  to  succeeed. 

Oft-times  you  are  at  your  wits-end  to  know  what  to  say 
in  your  advertising  copy  that  will  attract  attention,  arouse  an 
interest,  create  a  desire  and  compel  action. 

Good  copy  is  the  soul  of  the  "RIGHT  KIND"  of  adver- 
tising. The  "RIGHT  KIND"  of  advertising  is  the  foundation 
of  Business-Getting. 

A  good  advertisement  requires  an  attractive  headline. 

A  good  advertisement  requires  copy  that  will  interest 
the  reader,  convince  and  compel  him  to  act. 

You  have  no  doubt  written  advertisements  and 
discovered  that  some  of  them  didn't  bring  results.  WHY? 
Did  the  thought  ever  occur  to  you  that  it  might  be  the  fault 
of  the  copy? 

No  doubt,  you  have  often  wished  for  a  supply  of  new 
IDEAS,  unique  words,  terse  sentences,  new  advertising 
phrases,  catchy  headlines  and  new  SelHng  Suggestions,  from 
which  to  build  your  advertisement  with  copy  that  would 
bring  results. 

The  advertising  phrases  contained  in  this  volume  are  not  to 
be  used  verbatim,  unless  they  fit  the  subject  to  be  advertised. 

The  STUDY  of  these  phrases  will  suggest  new  ideas, 
new  words,  new  sentences,  new  phrases  and  new  headHnes. ' 

The  STUDY  of  these  phrases  will  suggest  a  new  and 
different  way  of  expressing  your  thoughts  in  building  an 
advertisement. 

Never  be  guilty  of  running  the  same  copy  in  an  adver- 
tisement day  after  day. 

CHANGE  YOUR  COPY  DAILY. 

Tell  your  story  every  day. 

But  don't  use  the  words  to-day  that  you  used  yesterday. . 
Change  'em. 

If  you  missed  the  Bull's  Eye  yesterday  take  a  different 
aim  to-day. 

If  you  can't  hit  the  mark  from  one  angle  (words)  try 
another.     (Words.) 

Words  carefully  selected,  properly  grouped,  and  right- 
fully wielded,  have  the  power  to  accompHsh  what  you  desire. 

WORDS  ARE  POWERFUL. 

But  you  must  know  how  to  wield  them. 


BROKER'S  C  Y  C  LO  P  E  D  I  A 


43 


CHAPTER   I. 

Advertising  and  Selling  Phrases 
used  in  Selling  Real  Estate. 


1.  Country  homes. 

2.  Investment  property. 

a.  The  perfect  investment. 

b.  Investing. 

c.  Two  points  to  consider. 

3.  Farms — land. 

a.  Farm  wealth  of  United  States.   1910. 

b.  What  it  means  to  own  land. 

c.  How  to  advertise  real  estate  to  a  farmer. 

4.  Suburban  property. 

a.     Seven  facts. 

6.     Central  Business  Property. 

a.  The  best  real  estate  investment. 

b.  Ground  value  increment. 

c.  What  is  unit  ownership. 

d.  •  Illustration  of  unit  ownership. 

e.  Increase  in  value. 

f.  Investment  insurance. 

6.  High  grade  homes. 

7.  Suburban  lots. 


General  Real  Estate. 

a.  A  Home  of  your  Own. 

b.  How  growth  effects  values. 

c.  Seven  important  questions. 

Saving,  j 

a.  Take  your  first  step  now. 

b.  Savings  have  been  the   saving   of    many 


10.  Rent  Payers. 

a.  The  man  of  tomorrow. 

b.  Which  kind  of  a  man  are  you. 

c.  How  much  have  you  paid. 

d.  Rules  for  home  buyers. 

11.  Selling  Department. 

a.     Don't  get  Blue  (Poem  ) 
D.     Real  Estate  Talk. 

12.  Renting  and  Leasing. 

a.     Renting  phrases. 

13.  New  business. 

14.  Headlines  and  "Catch  Phrases' 


I.  Country  Homes 

Now  is  a  good  titne  to  do  a  little 
looking  around. 

Do  you  want  country  enjoy- 
ments? 

Do  you  want  trees? 

Do  you  want  flowers? 

Do  you  want  gardens? 


No  use  going  elsewhere. 

Permanent  light  and  pure  air 
on  all  sides. 

Refinement  assured. 

Enjoy  life  like  a  rich  man. 

The  property  we  are  offering 
you  is  not  only  exceptional  but 
remarkable. 


44 


THE   REAL  ESTATE 


We  say  this  earnestly. 

We  say  this  emphatically. 

Live  where  you  can  raise  your 
own  plums. 

IJve  where  you  can  raise  your 
own  prunes. 

Live  where  you  can  raise  your 
own  pears. 

Live  where  you  can  raise  your 
own  apples. 

Live  where  you  can  raise  your 
own  peaches. 

Live  where  you  can  raise  your 
own  cherries. 

Live  where  you  can  have  a  cow. 

Live  where  you  can  have  chick- 
ens. 

Live  where  you  can  have  a  pig 
or  two. 

Live  where  you  can  raise  your 
own  peas. 

Live  where  you  can  raise  your 
own  cabbage. 

Live  where  you  can  raise  your 
own  radishes. 

Live  where  you  can  raise  your 
own  lettuce. 

Live  where  you  can  raise  your 
own  onions. 

Live  where  you  can  raise  your 
own  carrots. 

Live  where  you  can  raise  your 
own  beets. 

Live  where  you  can  raise  your 
own  corn  and  potatoes. 

Live  where  you  can  .have  your 
own  strawberry  patch. 

Live  where  you  can  raise  your 
own  raspberries. 

Live  where  you  can  raise  your 
own  blackberries. 

Live  where  you  can  raise  your 
own  gooseberries. 

Live  where  you  can  raise  your 
own  currants. 


Live  where  you  can  raise  your 
own  rhubarb. 

Nature  has  applied  her  master 
hand. 

Man  has  put  on    the    finishing 
I  touches. 

i      This   property   is   covered   with 
shade  trees. 

It  occupies  one  of  the  highest 
knolls  around  the  city. 

Watch  the  sun  rise  from  under 
:  your  own  roof. 

Go  out  today. 

Think. 

Use  common  sense. 

Examine  our  property. 

Positively  you'll  never  have  this 
chance  again. 

It's  this  year  or  never — at  pre- 
'  sent  prices  and  on  such  easy  terms. 

The  greatest  offer  of  this  century. 

Extensive    house    building   now 
going  on. 

Unexcelled. 

Exclusive. 

Stands  Pre-eminent. 
I      Safe-guarded. 
!      Faultless. 

Unrivaled. 
I       Unequaled. 
i   -  Unparalleled. 

Not    only    exceptional    but    re- 
;  markable. 

Profitable. 

Entirely  different. 
-      Every  sale  makes  a  friend. 

Terms  to  suit  everybody. 

Nothing    like    our    terms    any- 
j  where. 

Prices  will  suit  you. 

Property  for  a  cozy  home. 

Property  for  investment. 

Every  buyer  satisfied. 

Every  buyer  a  booster. 

Liberal  discount  to  cash  buyers. 

Nothing  misrepresented. 


BROKER'S   CYCLOPEDIA 


45 


No  better  values  offered  any- 
where. 

Refinement  assured. 

Now  or  never  sale  going  on. 

The  overwhelming  residential  ad- 
vantages cannot  be  exaggerated. 

It's  now  or  never  at  present 
prices. 

And  don't  you  forget  it. 

Paste  that  in  your  hat. 

No  better  way. 

Rapid  transit  development  has 
only  begun. 

Warm  kindly  sunshine. 

Perpetual  beauty  assured. 

Air  pure  and  bracing. 

Away  from  the  noise. 

Attractive  surroundings. 

Charming  views. 

picturesque  scenery. 

Free  from  the  conglomerate 
smells  of  the  city. 

No  assessments. 

No  interest  to  pay. 

The  chance  of  your  lifetime. 

This  is  your  opportunity. 

The  proof  is  there  staring  you  in 
the  face. 

Visit  this  wonderful  property 
today. 

vSee  it  for  yourself. 

You  have  seen  the  rest. 

Now  see  the  best. 

Pure  water. 

Churches. 

Schools. 

Stores. 

Growing  population. 

Large  demand  for  houses. 

Luxurious  shade. 

Bungalow  homes  on  Bungalow 
Avenue. 

Distinctively  individual  bunga- 
lows. 

Beautifully  furnished  in  antique 
mission. 


Conveniently  planned. 

Get  the  Southeast  breeze  first 
before  it  is  contaminated  with  the 
smoke,  dust,  dirt  and  fog  of  the 
city. 

Best  and  most  promising  spot. 

A  development  that  means  de- 
sirability, healthfulness. 

Unsightly  and  unsanitary  tene- 
ments are  unknown  here. 

Surrounded  by  attractive  and 
tasty  residences. 

Fronting  on  handsomely  im- 
proved streets. 

Here's  your  life  time  oppor- 
tunity. 

How  to  miss  the  city  tax  grab- 
ber. 

Buy  beyond  the  city  line. 

Entirely  different. 

Discriminating  people  seek  high 
ground. 

Own  an  elevated  home-site. 

Building  your  home  on  the  hill, 
insures  longevity  and  robust  health. 

Not  lots  but  acres. 

Buy  a  home  at  the  country  side. 

Transit  facilities  of  the  greatest 
importance. 

There  is  always  a  chance  for 
advances. 

A  perfectly  arranged  and  beauti- 
fully laid  out  suburb. 

Building  restrictions  not  too 
severe. 

Every  suburban  advantage. 

Every    metropolitan    improve- 
ment. 

The  Country  Suburb. 

A  place  that  instantly  attracts. 

A  place  that  instantly  satisfies. 

A  place  that  its  individuality 
gives  it  irresistible  beauty  and 
charm. 

A  place  without  a  rival. 

A  place  in  a  class  by  itself . 


46 


THE  REAL  ESTATE 


A  place  where  you  can  revel  in 
the  golden  sunshine. 

vSo  far,  there  has  not  been  a 
dissenting  voice  about  the  beauty 
and  value  of  our  property. 

Wealth  and  culture  ever  demand 
homes  such  as  we  sell. 

Magnificient  views  add  untold 
wealth  to  handsome  home-sites. 

The  latest  invention  in  Real 
Estate  luxury. 

If  you  look  you'll  be  interested. 

You  get  the  improvements  now, 
not  after  while. 

The  ground  is  all  high,  dry  and 
beautifully  wooded. 

Don't  let  anything  keep  you 
from  attending  this  sale. 

Every  lot  has  exquisite  views 
with  hills  in  the  background. 

Any  person  with  artistic  sense 
and  an  eye  for  the  beautiful  will 
appreciate  the  wonderful  advant- 
ages. 

Our  property  has  received  the 
blessings  of  nature  most  abundant- 

ly. 

The  physical  characteristics  are 
so  varied  that  we  can  suit  require- 
ments of  judgment  and  discrimina- 
tion. 

This  is  the  most  appealing  op- 
portunity ever  presented  to  a  home 
loving  people,  and  an  interest 
growing  city. 

Don't  lose  an  hour's  leisure 
until  you've  been  out  and  actually 
seen  this  peerless  suburb. 

Aglow  with  its  health-giving 
breezes  and  scenic  beauty. 

A  magnificient  place  to  live. 

Absolute  facts  show  a  record  of 
unrivaled  development. 

In  the  country  you  preserve 
your  identity. 


In  the  country  you  retain  your 
personality. 

In  the  country  every  field  is  a 
landscape. 

In  the  country  every  flower  is  a 
thought. 

In  the  country  you  keep  your 
rosy  cheeks. 

Close  to  the  breast  of  nature. 

Live  at  the  countryside,  enjoy 
nature's  gift  to  those  who  find  de- 
light in  lawns,  gardens,  flowers, 
foliage,  pure  air  and  freedom. 

Beautiful  trees.     See  them. 

Macadam  streets. 

Full  width. 

Wide,  cement  sidewalks. 

See  them. 

Expensive  curbing. 

There  also. 

Sewers. 

Gas. 

Water. 

Electricity. 

Our  receipted  bills  will  prove. 

The  three  essentials  to  a  con- 
tented life  are: 

Convenience. 

Health. 

Recreation. 

A  bungalow  means  comfort  and 
easy  housekeeping. 

In  the  country  is  the  idea  of 
home. 

In  the  country  you  see  the  rising 
and  setting  sun. 

In  the  country  you  become  ac- 
quainted with  the  stars  and  the 
clouds. 

In  the  country  the  constella- 
tions are  your  friends. 

In  the  country  you  listen  to  the 
rythmic  sighing  of  the  winds. 

In  the  country  you  are  thrilled  by 
the  resurrection  called  "Spring." 


BROKER'S  CYCLOPEDIA 


47 


In  the  country  you  are  saddened 
by  the  Autumn. 

WHY  THIS  PROPERTY  SELLS 
RAPIDLY: 

L  Because  of  it's  beautiful 
view  and  location. 

2.  Because  having  its  high  ele- 
vation, you  have  the  full  benefit 
of  the  pure  air,  not  purged  with 
the  smoke  of  the  down-town  or 
closer  additions. 

3.  Because  you  have  quiet  at- 
mosphere in  which  to  rest  the  tired 
nerves  after  the  worries  and  trials 
of  the  busy  day  in  the  city. 

4.  Because  of  the  reasonable 
prices  and  easy  terms  by  which 
you  can  purchase  a  desirable  lot 
in  this  remarkable  addition. 

5.  Because  no  houses  can  be 
built  for  less  than  $2,000. 

You  will  be  confident  of  a  select 
neighborhood. 

6.  Because  only  Caucasians  can 
locate  in  this  addition. 

7.  Were  the  State  Capital  to 
locate  in  the  addition  on  the  east, 
your  property  would  increase  in 
value  several  times. 

8.  Because  the  access  to  the 
car  line,  and  the  12-minute  service. 

9.  Because  the  purchaser  is  not 
burdened  with  a  grading  tax  on 
the  lots. 

10.  Because  of  the  paved  streets, 
perfect  drainage,  water,  sewer  and 
gas  connections. 

The  quiet  dignity  of 

is  the  result  of  twenty  (20)  years 
careful  development. 

Does  the  location  of  your  home 
concern  you? 

You  gain  a  great  advantage  by 
seizing  this  opportunity. 

Gems  of  elegance. 

Qems  of  excellence. 


Gems  of  value. 

Grasp  the  opportunity  when  it 
presents  itself  as  it  does  here. 

Gaze  upon  the  gigantic,  Aroma- 
tic cedars. 

Take  a  stroll  down  the  moss- 
grown  paths  mingled  with  the  light 
of  the  moon,  with  the  camp  fire's 
glow  with  the  scent  and  the  song 
of  the  Sea. 

Buying  suburban  realty  is  now 
being  done  under  a  systematic 
movement. 

Buy  a  home  where  you  have 
native  forest  shade  trees. 

Buy  a  home  at  the  Country  Side. 

The  greatest  of  suburban  proper- 
ties. 

Unequaled  throughout  the  en- 
tire world  for  impressive  grandeur 
and  gorgeous  setting  of  landscape.- 

A  beautiful  verdant  park. 

Contoured  and  platted  to  please 
the  artist's  eye. 

Sheltered  nooks. 

Wooded  knolls. 

Winding  drives. 

Sightly  terraces. 

Magnificient  panoramic  views  of 
the  entire  city.  \% 

Snow  crowned  mountain  peaks 
tower  majestically  in  the  distance. 

Nature  has  been  extremely  gra- 
cious 

Contoured  drives. 

Shade*  trees  and  roses. 

Cluster  lights. 

Every  lot  a  lawn. 

Hard  surface  paving. 

Parking  strips. 

Incomparable  natural  beauty. 

Scenery  rivals  that  of  Switzer- 
land. 

Grand  old  trees. 

Nature  was  extremely  kind  in 
its  first  preparation  of  our  property. 


48 


THE  REAL  ESTATE 


Vigorous  natural  shrubbery. 

Grassy  slopes. 

Beautiful  winding  ravines. 

Bounding  brooks. 

vSparkling  water. 

See  and  be  convinced. 

Unexcelled  for  shade. 

The  day  of  the  starch-shirt  is 
over. 

The  day  of  the  overdressed 
formality  is  ostracized. 

The  day  of  the  nerve-racking 
pocketbook  emptiness  is  gone. 

The  day  of  the  high-priced  sum- 
mer resort  is  annihilated. 

Buy  a  bungalow  site  on  the  lake 
front  and  spend  your  summer 
vacation  where  it's  healthful,  fasci- 
nating and  inexpensive. 

Enjoy  the  bracing  out-door  life. 

Enjoy  the  best  nature  affords. 

Live  where  the  air  is  clear. 

Live  where  the  air  is  crisp. 

Live  where  the  air  is  purified 
in  the  bright  sunlight. 

Live  where  the  air  is  exhilarat- 
ing.. 

Live  where  the  air  is  health- 
laden. 

Live  where  you  can  fill  your 
lungs  with  ozone. 

Live  where  the  altitude  sets  the 
heart  to  working  vigorously. 

Live  where  there  is  no  sluggish 
circulation. 

"Live  at  the  foot  hills  between 
the  city  and  the  sea." 

There  is  something  in  every 
person  that  calls  for 

Woods. 

Meadows. 

Cool  waters. 

Broad  comfortable  porches. 

Live  where  you  can  get  rest  and 
relaxation. 


Live  where  your  wife  and  babies 
are  away  from  the  glare,  blare  and 
the  dust. 

Live  where  they  will  grow  up 
strong  and  rosy. 

Live  where  you  can  get  away 
from  business  cares  for  a  little 
while  each  day. 

Live  where  the  cool  winds  will 
blow  the  cobwebs  off  your  brain. 

Live  where  the  healing  touch  of 
Mother  Nature  will  soothe  the 
weariness  and  drive  the  aches  out 
of  your  body. 

Live  out  in  the  quiet. 

Live  where  you  can  have  shade. 

Live  where  you  can  have  cool- 
ness. 

Live  where  you  have  an  oppor- 
tunity for  all  kinds  of  outdoor  life 
and  exercise. 

There  is  a  steady  trend  to  the 
country. 

Mechanics  keep  moving  to  cities 
of  smaller  population. 

Clerks  keep  moving  to  cities  of 
smaller  population. 

2.    Investment  Property. 

Make  your  money  work  for  you. 

Don't  bury  it  in  a  safe  deposit 
box. 

Don't  tie  your  money  in  an  old 
rag  or  napkin. 

Don't  hide  your  money  in  a  pair 
of  old  socks. 

Don't  waste  its's  usefulness. 

Buy  before  prices  go  higher. 

You  will  save  money,  buy  now. 

Our  reasons  are  resistless. 

Bonds  and  stocks  are  uncertain. 

Daily  events  prove  that  stocks 
are  unreliable. 

We  extend  a  special  invitation 
to  investors. 


BROKER'S   CYCLOPEDIA 


49 


Money  grows  but  the  rapidity 
of  it's  growth  depends  upon  where 
you  plant  it. 

Idleness  of  money  is  deplorable. 

No  money  comes  as  easy  as 
interest  money. 

Let  your  money  work  for  you. 

Investigate. 

Invest  right  now. 

Your  money  will  be  safe. 

Plant  your  money  where  values 
never  fail. 

Values  are  increasing  enormous- 

ly.     . 

Invest  your  money  today. 

Beautiful  location,  and  increas- 
ing values  make  your  investment 
a  great  opportimity. 

Real  Estate  cannot  burn  up. 

An  earthquake  cannot  destroy  it. 

It  cannot  be  blown  away  by  a 
cyclone. 

Nobody  can  run  off  with  it. 

It  is  as  firm  and  lasting  as  the 
earth  itself  of  which  it  is  a  part. 

If  ordinary  intelligence  is  used 
there  is  absolutely  no  risk. 

Financial  storms  are  always 
above  ground. 

Financial  storms  rarely  affect 
real  estate. 

For  investment  never  buy  where 
conditions  are  complete,  buy  only 
where  there  is  a  future. 

Financial  flurries  simply  blow 
the  dust  off. 

Real  Estate  is  the  steadiest  thing 
on  earth. 

You  can't  water  real  estate  values 

Big  investors  have  made  for- 
tunes. 

When  population  doubles  real 
estate  values  quadruple. 

The  increase  in  real  estate  values 
moves  ahead  as  steadily  as  the  days 
and  the  months. 


Never  slips  back. 

Take  your  first  step  now. 

Good  real  estate  is  a  live  asset. 

Good  real  estate  is  the  only 
genuinely  safe  investment. 

Be  your  own  Board  of  Directors 
and  Official  Staff. 

Are  you  drawing  interest  on 
your  surplus  money? 

Regrets  don't  bring  money  back 
to  you  w^hen  it  has  burned  up  or 
when  you  have  fooled  it  away. 

Plant  your  Dollars  where  they 
will  earn  more  Dollars. 

Invest  your  dollars  where  your 
investment  is  sure  to  double-  in 
value. 

Circulate  your  money. 

Invest  it. 

Get  proof  before  you  invest. 

Put  your  idle  dollars  to  work. 

Facts  speak  louder  than  words. 

Your  investment  is  bound  to 
double. 

Located  where  values  are  in- 
creasing fastest. 

The  biggest  profits  come  to 
those  who  don't  wait. 

But  those  who  look. 

Act  and  act  quickly. 

Values  are  greater  than  the 
prices  asked. 

You  can  buy  as  an  investment 
and  realize  a  profit. 

Plant  your  money  and  watch  it 
grow. 

Plant  a  dollar  and  reap  four. 

The  proposition  is  safe. 

The  proposition  is  sane. 

The  proposition  is  sound. 

Banks  loan  money  on  real  estate. 

The  working  man  puts  his  money 
in  the  bank. 

The  investment  is  absolutely 
safe. 

Values  bound  to  rise. 


50 


THE   REAL   ESTATE 


A  big  money-maker. 

A  sound  money-maker. 

A  money-maker  from  it's  incep- 
tion. 

Buy  where  your  investment  will 
grow  in  value  each  day. 

Values  must  and  will  increase 
100  percent. 

Time  tells  the  tale. 

The  future  of  this  property  is 
assured. 

The  price  will  sell  this  property. 

This  is  what  you  want. 

Are  you  interested? 

The  cheapest  close-in,  high  grade 
property  ih  the  City. 

Buy  promptly. 

No  man  is  too  busy  to  investi- 
gate. 

This  opportunity  will  never  come 
again. 

You  are  deciding  a  very  im- 
portant question. 

The  question  of  finance. 

The  question  of  wealth. 

And  a  question  of  moral  and 
physical  development. 

That  means  insurance  for  you 
when  you  invest  through  us. 

Look  back  ten  years. 

Real  Estate  does  not  abscond. 

Real  Estate  does  provide  for 
old  age. 

Real  Estate  pays  good  interest. 

Real  Estate  means  secure  money. 

Ever  hear  of  a  bank  paying  7 
percent  to  12  percent? 

Hardly. 

Real  Estate  with  careful  man- 
agement will  pay  more  than  any 
bank. 

We  can  supply  the  real  estate. 

Can  you  supply  the  manage- 
ment? 

If  you  can't  we  can. 


Your  income  would  be  larger  if 
the  principal  were  invested  in 
Real  Estate. 

We  have  property  on  our  lists 
paying  7  percent  and  more. 

Invest  your  savings  in  property 
that  can  "SHOW  YOU." 

Conservative  investors  all  know 
that  it  pays  to  invest  in  Real 
Estate. 

Money  in  your  pocket  is  a 
TEMPTATION  to  spend  money. 

The  best  investment  on  Earth 
is  the  Earth  itself. 

Thousands  of  small  investors 
have  made  money  by  investing 
their  savings  in  real  estate  on  easy 
payments. 

Make  your  money  work  as  hard 
as  you  work  yourself. 

Laziness  in  money  is  just  as 
wicked  as  laziness  in  men. 

The  SUREST  WAY  to  save 
money  is  to  save  your  savings 
safely. 

The  SUREST  WAY  to  save 
your  savings  safely  is  to  invest 
your  savings  in  real  estate. 

Real  Estate  investments  are 
safe. 

Real  Estate  investments  are 
without  risk. 

Put  your  idle  money  to  work. 

a.     The  Perfect  Investment. 

Must  be  safe. 

Reasonably  profitable. 

Free  from  task. 

It  is  a  well  known  fact  that 
nothing  is  more  safe  and  secure, 
during  either  good  or  BAD  TIMES, 
than  Real  Estate. 

Money  invested  in  Real  Estate 
cannot  be  manipulated  by  a  Board 
of  Directors. 


BROKER'S   CYCLOPEDIA 


51 


Real  Estate  is  the  last  to  feel 
the  effect  of  favorable  or  unfavor- 
able conditions. 

Ownership  of  real  estate  is  sig- 
nificance of  power. 

Such  an  opportunity  will  never 
come  again. 

No  better  values  offered  any- 
where. 

The  people  who  are  reaping 
large  profits  today,  invested  in 
real  estate  2.0  years  ago. 

They  did  not  wait. 

They  did  not  linger. 

They  acted  promptly. 

You  can  do  likewise  today. 

Dont'  wait  until  prices  are  ad- 
vanced. 

Just  the  location  for  quick  pro- 
fit. 

Good  investments  build  fortunes. 

Ownership  of  good  real  estate 
yields  immense  profits. 

Nothing  short  of  a  great  con- 
vulsion of  nature  can  destroy  Real 
Estate. 

Invest  where  values  are  sure  to 
double. 

Whether  you  pay  for  a  home 
or  not  keep  your  eyes  open  for 
opportunities  for  profitable  invest- 
ment. 

Put  your  money  in  the  ground. 

Plant  your  hard  earned  dollars 
where  they'll  grow. 

Give  your  dollars  a  chance  to 
grow. 

Don't  lock  them  up  in  a  big  safe 
deposit  vault. 

Don't  pay  $14.00  for  a  $3.00 
Bedstead. 

A  lot  at  the  North  Pole  would 
be  a  poor  investment. 
Attention  business  men. 
Buy  real  estate  which  is  bound 
to  increase  in  value. 


Never  hawked  around  the  street 
corners. 

To   let   your   money   lie   idle   is 
poor  business. 

Strike  out  for  yourself. 

Every  man  wants  his  wealth 
to  increase. 

Why  do  you  work  and  let  your 
money  loaf? 

There  is  one  way  to  make  money 
without  any  risk. 

Use  your    'Foolish  Money." 

Are  you  interested  in  big  divi 
dends? 

Big  profits  in  the  future  demand 
immediate  action  in  the  present. 

Start  a  home  site  that  is  un- 
paralleled. 

Start  an  investment  that  is 
unequaled. 

Make  your  fortune  as  million- 
aires made  theirs. 

What  is  suburban  today  may  be 
business  highways  tomorrow. 

An  investment  account  is  an  in- 
centive to  thrift. 

An  investment  account  is  an 
enemy  to  idleness  and  wasteful- 
ness. 

Money  invested  is  the  only  thing 
that  keeps  you  from  the  wars  of 
penury. 

When  you  are  sixty-five  will  you 
be  able  to  live  on  the  income  of 
your  investments? 

Today  only  five  men  out  of 
every  hundred  can  live  on  their 
incomes  at  the  age  of  sixty. 

Something  more  than  hard  work 
is  required  to  insure  financial  suc- 
cess. 

Real  Estate  is  the  peer  of  all 
investments. 

Why  invest  in  a  dividend  de- 
stroyer, (Mining  Stock)  ? 


52 


THE   REAL   ESTATE 


Why  invest  in  a  monster  that 
eats  up  profits  with  an  appetite 
that  is  never  satisfied. 

The  keen  investor  always  invests 
in  real  estate. 

Do  not  be  content  with  your 
dollars  behind  bronzed  grilles  and 
walls  of  steel. 

Few  there  are  who  realize  the 
earning  power  of  money,  judicious- 
ly invested  in  Real  Estate. 

Get  busy. 

Stay  busy. 

Invest  your  savings  in  good  real 
estate. 

Don't  believe  the  "Say  so"  of 
anybody. 

Decide  for  yourself  before  you 
invest. 

Your  keen  sense  of  real  estate 
values  will  tell  you  to  invest. 

Speculative  propositions  should 
be  avoided. 

Every  dollar  we  invite  you  to 
invest  will  be  a  working  dollar, 
WORKING  for  YOU. 

Your  money  in  the  bank  is 
working  for  the  bank. 

Your  money  invested  in  real 
estate  works  for  you. 

Put  your  money  in  the  ground. 

In  every  other  business  capital 
may  vanish  in  a  day,  but  in  real 
estate  there  are  no  such  contingen- 
cies. 

The  greater  portion  of  Savings 
Bank  deposits  are  loaned  upon 
Real  Estate. 

It  is  a  very  poor  investment  in 
real  estate  that  does  not  earn  more 
than  6  percent  for  its  owner. 

Dimes  invested  in  Real  Estate 
will  soon  grow  into  dollars. 

Are  you  among  the  profit  makers? 

When   you    have    worked    hard 


for  your  money  invest  it  in  Real 
Estate. 

Invest  today. 

Reap  your  dividends  tomorrow. 

Cash  counts. 

Do  you  want  to  make  money? 

Solid  as  a  rock. 

b.     Investing. 

Control  your  own  investments. 

The  man  who  works  hard  for 
his  money  is  certainly  entitled  to 
all  that  his  money  can  earn,  and 
MONEY  can  do  a  great  deal  when 
properly  invested. 

There  are  thousands  of  people 
who  are  educated  to  believe  that 
4  percent  is  all  that  they  DARE 
receive  and  they  are  made  to  feel 
that  any  investment  that  offers 
more  than  4  percent  is  a  GAMBLE, 
and  that  it  is  a  risk  too  great  to  be 
taken. 

Invest  your  savings  in  property 
that  can  "SHOW  YOU." 

Start  your  money  to  work. 

Are  you  drawing  interest  on 
your  surplus  money? 

If  not,  invest  it  in  real  estate. 

When  your  money  is  invested, 
you  won't  spend  it  and  it  can't 
burn  or  be  STOLEN. 

It  is  then  absolutely  safe. 

Regrets  don't  bring  money  back 
to  you  when  it  is  burned  up  or 
you  have  fooled  it  away. 

It  takes  WORK  to  do  this. 

How  much  better  than  three  is 
FOUR. 

FOUR  is  33  1-3  percent  more 
than  THREE. 

Now  then,  as  to  investment. 

The  investment  that  pays  you 
300  percent  is  75  times  better  than 
the  investment  that  pays  you 
4  percent. 


BROKER'S   CYCLOPEDIA 


53. 


The  thing  to  do  is  to  save  your 
money  and  invest  it  where  the 
principal  is  sure  to  double  or 
treble  in  value  and  you  will  make 
no  mistake. 

Invest  where  profits  are  certain. 

Conservative  investors  all  know 
that  it  pays  to  invest  in  Real 
Estate. 

There  never  was  a  time  when 
investments  in  Real  Estate  were 
considered  risky. 

A  BANK  ROLL  is  not  at  all 
necessary  to  make  an  investment 
in  Real  Estate. 

Invest  your  money  where  it 
will  grow. 

Put  your  money  to  work  and 
make  it  do  something  for  yourself. 

The  first  principles  of  invest- 
ment are : 

Buy  property  where  the  property 
must  increase  in  value  and  buy 
where  it  is  to  the  interest  of  the 
SELLER  to  have  that  property 
grow  in  value. 

The  first  thing  to  do  before 
making  an  investment  in  Real 
Estate  is  to  determine  where  the 
people  want  to  live  then  buy 
before  they  reach  there. 

Never  follow  the  crowd. 

Buy  Real  Estate  where  there  is 
a  FUTURE. 

You  will  always  find  it  more 
profitable. 

Saving  alone  will  not  make  you 
rich  but  saving  and  investing  will. 

The  one  absolute  safe  invest- 
ment is  Real  Estate. 

An  investment  in  Real  Estate 
is  as  good  as  the  best  and  BETTER 
than  the  REST., 

Delays  pay  no  dividends. 

Safe  investments  do. 


Hot  weather  does  not  effect  the 
earning  power  of  your  savings 
when  invested  in  Real  Estate. 

c.    Two  Points  For  You  to  Consider. 

When  you  choose  an  investment 
for  your  savings,  there  are  two 
very  important  points  for  you  to 
consider : 

(1)  Is  it  a  safe  investment? 

(2)  Is  it  a  profitable  invest- 
ment? 

The  more  important  of  the  two 
is  safety. 

The  best  investment  on  earth,  is 
the  Earth  itself. 

It  cannot  be  burned,  stolen  or 
destroyed. 

Financial  storms  rarely  affect 
real  estate. 

When  you  invest  your  money 
in  Real  Estate,  you  invest  in  some- 
thing which  you  can  stand  on  and 
call  your  own. 

Railroad  Bonds  are  not  RAIL- 
ROADS. 

Real  Estate  Mortgages  are  not 
City  Office  Buildings. 

Real  Estate  First  Mortgage 
Bonds  are  not  city  or  suburban 
lots. 

Plant  your  money  in  Real  Estate 
and  nature  will  do  the  rest. 

When  money  is  working  OVER- 
TIME the  price  of  money  goes  up 
(grows)  and  stocks  down. 

Make  your  money  do  something 
worth  while. 

Real  Estate  Investments  are 
safe. 

Real  Estate  Investments  are 
without  risk. 

Put  your  idle  money  to  work. 
Get  in  at  the  start. 


54 


THE  REAL  ESTATE 


The  Money  Kings  of  the  world 
grew  from  investing  in  Real  Estate 
where  skyscrapers  now  stand. 

Make  your  dollars  do  your  drudg- 
ery. 

3.    Farms— Lands. 

Our  proposition  is  very  plain. 

Our  proposition  will  make  you 
money. 

No  strings  tied  to  our  proposi- 
tion. 

Money  is  a  great  thing  to  have — 
but  health  is  a  thousand  times 
better. 

There's  always  a  reason. 

Grasping  opportunities  or  let- 
ting them  pass  by. 

You  control  your  own  destiny. 

What's  the  use  of  waiting? 

A  few  advantages. 

We  want  you  to  see  our  property. 

Visit  the  property  yourself. 

Every  wage-earner  should  be 
interested  in  our  proposition. 

Where  can  you  beat  it? 

You  cannot  make  a  mistake. 

Nothing  like  this  advertised  any 
where. 

You  don't  have  to  buy. 

See  if  we  are  right. 

That's  the  way  the  Astors  made 
their  money. 

The  rich  nearly  always  invest 
their  earnings  in  Real  Estate. 

Behold!     How  beautiful. 

This  is  your  chance. 

Act  now. 

Great  values. 

Low  prices. 

Easy  terms. 

The  soil  is  waiting  for  you  to 
dig  it  out. 

Garden  spot  of  the  earth. 


We  don't  know  of  any  place  in 
the  United  States  where  a  man 
can  accomplish  so  much  in  so 
short  a  time. 

The  man  who  is  struggling  to 
keep  his  nose  out  of  the  sea  of  debt, 
is  the  man  who  should  invest  in 
land. 

Your  chance  is  a  golden  one,  if 
you  have  knowledge. 

Residents  of  small  cities  are  the 
best  buyers  of  farm  lands. 

"Penny  Savers." 

"Dollar  Losers." 

There  is  an  advantage  of  339 
days  of  sunshine  each  year  on  top 
of  the  Hill,  up  on  this  farm. 

From  the  beginning  of  time, 
there  flourished  and  died  here  mil- 
lions of  forests  of  yellow  pine,  which 
through  the  ages  have  enriched 
the  soil. 

Cultivation  is  continuous. 

The  crop-clock  never  runs  down. 

Vegetation  flourishes  every 
month  in  the  year. 

The  soft  air  of  the  pines. 

We're  not  alone  in  this  opinion. 

Just  stop  and  calculate. 

Plain  facts  for  the  plain  farmer. 

Read  our  iron-clad  money  in 
bank  guarantee. 

Don't  say  that  you  can't  pay  it, 
because  I  think  you  can. 

You  can  do  it  with  one-dozen 
laying  hens. 

You  can  do  it  with  one  single 
acre  of  garden  land. 

You  can  do  it  with  one  crop  of 
sweet-potatoes. 

You  can  do  it  with  a  single  acre 
of  cotton. 

I  want  you  to  come. 

Cool  and  crisp  instead  of  being 
cold. 


BROKER'S   CYCLOPEDIA 


66 


Light  and  balmy  instead  of 
being  hot. 

We  can't  hardly  die  in  this 
community. 

The  way  to  get  a  farm  is  to  get 
it. 

The  way  to  have  a  farm  is  to  have 
it. 

You  will  never  have  anything 
if  you  put  it  ofiF. 

Tomorrow  never  arrives. 

There  isn't  going  to  be  any  to- 
morrow. 

Our  summers  and  winters  are 
delightfully  mild. 

If  thete  is  a  paradise,  here  is  the 
spot. 

Your  opportunity  is  measured 
by  your  ambition. 

We  will  make  you  independent. 

We  will  treble  your  income. 

Success  awaits  you. 

Success  is  assured. 

The  soil  is  deep. 

The  soil  is  rich. 

The  soil  is  particularly  adapted 
to  raising  high  grade  fruits  and 
vegetables. 

Our  property  is  healthful. 

Our  property  is  prosperous. 

Our  property  is  productive. 

When  a  man  buys  broad,  fertile 
acres  he  owns  something. 

He  owns  something  he  can  live 
off  as  well  as  on. 

Deal  with  certainties. 

Never  deal  with  prospects  (Min- 
ing Stocks). 

Money  grows  better  out-doors. 

Feast  your  eyes  on  the  brilliant 
coloring  of  the  trees. 

Drink  in  the  pure  winey  air. 

Over  the  Ozarks,  out  of  the 
North. 

Up  where  winter  hangs  over 
Spring. 


Down  in  Southland  where  Sum- 
mer is  never  late. 

A  happy  home  because  the 
climate  is  right. 

Take  the  next  train  to  the  sun- 
lighted  rose  gardens. 

Get  away  from  the  atmosphere 
of  the  North. 

The  land  where  the  roses  bloom 
in  December. 

The  land  of  the   Pomegranate 

The  land  of  the  magnolia. 
.   All  these  make  your  home  site 
charming. 

Would  a  return  of  Ten  Dollars 
for  One  interest  you? 

Save  10  percent  of  your  weekly 
earnings. 

Climate  adaptability. 

Buy  real  estate  that  will  grow 
in  value. 

Real  Estate  that  will  grow  in 
value  is  better  than  10  percent 
bonds. 

Acres  and  SI, 000  harvests. 

Not  only  a  strong  statement  but 
a  strong  fact. 

A  single  fact  outweighs  a  thous- 
and opinions. 

Absolute  values. 

Actual  advantages. 

A  chance  for  you. 

Buy  now — don't  wait. 

Cash  is  King. 

Double  duty  of  dollars. 

Digging  for  dollars  is  the  game. 

Prices  attractive  and  irresist- 
ible. 

Gratified  and  satisfied. 

Great  value  for  little  money. 

Unlimited  natural  resources. 

Don't  speculate. 

Make  a  safe  Investment. 

Now  get  busy. 

Stupendous  fortune  in  minerals. 

Uniformity  of  climate. 


56 


THE  REAL  ESTATE 


A  rapid  and  healthy  growth. 

Bracing  sea  breezes. 

Garden  soil  as  black  as  midnight. 

House  ready  to  move  in. 

Water  ready  to  turn  on. 

Sand  waiting  for  the  plow. 

Our  proposition  is  safe,  sane 
and  sure. 

A  heart  to  heart  talk  with 
thoughtful  parents. 

Unusual  and  exceptional  loca- 
tion. 

A  dollar  doubling  opportunity. 

We  court  the  strictest  investiga- 
tion. 

Just  the  spot. 

The  one  you've  been  waiting  for. 

The  place  to  raise  healthy  chil- 
dren. 

The  investment  of  the  hour. 

No  where  on  the  American 
Continent  is  there  a  more  promis- 
ing investment. 

We  stand  back  of  every  state- 
ment. 

Get  our  illustrated  booklet- 
warm  from  the  press. 

In  the  land  of  heart's  delight. 

We  spend  unseen  thousands. 

A  magical  growth. 

The  dawn  of  a  new  opportunity. 

The  road  to  Profits. 

A  new  era  has  arrived. 

Grasp  the  momentous  facts  and 
the  tremendous  figures. 

Buy  cheap  land  near  dear  land. 

The  "Hay  Seed"  years  are  a 
thing  of  the  past. 

The  Farmer  now  has  money  in 
the  Bank. 

New  conditions  are  permanent. 

Supply  of  land  is  fixed. 

Population  ever  increasing. 

Agriculture,  is  the  barometer  of 
trade. 


Farmers  dominate  in  wealth, 
brain  and  brawn. 

Crops  succeed — nation  rejoices. 

Human  progress,  economic  evo- 
lution, increase  in  gold  output  is 
the  cause  of  the  new  situation. 

Follow  the  road  that  insures 
largest  profit  in  shortest  time. 

It'll  do  you  good  to  get  down 
to  Mother  Earth. 

Get  a  bit  of.  land. 

Soil  your  hands. 

Go  barefoot  in  the  dirt. 

Work  until  you  sweat. 

In  the  year  1909  the  world  pro- 
duced $450,000,000  of  gold,  4 
times  the  amount  of  the  annual 
average  1860-90. 

Such  facts  are  becoming  the 
lauded  aristrocracy. 

Don't  be  misled. 

A  booklet  of  Facts. 

Seeing  is  believing. 

Now  is  the  right  time. 

Prices  to  suit  any  purse. 

Terms  the  easiest.  . 

Privilege  to  anticipate  deferred 
payments  with  a  liberal  discount. 

Be  prompt. 

Land  is  level. 

Ready  for  the  plow. 

The  liveliest  agricultural  district 
in  the  United  States. 

Commands   a   variety  of   Land-, 
scape  view. 

Every  prospect  comes  with  a 
definite  purpose  in  mind. 

The  magic  of  the  pure  air  will 
smooth  your  cares  and  worries. 

Investigate  and  be  convinced. 

Big  things  Doing  and  bigger 
things  Brewing. 

You'll  forever  regret  this  op- 
portunity. 

You  cannot  lose. 


BROKER'S   CYCLOPEDIA 


We  have  astonished  the  citizens 


of 


Every  tract  is  all  soil. 
•  No  rock. 

No  gravel. 

All  under  cultivation. 

We  advise  )'oa  to  buy. 

Not  lots — but  acres. 

Beautifully  wooded. 

Just  a  little  down. 

Just  a  little  monthly. 

The  soil  is  d  fortune  within 
itself. 

Six  feet  of  rich  black  loam. 

Unsurpassed  for  garden  pur  poses. 

An  opportunity  for  independ- 
ence. 

More  resources  than  any  three 
towns  in  the  state. 

The  Land  of  Sheltering  Palms. 

By  the  Shimmering  Seas. 

Reason  from  a  climate  stand- 
point. 

Never  in  the  history  of  the  world. 

For  the  sake  of  your  future 
welfare. 

Your  own  Father  never  gave  you 
better  advice. 

Straight  talk  to  the  working  man. 

Rich  alluvial  soil. 

Where  you  can  raise  enormous 
crops. 

Future  greatness  inevitable. 

Has  a  sanitary  and  very  health- 
ful location. 

The  future  promises  more  than 
the  past  has  yielded. 

The  rising  tide  of  industrial 
activities  assure  increased  Real 
Estate  values. 

The  rapid  trend  of  high  class 
development  points  with  unerring 
certainity  to  the  brilliant  future 
of  our  property. 

The  place  with  a  future. 


Highest  known  demonstrated 
yield. 

Independence  for  life  if  you  act 
now. 

The  land  of  never  failing  crops. 

Handsome  profits  in  the  past. 

Far  greater  profits  in  the  future. 

A  home  by  the  vSea  is  a  blessing 
to  any  man  and  his  household. 
■    The  Venice  of  America. 

Good  spots  are  becoming  scarce. 

The  candle  is  burning  low. 

"The  Lord  has  been  good  to 
Texas." 

A  restful  place  where  you'll  want 
to  linger. 

In  this  age  "Time  is  Money." 

Whispered  wisdom  from  whisk- 
ered wise  Guys. 

Young  men,  now  is  the  time  to 
lay  a  foundation  for  wealth  and 
independence. 

The  stamp  of  excellence. 

No  stronger  argument  needed. 

No  better  proof  wanted. 

Snug  fortunes  will  be  made  by 
early  buyers. 

All  doubt  and  discussion  set  at 
rest. 

Get  in  ahead  of  the  rush. 

Land  will  never  be  cheaper. 

The  good  lands  are  going  rapidly. 

Trade  a  life  of  toil  for  a  home 
and  independence. 

To  be  made  free  men. 

What  will  you  be  in  ten  years? 

Why  not  be  independent? 

Own  a  small  truck  farm. 

The  cream  of  Farm  propositions. 

"Put  money  in  thy  purse,"  easily 
done  if  you  buy  real  estate. 

"Make  your  money  make  money 
for  you." 

Easily  done  if  you  invest  in  Real 
Estate. 


58 


THE   REAL  ESTATE 


Not  a  particle  of  risk  or  an 
element  of  chance. 

The  size  of  the  earth  never 
increases. 

The  number  of  people  on  the 
earth  always  increasing. 

Do  something. 

Buy  something. 

Build  something. 

Do  some  reasoning  yourself. 

Out-door  attractiveness. 

Salubrious  climate. 

Ozone-laden  breezes. 

A  children's  paradise. 

Nature's  Play  Ground. 

Assuming  unconfined  freedom  of 
Real  Home  Life. 

The  location  is  perfect. 

Why  not  be  a  '  Producer?" 

Every  dollar  you  invest  will  be 
an  "earning  dollar." 

America's  Valley  of  the  Nile. 

New  Riverside. 

"The  spot  of  real  living." 

The  beautiful  lay  of  the  land. 

Always  seek  ideal  conditions. 

We  don't  ask  you  to  take  chances. 

Our  property  must  be  seen  to  be 
appreciated. 

"In  the  valley  of  Success." 

Buy  "Yorba  Linda"  Real  Es- 
tate. 

The  man  who  does  not  try  to 
acquire  Real  Estate  is  either  a 
Millionaire  or  a  fool. 

This  great  land  sale  has  never 
been  equaled. 

A  coward  never  owned  his  own 
home. 

You  can  be  independent  on  five 
acres  of  land. 

Nature  has  done  her  utmost  to 
make  this  the  garden  spot  of  the 
world. 

Close  to  the  best  markets. 


It's  a  business  proposition  pure 
and  simple. 

You  can  start  upon  such  a 
ridiculously  small  amount  of  money. 

Our  proposition  is  a  veritable 
wonder. 

You'll  be  surprised  and  grati- 
fied. 

The  investment  is  permanent 
and  profitable. 

The  proof  is  unassailable. 

Oblige  us  by  a'  frank  statement 
of  your  decision. 

The  leading  city  in  point  of 
growth,  prosperity,  natural  re- 
sources and  population. 

You  can  get  great  and  lasting 
advantages  for  yourself  by  getting 
in  on  the  advance  sale. 

Some  have  doubled  and  quad- 
rupled  their   original   investment. 

Facts  from  the  City  Hall  re-, 
cords. 

"On  the  bank  of  the  Shadowy 
St.  Joe." 

There  is  no  time  like  the  present. 

We  are  not  asking  you  to  take 
our  word  for  it. 

We  want  you  to  see. 

We  are  positive  our  property 
will  appeal  to  you  strongly. 

Buy  land  devoted  to  intensified 
farming  and  gardening. 

The  cultivation  of  fruit  will  in- 
vite canneries. 

The  immense  timber  possibili- 
ties will  attract  saw  mills,  box 
factories,  planing  mills  and  capital. 
Already  has  a  population  of 
Ten  Thousand  well-contented,  up- 
to-the-minute  people. 

Tremendous  growth  creates  de- 
mand. 

Not  the  speculative,  get-rich- 
kind. 


BROKER'S   CYCLOPEDIA 


Buy  the  substantial  investment 
always. 

There  is  a  new  era  dawning. 

A  money  maker  from  the  day 
you  get  it. 

Large   productions  with  safety. 

When  public  opinion  all  runs  one 
way,  public  opinion  is  pretty  apt 
to  be  right. 

No  matter  when  you  plant,   or 
where    you    plant    money,    it    will 
grow  and  yield  more  seed,  and  it  is  I 
always  safe  planted  in  real  estate. 

We  cannot  write  or  print  one 
half  the  facts. 

It  is  a  pleasure  to  show  you  our 
property. 

The  least  that  you  can  do  is  to 
let  us  send  you  our  booklet. 

Don't  lay  down  this  paper  until 
you've  read  every  word. 

Don't  rest  content  'till  you've 
heard  the  whole  grand  story. 

Don't  rest  till  you  realize  that 
its  yours  to  refuse  or  accept  this 
grand    proposition. 

An  unparralleled  investment  for 
outside  capital. 

vSwept  by  the  ocean  breezes. 

One  home  in  your  hand  and  all 
your  own  is  worth  two  thousand 
in  your  Landlord's  hand. 

Handy  to  get  to. 

No  hills  to  climb. 

Only  the  price  of  three  cigars  a 
day. 

A  fine  colony  of  cultured  people. 

This  land  is  rapidly  growing 
more  valuable. 

The  most  astounding  real  estate 
proposition  ever  made. 

We  make  this  prediction  ba.sed 
•n  the  wonderful  growth  of  the 
surrounding  community. 

Buy  now  and  let  the  other  fellow   i 
pay  you  a  profit  when  he  wakes  up. 


The  call  of  the  soil  demands 
consideration. 

Your  interests. demand  a  person- 
al investigation. 

See  the  "beauty  spot  of  crea- 
tion." 

A  veritable  gold  mine  that  does 
not  "punch  out." 

'Tis  the  keynote  of  prosperity. 

Today  against  the  future. 

Guard  against  realty  pitfalls. 

Turn  your  footsteps  into  the 
"road  to  success." 

Every  purchaser  gets  full  value 
for  every  dollar  invested. 

Discriminating  people  are  taking 
advantage  of  this  chance  of  a  life 
time. 

Food  for  thought. 

Stop,  think  and  be  conservati\e. 

Is  life  worth  living?     Yes! 

The  fields  are  lovlier  than  the 
paved  streets. 

The  forests  are  more  pleasing 
than  the  walls  of  brick. 

The  oaks  and  elms  are  more 
poetic  than  the  steeples  and  chim- 
neys. 

Just  the  place  to  raise  chickens. 

Be  thrifty. 

Come  to  your  senses,  follow  the 
path  where  success  is  assured. 

Railroads  build  cities. 

What  is  your  money  doing? 

Money  on  hand  is  worth  what- 
ever you  can  buy  with  it. 

Money  in  bank  is  worth  4  percent 

Money  wisely  invested  is  worth 
whatever  it  earns. 

Buy  where  others  are  buying 
to  live  and  you  are  safe. 

We  have  the  best  gardeners  in 
the  U.  S. 

We'll  sell  you  land  in  a  sunny 
clime  where  men  with  less  ability 
than  you  have  are  making  several 


m 


THE   RE  A  L   ES  T  A  TE 


times  as  much  money,  and  living 
an  independent  life. 

The  terras  of  purchase  are  easy. 

A  fortune  in  fruit. 

Enormous  increase  certain. 

Some  say  "Yes." 

Some  say  "No." 

It's  sales  that  moves  the  wheels 
of  business. 

We  want  conservative,  long, 
level  headed  men  to  investigate 
our  proposition. 

Choose  land  near  a  good  market. 

The  surroundings  are  a  positive 
guarantee  of  its  future. 

Your  turn  for  a  smile  from 
fortune. 

Enter  the  gateway  to  health. 

Commanding  the  city  and  the 
sunset  Sea. 

The  plain  unvarnished  truth. 

The  sun  shines  on  no  better 
investment. 

Embrace  this  opportunity. 

Any    time    is    a    good but 

NOW  is  the  best. 

Let  me  hammer  this  one  fact 
into  your  mind. 

JUST  AS  GOOD  AS  U.  S. 
GOLD. 

The  greatest  fruit  and  dairy 
country  on  the  Continent. 

The  richest  farming  country  in 
the  world. 

Investigate  our  unique  and  gen- 
erous plan. 

The  man  with  the  Big  Bank  Roll. 

Here's  to  the  fellow  who  acts 
right  now. 

As  people  are  informed  they 
understand. 

As  they  are  influenced  they  act. 

Stop  dreaming  of  castles  in 
Spain,  buy  a  real  home  in  the  land 
of  GOLDEN  SKIES. 

Hitch  your  energy  up  to  a  farm. 


Make  your  energy  work  for  you. 

"In  the  shadow  of  the  foot 
hills." 

Think  just  how  to  get  the  great- 
ness of  our  proposition. 

"Behold  we  will  show  you  a 
beautiful  land." 

"Prepare  for  the  rainy  days." 

Be  ready  for  any  emergency. 

Money  invested  in  real  estate 
knows  no  eight  hour  law. 

Money  invested  in  real  estate 
will  work  for  you  twenty-four  hours 
every  day. 

"The  land  of  sunshine  and  early 
fruit." 

Impelled  by  force  of  circum- 
stances we  place  this  chance  before 
you. 

The  earth  will  never  grow  any 
larger,  yet  millions  of  souls  are 
added  to  its  population  every  year. 

Nothing  grows  into  money  so 
fast  as  real  estate. 

Advertising  falls  far  short  in 
depicting  these  beauties. 

Unequal ed  opportunities  are  now 
placed  before  you. 

Wellspring  of  rich  values. 

Worth  is  never  overlooked. 

Excel  this  if  you  can. 

Yes !  Here  are  values  unmatch- 
able. 

If  you  want  to  live  for  less  money 
and  live  better,  it  will  pay  you  to 
investigate. 

Turn  your  back  on  the  old  way. 

Take  the  road  which  leads  to 
permanent  prosperity  and  happi- 
ness. 

Land  has  the  habit  of  staying 
"Put." 

Buy  a  piece  of  land  big  enough 
to  be  useful. 


BROKER'S   CYCLOPEDIA 


61 


On  January  1,  1910,  the  farmer's 
assets  were  double  those  10  years 
ago. 

On  January  1,  1910,  his  debts 
much  less. 

On  January  1,  1910,  the  value 
of  the  farm  output  for  1900  was 
enormously  greater  than  the  pre- 
vious year  and  worth  75  percent 
more  than  10  years  ago. 

On  January  1,  1910,  there  were 
one  million  more  farms  than  10 
years  previous. 

The  20th  century  idea  is  co- 
operation. 

a.    Farm  Wealth  of  the  United 
States  January  1,  1910. 

Farm  assets $35,000,000,000 

Farm  products 9,600,000,000 

Number  of  farms 6,74 1.000 

Our  booklet  contains  convincing 
evidence. 

There  are  two  million  farmers 
in  the  United  States  who  are 
renters. 

Emancipate  yourself  from  your 
landlord  to-day. 

The  spot  where  you'll  live  longer. 

Land  is  not  always  a  farm. 

The  explanation  is  easy. 

Hear  the  resounding  echo! 

This  opportunity  is  worthy  of 
cheerful    consideration. 

Your  golden  opportunity. 

The  land  of  opportunity. 

The  greatest  producing  soil 
known  to  mankind. 

You  can't  duplicate  it  in  any 
part  of  the  Country. 

You  had  better  make  your  selec- 
tion early. 

Here  is  a  proposition  that  should 
interest  you  decidedly. 

The  Real  Estate  earthquake. 


Natural  lay  of  the  land. 

Character  of  neighborhood. 

Location  is  the  chief  factor  in 
advancing  values. 

Location  is  more  important  than 
improvements. 

Location  is  more  important  than 
car  service. 

Location  is  everything. 

The  view  is  matchless. 

Nothing  to  equal  it  can  be 
pointed  out  in  the  entire  United 
States. 

The  greatest  investment  snaps 
the  world  has  ever  offered. 

Where  wheat  grows,  money 
grows. 

Think  what  it  means. 

Grab  on  to  this  chance. 

A  town  with  a  remarkable  future. 

The  shortest  route  to  wealth  is 
through  the  soil. 

Show  me  where  you  can  do 
better. 

Unsurpassed  for  soil. 

Back  to  nature. 

Values  of  dirt  on  the  increase! 

We  are  not  asking  you  to  put 
your  faith  in  land. 

We  are  not  asking  you  to  put 
your  faith  in  future  increase  in 
value. 

A  great  money-making  certainty. 

Absolutely  frostless. 

The  garden  spot  of  the  world. 

The  land  of  sunshine. 

The  land  of  plenty. 

Where  you  can  raise  two  to 
three  crops  on  the  same  ground  in 
the  same  year. 

Where  vegetables  can  be  market- 
ed during  the  winter  months. 

Where  semi-tropical  fruits  can 
be  sold  during  the  winter  months. 

Where  the  finest  figs  in  the  world 
are  grown. 


THE  REAL  ESTATE 


Where  com,  cotton,  oats  and 
sugar  cane  are  staple  crops. 

Where  figs  commence  to  bear  in 
the  second  year. 

Where  oranges  yield  $1,000  per 
acre. 

Where  you  can  raise  strawberries 
for  the  early  Northern  markets. 

Where  you  can  raise  watermelons 
for  the  early  Northern  markets. 

Where  you  can  raise  onions  for 
the  early  Northern  markets. 

Where  you  can  raise  tomatoes 
for  the  early  Northern  markets. 

Where  you  can  raise  asparagus 
for  the  early  Northern  markets. 

Where  you  can  raise  cauliflower 
for  the  early  Northern  markets. 

The  natural  home  of  the  planter. 

The  natural  home  of  the  farmer. 

The  natural  home  of  the  dairy- 
man. 

The  natural  home  of  the  truck 
grower. 

The  natural  home  of  the  fruit 
grower. 

Ivand  is  the  basis  of  all  wealth. 

Land  is  not  like  a  mine  worked 
out  and  quit. 

Land  is  not  like  an  oilfield  that 
will  go  dry. 

Land  is  not  like  stocks  that  can 
be  manipulated. 

Land  is  not  like  stocks  that  can 
be  destroyed. 

Land  is  not  like  a  Bank  that  can 
break. 

Land  is  not  like  a  Life  Insurance 
that  you  must  die  to  cash  it. 

Buy  land  in  the  rain  belt. 

Buy  land  in  the  true  crop  country. 

Buy  land  close  to  market, 

Buy  land  that  is  rich  and 
productive. 

Buy  land  that  is  extremely 
fertile. 


Buy  land  that  has  a  rich  black 
sandy  loam. 

Buy  land  that  has  hog-wallow 
soil. 

Buy  land  where  there  is  no  rock 
or  gravel  to  impede  the  progress 
of  cultivation. 

Buy  land  where  there  are  good 
roads,. 

Buy  land  where  there  are  good 
neighbors. 

Buy  land  where  there  are  good 
schools. 

Buy  land  that  is  ready  for  the 
plow. 

Buy  land  where  you  can  cut  hay 
twice  a  year. 

Buy  land  where  the  rain  makes 
sure  crops  yearly. 

Buy  land  where  it  will  enhance 
in  value. 

No  better  example  of  eflficiehcy. 

No  matter  what  the  weather  is. 

Realize  your  dream. 

Development  is  in  the  air  every- 
where. 

It  is  known  as  the  "Poor  man's 
paradise." 

On  the  level. 

Get  next  to  a  "sewed  up" 
proposition. 

Where  you  can  hear  the  coin 
jingle. 

An  east  end  "Lay  out"  the  "Best 
ever." 

Get  some  oats  box  information. 

It  will  not  require  much  long 
green. 

Go  out  any  day  in  the  year  and 
pick  green  things  for  the  table. 

Expertly  cared  for. 

Back  to  the  farm. 

There's  money  in  luxuries. 

Worth  looking  at. 

Why  chill  and  freeze? 

"Land  of  the  Sky." 


BROKERS   CYCLOPEDIA 


68 


Don't  wait  until  some  other  day. 

If  you  do  you'll  pay  more  money. 

Shake  the  landlord. 

Don't  pay  (in  rent)  for  the  house 
you  stay  in  and  still  not  own  a 
shingle  of  the  roof. 

A  home  for  the  close  buyer. 

Rare  bargain  in  a  new  bungalow. 

Name  your  terms. 

It's  not  necessary  to  move  a 
thousand  miles  away  to  find  a 
good  investment  unless  you  want 
too. 

Sit  at  home  and  fatten  your 
bank  account. 

Independence  with  the  aid  of 
nature. 

We  show  you  the  way. 

Opportunity  beckoning. 

Prices  command  attention. 

Fertile  acres. 

The  road  to  Independence. 

You  can  have  an  income  from 
acres  first  year. 

There  is  but  one  more  new 
country. 

The  last  of  the  untraveled  reg- 
ions of  fertility. 

The  noisy  advance  of  progress 
can  almost  be  heard. 

Push  forward  to  the  land  of 
richness. 

The  geographical  and  stratgetic 
commercial  centre. 

Its  advantages  are  many.  . 

Greatly  favored  by  nature. 

Crops  grown  without  much 
trouble. 

Climate  perfect. 

No  extremes. 

Not  the  beginning  of  a  town. 

But  the  beginning  of  a  city. 

You  simply  can't  lose  money. 

You  can  double  your  money. 

Most  wonderfully  beautifully 
and    grandly   located. 


The  neglected  opportunity  never 
returns. 

Don't  wait  too  long  before  de- 
ciding. 

The  place  where  living  is  really 
ideal. 

Surrounded  by  desirable  things 
only. 

Don't  plod. 

Don't  plunge. 

But  make  money. 

It's  an  unqestioned  fact. 

You'll  find  your  opportunity  in 
the  new  west. 

Don't  worry  about  your  boys. 

It  won't  take  much  to  give  them 
a  start  in  the  new  west. 

There  is  no  better  in  the  world. 

Beats  gold  mines  all  to  pieces. 

The  future  of  America  lies  in  the 
new  west. 

It  has  the  resources. 

Let  us  show  you  actual  condi- 
tions. 

Here's  an  opportunity  to  better 
your  conditions. 

Here's  an  opportunity  to  make 
your  money  bring  bigger  results. 

The  garden  spot  of  chance. 

Land  of  opportunity  and  prom- 
ise. 

This  God-favored  country. 

The  finest  and  most  tempered 
climate  in  the  world. 

Land  of  flowers  and  sunshine. 

Regardless  of  other  claims  made 
and  inducements  ofi'ered,  we  make 
the  unqualified  statement  backed 
by  facts. 

Our  land  cannot  be  surpassed 
in  any  respect. 

The  .surest  crop  district  we  ex- 
tend to  you  an  invitation  to  in- 
vestigate a  truly  worthy  proposi- 
tion within  the  city's  shadow. 

An  appeal  to  your  reason. 


64 


THE   REAL   ESTATE 


Buy  land  in  the  center  of  a  vast 
rich  agricultural  country. 

Buy  where  natural  resources 
excel. 

Buy  where  citizenship  excels  in 
energy. 

Buy  where  citizenship  excels  in 
enterprise. 

As  the  city  grows  real  estate 
values  grow. 

If  you-  ever  expect  to  have  your 
share  of  this  world's  goods  you 
must  do  your  own  thinking. 

Reason  for  yourself. 

Do  something. 

Buy  something. 

Build  something. 

Invest  in  land. 

Buying  land  wisely  is  not  specu- 
lation. 

It's  an  investment. 

If  you  speculate  you  depend 
upon  luck. 

If  you  invest  in  land  you  depend 
upon: 

Facts. 

Reason  and 

Common  sense. 

,The  "Last  West"  is  now  on  the 
market. 

The  rich  rolling  hills. 

Picturesque. 

Interesting. 

Ideal  fruit  district. 

Why? 

The  physical  and  chemical  con- 
dition of  the  soil. 

The  clear  days. 

The  sunshiny  days. 

The  C09I  nights. 

Produces  a  fine  quality. 

Produces  long  keeping. 

Surface  of  the  soil  deep. 

Surface  of  the  soil  rich. 

Surface  of  the  soil  black  loam. 

Basaltic  formation. 


Contains  plenty  of  humas. 

Free  from  stone. 

Free  from  gravel. 

Enough  sand  to  make  cultiva- 
tion easy. 

Subsoil  is  sandy  clay. 

Retentive  of  moisture. 

Contour  of  the  land  is  provided 
with — : 

Good  soil. 

Good  air  drainage. 

The  richness  of  the  soil. 

Its  friability. 

Its  retentiveness  makes  it  adapt- 
ed to  the  growing  of  small  fruits 
and  vegetables. 

There  is  only  a  limited  number 
of  acres  of  land. 

There  is  no  limit  to  the  number 
of  people  as  time  goes  on. 

Those  who  own  land  are  inde- 
pendent. 

Those  who  have  not  land  are 
dependent  on  those  who  have. 

Now  (1911)  there  are  about 
Three  Million  acres  of  land  devoted 
to  agriculture. 

There  are  about  one  hundred 
and  twenty  million  acres  more 
that  can  be  put  under  cultivation. 
b.     What  it  Means  to  Own  Land. 

Land  is  the  basis  of  all  wealth. 

The  desire  for  the  ownership  of 
land  is  implanted  deep  in  every 
hum^n  breast. 

Individuals  are  actuated  in  their 
desire  for  land  by  personal  motives. 

Under  existing  social  conditions 
it  is  the  duty  of  every  man  to  ac- 
quire title  to  a  plot  of  land. 

Land  ownership  is  an  almost 
certain  safeguard  against  adversity. 

Hard  times,  sickness  and  old 
age  may  come,  but  he  who  owns 
his  home  is  certain,  at  least,  of  a 
port  in  which  to  ride  out  the  gale 


BROKER'S   CYCLOPEDIA 


65 


or  end  his  days  peacefully  in  this 
sailors'  ".snug  harbor." 

Fortunate,  indeed,  is  that  man, 
or  woman,  whose  ownership  of 
land  includes  both  a  home  and  a 
living,  or  means  of  support. 

Such  land  ownership  carries  with 
it  not  only  a  place  of  abode  but 
also  food,  raiment  and  the  com- 
forts of  life. 

As  a  heritage  for  one's  family  it 
is  better  than  life  insurance  or  a 
bank  account. 

In  short,  it  does  what  a  farm 
should  do. 

ADVERTISING  FARMS. 

c.     How  to  Advertise  Real  Estate 

to  a  Farmer. 

Make  each  advertisement  a  short 
lesson. 

Make  each  advertisement  a  sim- 
ple lesson. 

Make  each  advertisement  a 
wholesome  lesson. 

Make  each  advertisement  a 
strong  lesson. 

.  Make  each  advertisement  a  con- 
vincing lesson. 

The  real  function,  of  advertising 
to  a  farmer  is  educational. 

Make  your  copy  easily  under- 
stood. 

Don't  crowd  your  whole  story 
in  one  lesson  of  one  advertisement. 

Fifty-two  short  advertisements 
for  fifty-two  weeks  are  better  than 
fifty- two  short  "ads"  in  a  four 
page  "ad." 

Don't  buy  a  four  column  space 
for  a  four  inch  single  column  "ad." 

Just  buy  enough  space  to  tell 
your  story  frankly. 

Just  buy  enough  space  to  tell 
your  story  straightforward. 


Just  buy  enough  space  to  tell 
your  story  attractively. 

Use  short  arguments. 

Use  short  paragraphs. 

Use  the  smallest  words  possible. 

But  don't  sacrifice  strength  or 
forceful  copy. 

Avoid  all  technical  terfiis. 

Make  your  language  plain. 

Make  your  language  simple. 

Mfeke  your  language  expressive 
of  real  facts. 

Cut  out  all  the  frills. 

Just  tell  the  truth  in  the  same 
language  you  would  use  if  really 
talking  to  the  farmer. 

Be  absolutely  truthful. 

Avoid  even  the  slightest  exag- 
geration. 

Avoid  even  the  slightest  sus- 
picion of  a  false  statement. 

Farmers  have  been  cheated  fre- 
quently. 

Farmers  are  over  suspicious. 

Give  them  facts  in  terms  which 
tend  to  develop  confidence. 

Use  true  illustrations. 

The  picture  must  be  real. 

Let  the  text  meet  the  farmer  on 
the  farmers  level. 

Let  the  illustration  meet  the 
farmer  on  the  farmers  level. 

Avoid  all  gaudy  effects. 

Avoid  all  fancy  borders. 

Stick  to  plain,  well  set,  business- 
like and  easily  read  effects. 

Don't  chop  your  copy  up  in 
squares. 

Don't  chop  your  copy  up  in 
oblongs. 

Don't  chop  your  copy  up  in 
circles. 

Don't  stretch  your  sentences  all 
across  the  page  in  small  type. 

Give  the  farmer  information. 


66 


THE   REAL   ESTATE 


Give  the  price  always. 

Avoid  all  technical  terms. 

Write  your  copy  for  the  man  that 
is  going  to  read  it. 

Write  your  copy  for  the  man 
who  is  going  to  buy. 

Don't  use  extraordinary  terms. 

Get  a  paragraph  in  each  '"ad" 
that  will  prompt  the  reader  to  ask 
a  question. 

Asking  a  question  means  farther 
information. 

Don't  advertise  to  the  farmer 
the  size  of  your  office. 

Don't  advertise  to  the  farmer 
the  size  of  the  office  building. 

The  farmer  is  interested  only 
in  what  is  of  real  assistance  to  him 
in  making  and  saving  money. 

Stand  on  the  merits  of  the  prop- 
erty you  are  advertising. 

Never  refer  to  a  competitor  in 
your  advertising. 

Farmers  don't  like  mud  slinging. 

Every  time  you  refer  to  your 
competitor  you  throw  discredit 
upon  yourself. 

Buyers  are  suspicious. 

Every  word  you  say  against  your 
competitor  makes  the  buyer  that 
much  more  suspicious  of  you. 

4.    Suburban  Property. 

A  progressive  home-living  dis- 
trict. 

No  other  spot  so  inviting. 

Don't  hesitate. 

A  most  desirable  place  to  live. 

Think  the  matter  over. 

The  prices  will  never  be  lower. 

Grasp  the  opportunity. 

Future  of  property  protected. 

Prices  may  go  up  any  day. 

Safety  of  investment. 

Give  your  children  a  chance  in 
the  suburbs. 


Get  away  from  the  noise. 

Get  away  from  the  fog. 

Get  away  from  the  hot,  sultry 
winds. 

Get  away  from  the  tenement 
districts. 

Go  up  where  the  cool  breezes 
blow. 

Think  it  over  and  consult  your 
wife. 

Sale  now  going  on. 

Get  ahead  of  the  crowd. 

Go  "out  tomorrow  afternoon. 

Escape  the  germs. 

Seeing  is  believing. 

Wise  restrictions  insure  the  ideal 
developments  of  your  property. 

The  all  important  topic  is,  where 
shall  we  purchase  a  home? 

Don't  confuse  our  properties 
with  the  cheap  suburban  schemes 
which  will  soon  flood  the  papers. 

Don't  invest  a  dollar  until  you 
inspect  our  properties  and  get  our 
prices. 

Sleep  above  the  level  of  the  city. 

Visit  this  magnificent  property 
today. 

See  it  for  yourself. 

Act  as  your  own  judgment  dic- 
tates. 

Go  and  see  the  rest. 

Then  see  the  best. 

We  now  rest  our  case. 

The  placid  place  to  live. 

A  real  estate  boom. 

Come  in  with  us  at  the  start. 

Listen  to  nobody. 

Act  on  your  own  judgment. 

Be  your  own  Judge. 

Be  your  own  Jury. 

Time  is  slipping  away. 

Tomorrow  never  comes. 

Get  out  of  the  filth,  grime,  smoke 
and  dust  of  the  city. 


BROKER'S   CYCLOPEDIA 


67 


Your  health — your  children's 
health  demands  it. 

A  perpetual  endowment  of 
breathing  space. 

A  superb  system  of  public  schools 

"JUST  NEAR  ENOUGH." 

"JUST  FAR  ENOUGH." 

To  merely  exist  in  town  or  just 
live  in  the  suburbs. 

Live  where  the  children  can  ran. 

Live  where  the  children  can  play 
to  their  heart's  content. 

Live  where  the  children  can  be 
out  in  the  open. 

Live  where  you  can  always  have 
a  drink  of  pure  sparkling  water. 

The  best  place  for  your  family. 

Best  of  citizens  for  neighbors. 

Fine  homes  adjacent. 

Location  beautiful. 

City  street  car  service  and  trans- 
fers. 

Wide  streets. 

Wide  cement  sidewalks. 

Shade  trees. 

Storm  and  sanitary  sewers. 

Lots  nicely  graded. 

High  and  dry. 

No  factories. 

No  smoke. 

No  noise. 

Necessary  restrictions. 

This  property  is  of  unusual 
merit. 

Lots  are  slightly  rolling. 

The  suburb  is  delightful. 

Has  a  wonderful  future. 

No  buildings  placed  close  to 
street  lines. 

Pleasant  surroundings. 

Lots  selling  rapidly. 

No  other  suburb  as  attractive. 

No  other  property  so  inviting. 

No  other  property  so  interesting. 

No  other  property  so  low  in 
price. 


No  other  property  sold  on  such 
easy  terms. 

No  other  property  with  as  many 
natural  advantages. 

No  other  property  affords  such 
unrestrained  freedom  from  the 
undesirable  features  of  unrestrict- 
ed and  unimproved  property. 

Accessibility  unequaled. 

Property  restricted. 

Highly  improved. 

Correctly  priced. 

Terms  are  inviting. 

Title  is  perfect. 

Broad  streets  and  avenues. 

Streets  graded  and  macadam- 
ized. 

There  now. 

Shade  trees  planted. 

No  taxes  for  three  years. 

Building  restrictions. 

No  unsightly  buildings. 

Natural  drainage. 

Improvements  free  to  purchaser. 

There  now. 

Surroundings,  light,  sunshine  and 
pure  air. 

Low  prices. 

Easy  terms. 

No  fogs. 

No  dirt. 

Values  are  there  now. 

Values  are  sure  to  double. 

Strictly  one  price. 

Sunshine  always. 

Cool  breezes  when  needed. 

Natural  beauty  and  attractive- 
ness. 

No  charge  for  deed. 

Title  free  and  perfect. 

A  home  lover's  Eden. 

No  floods. 

Located  where  values  are  in- 
creasing the  fastest. 

Select  your  home  where  living 
will  be  a  constant  joy. 


68 


THE  REAL   ESTATE 


These  facts  give  you  but  a 
meager  idea  of  the  eager  pulsating, 
full-blooded  growth  of  this  wonder- 
full  suburb. 

Real  estate  in  this  suburb  is  as 
active  as  merchandise. 

The  demand  for  suburban  homes 
in  preference  to  city  residences  is 
constantly  increasing. 

Get  out  of  your  stuffy  apart- 
ment. 

Live  above  the  fog  line. 

Live  above  the  noise  line. 

Live  above  the  dust  line. 

Live  above  the  smoke  line. 

Embodying,  comfort,  beauty  and 
convenience. 

No  city  loaded  fumes. 

Buy  a  semi-bungalow. 

Provides  every  essential  for  con- 
venient living. 

It'll  be  a  short  swift  sale. 

A  tremendous  inducement. 

Live  where  your  children  are 
safe-guarded. 

The  true  "suburb  Beautiful." 

Superb  views,  unequaled  drain- 
age and  sewerage. 

It  is  unnatural  to  live  and  force 
your  children  to  grow  up  in  a 
crowded  city. 

The  steady  flow  of  city  dwellers 
suburbanward  is  Irresistible. 

Pure  water  and  quiet  surround- 
ings are  natural  and  conducive  to 
good  health. 

Peace  of  mind  is  worth  some- 
thing. 

The  suburb  without  an  equal. 

365  days  of  Golden  Sunshine 
every  year. 

A  picture  of  Irresistible  beauty 
and  charm. 

The  vari-colored  autumn  foliage 
compels  unstinted  admiration. 


This  distinctive  suburb  is  singu- 
larly fortunate  in  both  location 
and  environment. 

This  suburb  presents  attractions 
and  advantages  which  appeal  to  the 
discriminating. 

Just  now  is  the  most  opportune 
time  to  visit  our  suburb. 

Splendid  villa  sites  amid  beauti- 
ful forest  trees. 

Nature  has  been  truly  lavish  in 
her  devotions. 

Out  where  the  air  is  pure  and 
clear. 

Hill  properties  pay  largest  pro- 
fits. 

Every  lot  an  acre  and  every 
acre  a  corner. 

Do  you  long  for  the  country? 

Do  you  long  for  the  sunshine? 

Do  you  long  for  the  blue  sky? 

Do  you  long  for  the  pure  air? 

Do  you  long  for  the  invigorating 
breezes. 

Do  you  long  for  the  song  birds 
and  the  vigorous  health  that  goes 
with  out-of-door  life? 

Certainly  you  do. 

Then    come    to where 

you  can  have  a  home  of  your  own. 

A  real  home. 

Where  you  can  inhale  the  fra- 
grance of  the  roses  growing  in  your 
own  flower  beds. 

All  the  pleasure  of  country  life 
and  within  a  short  ride  of  your 
down-town  office. 

Can  your  fancy  call  to  your 
mind  a  more  attractive  picture 
than  a  home  in ? 

Could  any  place  be  more  desir- 
able for  a  home? 

Lots,  safe  as  Government  Bonds. 

A  home  in better  still. 

Come  today. 


BROKER'S   CYCLOPEDIA 


69 


No  other  high-class  residential 
suburb  is  so  accessible  to  the  busi- 
ness and  social  centre  of . 

It  is  less  than  fifteen  minutes 
ride  from  Seventh  and  Main  streets; 
one  car  to  all  points  and  a  car 
every minutes. 

WE  INVITE  COMPARISON. 

With  any  and  all  other  sections 
as  to  real  values  and  advantages. 

Buy  now  and  reap  the  great 
benefits  which  will  come  with  the 
completion  of  the  vast  improve- 
ment projects  now  being  worked 
out. 

FREE  SEWER  SERVICE  TO 
HOME  BUILDERS. 

Granolithic  sidewalks,  tele- 
phones, electric  lights  and  other 
utilities  are  here  now. 

You  don't  have  to  wait  years  or 
generations  for  them  to  come. 

PRICES  LOWEST. 

TERMS  TO  SUIT. 

Let  us  show  you  over  this  suburb- 
an residence  park. 

The  home  of  Mrs.  Tidy  Wife. 

Opens  its  Golden  Doors  of  op- 
portunity to  you. 

In  consequence  of  its  location, 
elevation  and  easy  access  to  the 
city,  big  advances  is  a  certainty 
and  the  wise  investor  will  reap 
great  profits. 

Sewerage. 

Sidewalks. 

Shade  trees. 

Stores. 

Churches. 

Schools. 

Homes. 

Water. 

Pure  air. 

Best  of  trolley  service. 


And    only 


minutes    from 


Read  every  line  of  this  adver- 
tisement carefully. 
Think  for  yourself. 

Make  Mother  Earth  your  Sav- 
ings Bank. 

You  worked  for  your  earnings. 

Let  them  now  work  for  you. 

This  property  is  your  chance. 

You  know  where  your  money  is 
and  what  it  is  doing  when  invested 
here. 

OWN  A  HOME. 

Where  you  can  enjoy  all  the 
comforts  the  country  affords. 

And  go  to  and  from  work  each 
day  without  losing  valuable  time. 

ARE  YOU  TIRED? 

Of  the  rush  and  bustle  of  city 
life? 

Tired  of  the  noise  and  worry. 

Any  person  can  write  an  adver- 
tisement like  this,  but  no  person 
can  show  you  property  like  ours. 

All  the  advertising  in  the  world 
won't  make  a  piece  of  property  a 
good  piece  of  property. 

Read  our  unmatchable  proposi- 
tion. 

Our  property  is  worthy  of  your 
most  serious  consideration. 

Where  nature  has  beautified 
more  than  hands  could. 

We  stand  on  the  lot  we  sell. 

You  pay  just  what  you  think  the 
lot  is  worth.. 

Your  price  positively  goes. 

Large  rivers  run  through  large 
cities. 

Large  street  car  lines  run  through 
the  main  streets  of  large  cities. 

The  time  to  buy  real  estate  is 


70 


THE   REAL   ESTATE 


when  the  future  is  before  it,  not 
behind  it. 

The    possibiHty   of   — —   is 

beyond  the  comprehension  of  any 
man  now  Hving. 

Be  a  free  man. 

The  Winning  Suburb  is  found  on 
the  bluffs  commanding  superb 
views  of  the  winding  river,  the 
rolHng  country  and  the  stately 
city. 

It  is . 

A  fortune  is  being  spent  in  per- 
fecting this  comparable  section, 
making  it  a  fitting  community  of 
gentleman's  country  homes  where 
the  beauties  of  nature  and  health- 
ful outdoor  life  are  supplemented 
by  the  comforts  and  conveniences 
of  the  city. 

Suburban  properties  will  be  in 
greater  demand  this  season  than 
ever  before. 

As  grows  the  city,  so  grows  the 
suburbs. 

There's  only  one  sure  way  to  get 
rich,  and  that  is  to  buy  suburban 
real  estate  and  hold  it  until  it 
becomes  inside  property. 

The  greatest  fortunes  in  the 
country  have  been  made  in  invest- 
ing in  suburban  real  estate. 

"Best"  seems  a  tame  adjective 
to  qualify  these  offerings. 

The  trees  and  rich  grass  on  every 
lot  is  a  rest  cure  for  tired  people, 
and  a  play  ground  for  children. 

Live  where  there  are  no  dangers 
of  unhealthy  seepage. 

Allow  us  to  introduce  you  to  the 
"Homesite    Beautiful." 

Our  property  is  building  up  as 
though  by  magic. 

All  of  our  customers  have  solved 
the  secret  of  success. 


Its  extreme  elevation  makes  it 
beautiful. 

We  offer  the  man  of  moderate 
means  a  genuine  opportunity  to 
own  the  home  he  lives  in. 

Our  property  has  character 
behind  it. 

Away  from  the  city,  but  not  too 
far  away. 

We  believe  that  once  familiar 
with  the  beauty  of  our  property 
and  its  superiority  over  all  ad- 
jacent property,  you  will  become 
as  enthusiastic  over  it  as  we  are. 

Increase  in  population  produces 
increase  and  the  building  of  real 
estate. 

A  SUBURBAN  IDEAL. 

You  know  who's  guarding  your 
money  when  it  is  invested  in  real 
estate. 

Buy  a  country  home  at  the  city's 
gates. 

You  cannot  in  Justice  to  your 
wife  and  children,  give  up  an 
opportunity  like  this 

You    are    keeping    your    family 
from    refined    environment     and 
luxury. 

This  proposition  represents  an 
opportunity  that  will  never  come 
again. 

You  as  a  business  man  of  today 
after  a  trying  day  in  the  turmoil 
of  business,  demand  a  restful 
change  when  night  comes. 

Your  wife  and  your  darling 
children  tucked  away  in  a  crowded 
apartment,  or  in  a-  home  on  a 
narrow,  dusty,  dirty  street,  are 
not  only  unhappy  and  tmhealthy, 
but  forfeit  entirely  that  sense  of 
home  on  which  rests  family  life. 

Buy    a    home    where    city    and 


BROKER'S   CYCLOPEDIA 


71 


country    have   lost   their   dividing 
lines. 

Buy  a  home  where  the  attrac- 
tions of  both  city  and  country 
abound. 

Buy  a  home  where  a  match  and 
a  scratch  will  start  the  gas  range. 

Buy  a  home  where  the  cement 
walk  keeps  you  out  of  the  mud. 

Buy  a  home  where  rapid  transit 
annihilates  space  between  all  parts 
of  the  city. 

Buy  a  home  in  the  suburb  and 
live  in  the  "Glorious  Open." 

The  place  there's  no  doubt  about. 

Home  sites  of  merit. 

Buy  property  where  city  schools 
are  combined  with  country  life. 

Why  not  invest  your  money  in  a 
home-site  that  is  kept  in  apple  pie 
order,  which  enhances  the  value 
of  your  property? 

Why  not  invest  your  money  in  a 
homesite  where  you  can  obtain 
liberal  discounts? 

Why  not  buy  a  home  where  the 
greatest    majority    of    the    homes 
are  owned  by  the  people  who  live 
in  them? 
a.     Seven  Facts. 

These  record  breaking  sales  are 
the  result  of  seven  facts. 

(1)  Ideal  location. 

(2)  Distance  from  center  of 
city. 

(3)  Only  available  high  grounds 

(4)  Rapid   transit. 

(5)  Building  restrictions. 

(6)  Splendid  improvements  all 
free  to  every  purchaser. 

(7)  Moderate  prices  and  Con- 
venient terms. 

We  are  asking  you  to  put  your 
faith  in  what  we  have  done  and 
what  we  will  do  to  make  our  ad- 
dition the  most  beautiful  and  the 


most  advantageous  home-site  pro- 
position within  30  miles  of  our  city. 

Get  out  of  the  smoke  laden  air. 

An  opportunity  you  can't  dodge. 

Home  ownership  is  the  thing  for 
every  man. 

5.    Central  Business  Property. 

Nothing  better  from  all  view 
points. 

Our    prices  will  appeal  to  you. 

Buy  "Close-in"  property. 

Buying  Real  Estate  is  just  like 
putting  your  money  in  Gold  Bonds. 

The  close  proximity  gives  you 
immediate  car  transportation. 

Act  upon  advance  knowledge. 

Our  property  will  feel  the  pulse 
of  progress  first. 

Consider  all  the  exigencies  that 
may  arise. 

Calculate  carefully  the  forces. 

The  close-in  addition. 

Your  profits  grow  whilst  you 
sleep. 

All  deeds  prohibit  the  building 
of  shacks. 

Safe  and  sane  restrictions. 

Call  a  halt. 

No  strap-hanging. 

No  over  crowding. 

Seats  for  all. 

No  cinders. 

The  knocker  for  ten  (10)  years 
has  been  telling  you  that  close-in 
property  was  too  high,  yet  in  spite 
of  the  knocker  prices  have  gone 
higher  and  higher. 

You  have  missed  opportunity 
after  opportunity. 

Money  invested  in  close-in  real 
estate  will  earn  from  50  to  100 
percent. 

Buy  real  estate  where  trolley 
strikes  and  snow  storms  do  not 
effect. 

The  close-in  addition. 


72 


THE   REAL   ESTATE 


The  near-in  addition. 

Values  already  established. 

Buy  where  the  real  city  will  be 
built. 

WHY  NOT,  INDEED? 

Why  not  buy  a  home  in  the  most 
delightful  section  of  the  city? 

Why  not  make  your  home  in  the 
choicest  part  of  the  city? 

Why  not  invest  your  money 
where  increased  values  are  in- 
sured ? 

Why  not  buy  a  home  where  the 
improvements  are  best  that  money 
can  buy? 

Why  not  invest  your  money  and 
build  where  you  will  have  adequate 
fire  protection? 

Why  not  invest  and  build  where 
the  transportation  facilities  are 
safe  and  the  service  unparalleled? 

Close  in  business  property  is  a 
cinch. 

Close-in  business  property  is 
the  safest. 

Close-in  business  property  is  the 
most  profitable. 

The  value  of  close-in  business 
property  remains  as  steady  as  a 
rock. 

Close-in  business  property  makes 
profits  for  the  investor  which  ex- 
ceed those  of  a  gold  mine. 

In  the  shadow  of  the  capital. 
a.     The  Best  Real     Etate  Invests 
ment. 

A  GOOD  INVESTMENT  is  Real 
Estate. 

A  permanently  good  investment 
is: 

1.  Perfect  security  of  the  prin- 
cipal. 

2.  Constant  growth  of  the  prin- 
cipal. 

3.  Absolute  certainty  of  income. 

4.  Constant  increase  of  income. 


5  Ownership  of  tangible  pro- 
perty free  of  mortgage. 

6.  Having  convertibility. 

7.  Having  availability. 

8.  Responsible  management. 

9.  Efficient  management. 
Increase  in  population  is  the  crea- 
tor of  wealth. 

Close-in  property  increases  in 
value  more  rapidly  than  any  other. 

Close-in-central  business  proper- 
ty is  necessarily  used  by  the  entire 
population  of  the  city. 

As  the  population  increases  the 
use  increases. 

As  the  use  increases  the  revenue 
increases. 

As  the  revenue  increases  the 
value  increases. 

Central  business  property  en- 
hancement in  value  is  persistent. 

Central  business  property  en- 
hancement  in  value  follows  year 
after  year  without  effort  to  the 
owner. 

Central  business  property  en- 
hancement in  value  exceeds  all 
others. 

Because  it  is  more  universally 
used  than  any  other  public  utility. 

The  National  Banks  of  the 
United  States  have  nearly  two 
hundred  million  dollars  of  their 
capital  invested  permanently  in 
central  business  property. 

The  Life  Insurance  Companies 
have  over  four  hundred  million 
dollars  of  their  policy  holder's 
money  (your  money)  invested  in 
central  business  property. 

The  Savings  Banks  of  the  United 
States  have  many  million  dollars 
of  their  depositors,  money  invested 
in  Central  Business  Property. 

Conservative  Investors  invest  in 
Central  Business  Property. 


BROKER'S   CYCLOPEDIA 


73 


Successful  capitalists  are  owners 
of  Central  Business  Property. 

Railroad  Companies  buy  and 
own  the  office  buildings  they  use, 
so  as  to  pay  to  themselves  the 
ever  increasing  rent. 

The  income  from  Central  Busi- 
ness Property  is  but  one  thing: 
RENT. 

The  expense  of  Central  Business 
Property  is  simply: 

Taxes. 

Insurance 

Janitor  service. 

Heating. 

Lighting  and 

Water. 

Its  easy  to  figure  the  net  income. 

Central  Business  Property  has 
for  one  hundred  years,  produced 
more  wealth  and  paid  larger  re- 
turns than  any  other  Real  Estate 
Investment. 

b.     Ground  Value  Increment. 

Rent  tax. 

Ground-value-increment. 

Ground- value-increment  is  a 
fortune  builder. 

Invest  your  money  in  close-in 
property   and   fortune   is   assured. 

Owners  of  Central  Business  Pro- 
perty collect  the  rent. 

The  merchants  and  office  people 
spend  their  lives  paying  rent. 

Central  Business  Property  draws 
its  rent-tax  from  the  entire  popula- 
tion of  the  city  and  country  sur- 
rounding. 

Tenants  are  the  real  rent  col- 
lectors. 

The  people  at  large  are  the  real 
"rent  payers." 

Central  Business  Property  is  al- 
most free  from  competition. 


Dismiss  from  your  mind  the  idea 
that  a  large  amount  of  money  is 
necessary  to  start  an  investment. 

Start  small,  if  you  wish. 

But  start. 

Start  by  all  means, 
c.     What  is  Unit  Ownership  ? 

Unit  ownership  gives  each  in- 
vestor a  separate  ownership. 

Uiiit  ownership  gives  each  in- 
vestor independent  ownership. 

Unit  ownership  gives  each  in- 
vestor ownership  in  a  specific 
property  that  is  always  free  of 
incumbrance. 

In  a  specific  property  that  pro- 
duces regular  earnings. 

In  a  specific  property  that  pro- 
duces an  increase  in  value. 

In  a  specific  property  that  the 
owner  can  use  as  collateral. 

In  a  specific  property  that  the 
owner  can  hold. 

In  a  specific  property  that  the 
owner  can  sell. 

Unit  ownership  gives  the  in- 
vestor full  knowledge  of  the  invest- 
ment before  he  invests. 

Unit  ownership  gives  the  investor 
full  knowledge  of  his  investment 
at  frequent  intervals. 

Unit  ownership  enables  the  in- 
vestor to  place  his  investments 
permanently. 

Unit  ownership  enables  the  in- 
vestor to  place  his  investments 
free  from  care  and  trouble  of 
management    during    his    lifetime. 

Unit  ownership  enables  the  in- 
vestor to  place  his  investments  in 
a  form  that  is  ideal  as  a  provision 
for  his  family. 

Unit  ownership  never  impairs 
an  investor's  principal. 

Unit  ownership  never  impairs 
an  investor's  earnines. 


74 


THE   REAL   E  ST  A   T  E 


Unit  ownership  never  impairs  an 
investor's  increase  in  value. 

Unit  ownership  means  that  every 
investor  has  an  investment. 

Which  is  always  in  a  specific 
central  business  property. 

Which  is  always  free  from  in- 
cumbrance. 

Which  protects  his  principal 
from  impairment. 

Which  gives  him  full  earnings 
on  his  investment. 

Which  gives  him  full  knowledge 
of  his  investment  at  all  times. 

Which  grows  year  after  year. 

Which  survives  him  as  a  heritage 
for  his  children. 

d.     Illustration  of  Unit  Ownership. 

Cost  of  building  $500,000.00. 

Ownership  divided  into  500  equal 
units  by  trust  deed. 

Sold  to  Investors. 

Transferred  to  them. 

By  certified  conveyances. 

By  registered  conveyances. 

Each  investor  holds  one  or  more, 
officially  recorded  and  certified 
units  of  ownership  in  a  specific 
property  free  and  clear  from  all 
encumbrance. 

When  the  investor  wishes  to 
sell  or  transfer  his  ownership  of 
units  he  can  do  so. 

Without  trouble. 

Without  expense. 

Without  delay. 

By  simply  assigning  his  certified 
conveyance. 

The  purchaser  of  one  unit  is  the 
owner  of  one-five  hundredth  of 
the  property. 

Which  the  owner  can  transfer 
and  sell  just  as  independently  as 
he  would  the  entire  property. 


The  investor  can  transfer. 

The  investor  can  borrow  money 
on  it. 

The  investor  can  devise  it  by  will. 

The  rights  of  all  unit  owners  in 
the  property  are  definitely  fixed 
by  the  recorded  deed  and  can 
never  be  changed. 

The  deed  of  trust  specifies  ex- 
actly how  the  Trustee  Company 
shall  manage  it  and  accoimt  to  the 
unit  owners. 

Being  absolute  owner  of  a  unit: 

The  investor  can  sell. 

Earnings  of  the  property  are 
distributed  as  follows: 

1st     Pay  all  taxes. 

Pay  insurance. 

Pay  repairs. 

Pay  ordinary  operating  ex- 
penses. 

2nd  Pay  to  the  Unit  Owners 
quarterly  dividends  up  to  $50.00 
per  unit  per  year. 

3d  Unit  owners  are  to  receive 
surplus  dividends  two-thirds  of  all 
surplus  earnings  and  profits  of  the 
property. 

4th  The  remaining  one-third  of 
surplus  goes  to  the  Trustee  com- 
pany as  compensation  for  services. 

The  plan  insures  efficient  man- 
agement because  the  Investors 
Earnings  are  preferred. 

The  Company's  compensation  is 
deferred  and  wholly  contingent, 
consisting  of  one- third  of  the  sur- 
plus profit. 

e.     Increase  in  Value. 

As  property  earnings  increase, 
so  unit  earnings  increase. 

As  property  grows  in  value,  so 
its  units  grow  in  value. 


BROKER'S   CYCLOPEDIA 


75 


The  longer  an  investor  holds  his 
units,  the  larger  his  dividends. 

The  unit  owner  is  really  a  pro- 
perty owner. 

Gets  his  share  of  the  increase  in 
earnings. 

Gets  his  share  of  the  increase  in 
value. 

Just  as  any  other  property 
owner  does. 

The  increase  in  value  is  the 
"hidden  profit." 

The  increase  in  value  of  central 
business  property  in  substantial 
cities  is  just  as  sure  as  "death  and 
taxes." 

The  growth  in  population  makes 
it  a  certainty. 

The  concentration  of  business 
makes  it  an  absolute  certainty. 

Large  property  gives  better  re- 
sults than  small  property. 

More  economy  in  constfuction 
cost. 

More  economy  in  space  for  halls. 

More  economy  in  space  for 
stairways. 

More  economy  in  space  for 
elevators. 

More  economy  in  lighting. 

More  economy  in  ventilating. 

More  economy  in  operation. 

More  economy  in  management. 

Yields  better  rates  of  rental. 

Unit  ownership  amounts  in  fact, 
to  investment  insurance. 
f.     Investment  Insurance. 

Assures  the  highest  possible  aver- 
age: 

In  safety  of  principal. 

In  efficiency  of  management. 

In  amount  of  earnings. 

In  regularity  of  earnings. 

In  continuous  growth  in  value. 

A  unit  property  can  never  be 
mortgaged. 


A  unit  owner  can  never  be  as- 
sessed. 

A  unit  owner  can  never  be  taxed. 

Unit  ownership  represents  a  spe- 
cific interest  in  the  rent-income  of 
a  particular  property. 

Unit    ownership    represents    a 
specific  interest  in  the  sale  proceeds 
of  a  particular  property. 

Assurance  assures  only  when 
financial  responsibihty  backs  it  up. 

Title  insurance  is  important. 

Title  insurance  gives  tone  to 
your  proposition. 

Title  insurance  gives  class  to  your 
proposition. 

6     High  Grade  Homes. 

City  conveniences  are  a  reality, 
not  mere  dreams. 

POINTS  ABOUT  HALL  AND 
STAIRWAY  THAT  SHOULD 
NOT  BE  OVERLOOKED  IN  THE 
PURCHASE  OF  A  HOME. 

The  hall  is  the  most  difficult  part 
6f  a  ■  home  to  arrange  or  design 
properly. 

The  hall  is  essentially  a  passage 
way. 

The  hall  is  the  place  in  which 
people  are  to  be  met. 

The  hall  is  not  the  proper  place 
for  conversation  and  sociability. 

The  hall  should  not  be  a  sitting 
room. 

The  hall  should  be  an  infallible 
indicator  of  the  entire  house  of  the 
family. 

As  the  hall— so  the  householder. 

The  hall  indicates  generosity  or 
meanness. 

The  hall  indicates  hospitality  or 
inhospitality. 

The  hall  indicates  good  taste  or 
bad  taste. 


76 


THE  REAL  ESTATE 


Never  make  a  store  room  of  a 
hall. 

The  hall  indicates  cultivated  or 
reverse. 

The  hall  indicates  individual  or 
commonplace. 

The  hall  reflects  the  character  of 
the  family  residing  therein. 

The  Ideal  Front  Door  should 
be  heavy,  broad,    solid  and  thick. 

The  front  door  is  a  bulwark 
as  well  as,  an  entrance. 

The    stairway    should    be    well 
back  from  the   front  door. 
.  The  stairway  should  be  wide. 

Standardized  constructions. 

A  virgin  for  the  discriminating 
home  seeker. 

It  pays  to  buy  the  best. 

The  best  is  none  too  good  for 
your  home. 

A  residence  of  unequaled  merit. 
A  superb  location. 

Rich  in  natural  beauty. 

Refinement  and  security  of  your 
investment. 

You  could  not  wish  for  better 
surroundings. 

Prices  based  on  real  intrinsic 
value. 

For  you,  your  wife,  your  chil- 
dren. 

See  this  Premier  Suburb. 

Buy  a  home  where  quietude 
reigns  supreme. 

Buy  a  home  where  the  spicy 
breath  from  the  trees  may  per- 
meate every  nook  and  cranny  of 
your  home. 

Buy  a  comfortable  home,  sur- 
rounded by  a  comfortable  lawn 
and  the  beautiful  things  of  nature 
that  make  life  worth  while. 

Exclusive  advantages  that  give 
supremacy. 


Homes  of  quality. 

Investigate  thoroughly. 

Investigate  critically. 

Every  home  possesses  an  added 
value. 

Owing  to  the  beauty  of  sur- 
rounding homes. 

Build  a  home  beneath  the 
branches  of  those  old  stately  trees, 
whose  embrageous  shade  is  so 
inviting,  enticing,  refreshing  and 
healthful. 

' '  Up-to-the-minute  -high  -grade  - 
homes." 

"Up  -to  -the  minute-neighbor- 
hood." 

' '  Up-to-the-minute-people. ' ' 

No  triflers  desired. 

No  snap-hunters  wanted. 

No  tourists  welcome. 

Pure  cream  can  be  bought  for 
the  price  of  skimmed  milk — But 
today  only. 

Buy  where  the  sidewalks  are 
reinforced.     (Concreteology) , 

The  Embryo  Beauty  Spot. 

Not  "How  cheap"  but,  "How 
Good." 

Keep  on  the  lookout  for  maca- 
dam-mockery. 

A  panacea  of  mud-macadam  of 
course. 

Houses  of  distinction  our  speci- 
alty. 

Our  property  is  rapidly  becoming 
an  aristocratic  center. 

Buy  a  home  where  the  archi- 
tecture is  typical  of  the  early 
Amercian  period. 

Buy  a  home  that  is  built  to  be 
inherited  by  generations  to  come. 

Buy  a  home  that  combines  grace 
and  picturesque  qualities  of  the 
olden  time  with  modern  conveni- 
ence. 


BROKER'S   CYCLOPEDIA 


77 


•Buy  a  home  where  so  arranged 
that  every  alternate  group  pre- 
sents a  different  conception  of  the 
Colonial  type. 

Buy  a  Home  where  the  front 
side  and  back  lawns  assure  plenty 
of  sunshine  and  pure  air. 

Pure  air  and  sunshine  is  the 
chief  essential  of  a  wholesome  home 

Buy  a  Home  where  the  side  and 
rear  walls  are  in  harmony  with  the 
front. 

Buy  a  Home  where  no  one  point 
in  construction  has  been  cheapened. 

Buy  a  Home  where  the  door- 
ways are  broad  and  spacious. 

Buy  a  Home  where  the  stairway 
is  a  delight  to  look  upon. 

Buy  a  Home  where  the  dominant 
colors  of  the  Home  are  old  ivory 
and  mahogany. 

Buy  a  Home  where  the  whole 
effect  is  charming. 

Buy  a  Home  where  a  living- 
room  is  introduced  instead  of  the 
usual  formal  parlor. 

Buy  a  Home  where  old-fashioned 
glass  doors  have  been  placed  be- 
tween   dining-room    and    living- 
room. 

Buy  a  Home  with  a  kitchen 
designed  with  masterly  concep- 
tions of  convenience. 

Buy  a  Home  where  proper 
ventilation  has  had  careful  study. 

Buy  a  Home  with  two  bath 
rooms  perfectly  equipped  as  a 
modem  toilet  can  be. 

Buy  a  Home  with  a  store  room 
containing  a  cedar  chest. 

'  Buy    a    Home    with    electricity 
throughout. 

Buy  a  Home  with  hard  wood 
floors. 


Suggestions  that  can  be  used 
describing  a  high  grade  home. 

Admirably  situated. 

Easy  house-keeping  homes. 

Women  are  the  home-makers. 

Why  women  like  these  houses. 

Why  they  appeal  to  women  of 
good  sense  and  refinement. 

No  space  is  wasted. 

No  dark  corners. 

These  houses  are  bright. 

These  houses  are  cheerful. 

High  elevation. 

Select  neighborhood. 

Easily  accessible. 

Every  modern  improvement. 

Every  modern  convenience. 

Especially  designed  for  all  com- 
forts. 

Must  be  seen  to  be  appreciated. 

Beautiful  twin  houses. 

Something  new. 

Semi-detached. 

Oak  trim. 

Tile  roof. 

Exquisite  finish. 

The  -easily  -kept  -in  -order -house. 

Every  imaginable  improvement. 

Parquet  floors. 

Showers. 

Burglar  proof  doors. 

Console  mantels. 

Unparalleled  in  beauty. 

Unexcelled  in  magnificence  and 
splendor. 

Unapproached  for  unique,  yet 
convenient  arrangement. 

CONSIDER       ALI,       THESE 

FEATURES    (9  room  house). 

Two  tiled  bath  rooms  with 
shower. 

Hot  water  heat. 

Electric  lights. 

Gas  lights. 

Hardwood  trim  throughout. 


78 


THE   REAL   ESTATE 


Gas  logs. 

Open  area  in  front. 

Open  area  in  back. 

Extra  large  closets. 

Servants  toilet. 

Vacuum  cleaner  attachment. 

Laundry  tubs. 

Long  sash  windows  in  the  cellar. 

Mirror  doors. 

Good  yard  to  alley. 

Reception  hall. 

vSanitary  wall  covering  kitchen. 

Large  well-lighted  cellar. 

Absolutely  unique. 

Designed  to  meet  the  require- 
ments of  those  who  seek  the  best 
and  most  convenient  homes. 

A  type  of  architecture  that 
bespeaks  eloquence. 

A  type  of  architecture  that 
bespeaks  refinement. 

Construction  beyond  criticism. 

Large  crystal  chandeliers. 

Intercommunicating  telephone. 

Every  detail  has  been  accorded 
the  same  painstaking  care  and 
scrupulous  attention  that  is  be- 
stowed on  the  city's  most  palatial 
residences. 

A  house  worthy  of  note. 

A  house  that  cannot  be  equaled 
at  the  price. 

Every  year  adds  to  it's  beauty. 

Every  day  adds  to  it's  value. 

This  residence  contains  10  rooms. 

Two  bath  rooms. 

Inlaid  hardwood  floors. 

Beautiful  entry  hall. 

Living  room  18x35. 

Library. 

Dining  room. 

Built-in  china  closets. 

Breakfast  room. 

Kitchen. 

5  Bed  rooms. 

Spacious  halls. 


Billiard  hall. 
Lockers. 
Electric  light. 
Storage  rooms. 
Sun  porch. 
Basement  concrete. 
Laundry  complete. 
Servants  bath. 
Servants  toilet. 
4  servants  rooms. 
Surroundings    all    that  could  be 
desired. 

7.    Suburban  Lots. 

Lots  never  sold  for  less. 

They  are  sold  so  you  can  buy. 

Choose  now. 

Settle  later. 

Courteous  treatment  to  all. 

Lovers  of  nature  will  buy  them 
for  their  beauty. 

Our  lots  are  for  men  of  modest 
means. 

A  car  load  of  good  cheer  goes 
with  every  lot  free. 

Special  concessions  to  cash  cus- 
tomers, as  cash  is  the  axle  grease 
of  business. 

We  give  a  square  deal  for  a  round 
dollar. 

Prices  too  small  to  even  cast  a 
shadow. 

You  don't  need  to  come  to  our 
subdivision  first,  but  don't  buy 
until  you  see  our  property. 

The  kind  we  sell  are  the  best  to 
buy. 

High,  beautiful  and  magnificent 
views. 

All  objectionable  features  elimi- 
nated. 

Every  visitor  marvels. 

Every  buyer  is  delighted. 

Not  a  bad  lot  in  our  entire  sub- 
division. 

Title  absolutely  perfect. 


BROKER'S   CYCLOPEDIA 


79 


Don't  let  our  offer  wait  over  a 
minute. 

Common  sense  and  reasonable 
restrictions  prevail. 

Notice  the  high-class  improve- 
ments. 

Don't  delay. 

You  will  be  agreeably  surprised. 

You  can't  possibly  lose. 

You  are  sure  to  win. 

No  better  values  offered  any- 
where. 

Most  attractive  lots  on  the 
market. 

Put  your  money  where  it  will 
do  the  most  good. 

Get  in  on  the  ground  floor  before 
prices  advance. 

Restricted  property. 

Salesmen  on  property  every  day. 

One  price  to  all. 

Improvements  entirely  without 
cost  to  the  purchaser. 

Superior  transportation  facili- 
ties. 

Act  at  once. 

See  the  property  for  yourself. 

The  choicest  property  ever  offer- 
ed for  the  money. 

You  cannot  match  our  prices 
anywhere. 

Do  not  confuse  our  property 
with  other  property  20  miles  away. 

Easily  and  quickly  reached. 

Sure  to  build  up  rapidly. 

Put  $5.00  in  your  pocket  and 
come  out  tomorrow  afternoon. 

Whoever  sees  it  loves  it  dearly. 

Don't  miss  the  opportunity. 

You  are  not  importuned  to  buy. 

vSimply  see  for  yourself. 

The  property  has  been  well 
introduced. 

We  bought  these  lots. 

We  will  sell  them. 

We've  got  what  you  want. 


You've  got  what  we  want. 

We  have  plenty  of  lots  now. 

Others  will  have  them  later. 

Come  out  and  look  at  them  any 
way. 

We  know  they  will  satisfy  you. 

The  lots  are  worth  the  price 
always. 

Try  one  or  two  for  satisfaction. 

Come  and  get  a  lot  before  they 
are  all  sold. 

Reasons. 

No  crowding  of  houses. 

Plenty  of  grass  and  trees. 

A  community  of  live  up-to-date 
young  people. 

In-door  and  out-door  advantages 
combined. 

The  prices  are  prizes. 

A  rare  opportunity  for  the  right 
man. 

A  financial  panic  may  wipe  out 
a  bank  or  industrial  enterprise,  but 
it  can't  possible  destroy  a  city  lot. 

If  a  man's  lot  across  the  street 
advances  in  value  your  lot  ad- 
vances in  value  also. 

Transportation    doesn't    create. 

Population. 

It  only  locates  it. 

Transportation    locates    centers. 

Convenience  of  location. 

Healthfulness. 

Pure  air. 

Pure  water. 

Good  drainage. 

Pleasant  surroundings. 

Good  neighbors.  ' 

Good  streets. 

Good  sidewalks. 

Shade  trees. 

Churches. 

Schools. 

Stores. 

Easy  terms. 

Discount  for  cash. 


80 


THE   RE  A  L  ESTATE 


Easy  payments. 

Increase  in  value. 

Growth  of  population. 

General  prosperity  of  the  vicinity 

Natural  beauty  and  attractive- 
ness. 

Nearness  of  recreation  places 
and  parks. 

Best  lots  are  being  picked  up 
rapidly. 

Growth  of  values. 

Buy  before  and  not  after  further 
improvements  are  made. 

Extensive  house  building  going 
on  now. 

Only  a  small  sum  needed  to 
secure  a  lot. 

The  lots  are  large-sized. 

No  saloons  in  neighborhood. 

This  sale  will  go  down  in  Real 
Estate  history  without  parallel 
or  precedent. 

Take  a  car  ride  tomorrow. 

Now  is  the  time  to  purchase  a 
home  site  to  build  upon. 

No  such  chance  to  get  a  home  of 
your  own  has  ever  before  been 
presented  to  you. 

Get  ahead  of  the  crowd. 

Elegant  entrance. 

Broad  avenues. 

Granolithic  curbing. 

Parked  centers  and  grass  plots. 

Shrubbery  that  blooms,  planted 
on  corners  of  streets. 

Terraced  lots. 

Public  playground  for  the  chil- 
dren. 

Beautiful  parks. 

Gas. 

Electric  light. 

City  water. 

Sanitary  sewers 

Storm  sewers. 

No  taxes  until  your  lot  is  paid 
for. 


No  unsightly  outbuildings. 

No  stables  on  corner  lots. 

No  front  fences. 

Improvements  all  free  to  the 
purchaser. 

Prices  uniform. 

Corner  lots  $50.00  higher  than 
inside  lots. 

All  weeds  on  vacant  lots  kept 
down  until  19 — . 

Parks  will  contain  swings  for  the 
children. 

Parks  will  contain  rustic  benches 
and  cozy  corners. 

Parks  will  contain  broad 
stretches  of  green  sward,  under  the 
grand  old  oak  trees. 

Easy  terms. 

One  price  to  all. 

Liberal  discount  for  cash. 

Strictly  residential  property. 

No  bad  lots. 

High  places  graded. 

Low  places  filled. 

Values  bound  to  enhance. 

Natural  beauty  and  attractive- 
ness. 

No  buildings  placed  close  to 
street  line. 

Lots  selling  rapidly. 

Such  an  opportunity  may  never 
come  again. 

Air  pure  and  bracing. 

Away  from  the  noise. 

Improvements  all  made  without 
cost  to  purchaser  (you). 

Free  from  the  conglomerate 
smells  of  the  city. 

No  assessments. 

The  chance  of  your  life. 

Today  only  is  yours. 

See  this  marvelous  development. 

You  can't  buy  a  lot  yesterday. 

It  is  surely  remarkable. 

Delays  pay  no  interest. 


BROKER'S   CYCLOPEDIA 


81 


Look  our  proposition  straight 
in  the  face. 

You  must  get  your  eyes  on  this 
remarkable  development  in  order 
to  appreciate  what  a  great  op- 
portunity is  being  offered  you. 

First  the  pendulum  swung  north, 
today  the  pendulum  is  swinging 
back. 

A  little  down  and  a  little  each 
month  and  it's  yours  forever. 

The  place  to  live. 

The  place  to  buy. 

The  plain  truth  and  a  square 
deal. 

Every  promise  fulfilled  to  the 
last  dot. 

Rigid  restrictions. 

The  time. 

The  place. 

The  price. 

Settled  at  last. 

The  banner  allotment. 

Five  minutes  from  five  points. 

If  it  rains  today. 

Come  tomorrow. 

Come  Monday. 

We  decided  on  three  days  sale 
and  a  rain  check. 

A  lot  sale  of  pocketbook  interest. 

If  you  can  afford  to  make  a  pur- 
chase, see  our  property  today. 

If  you  can  not  afford  to  make  a 
purchase,  forget  it. 

Just  for  a  flyer. 

Jot  it  down. 

Buy  a  lot  for  10  percent  of  your 
weekly  earnings. 

Fifty  cents  a  week,  that's  easy. 

Buy  a  lot  for  your  boy. 

600  buyers  now. 

Want  600  more. 

No  bad  lots. 

The  crowd  that  follows  gets  the 
skimmed  milk. 

Buy  before  prices  go  higher. 


Our  reasons  are  resistless. 

Choose  now. 

Settle  later. 

Courteous  treatment  to  all. 

Don't  wait  a  single  day. 

All  objectionable  features  elimi- 
nated. 

Every  buyer  is  delighted. 
The  prices  are  low. 
Nothing  misrepresented. 
Most    attractive    lots    on    the 
market. 

Salesmen  on  the  property  every 
day. 

Refinement  assured. 

Improvements  made  entirely 
without  cost  to  purchaser. 

Prices  will  suit  you. 

Terms  to  suit  everybody. 

Nothing  like  this  anywhere. 

Easily  and  quickly  reached. 

Every  sale  makes  a  friend. 

Don't  take  what's  left. 

Get  the  cream. 

Priority  in  selection  means  dol- 
lars to  you. 

Optimists  and  pessimists  can  be 
shown. 

You'll  not  be  talked  to  death. 

We  anticipate  the  early  oppor- 
tunity of  showing  you. 

Enjoy  a  little  outing  at  our  ex- 
pense. 

No  taxes  or  interest  to  pay. 

No  payments  while  sick. 

Terms  are  not  difficult. 

Money,  labor,  brains  and  en- 
gineering skill  are  now  being  lav- 
ished to  develop  this  marvelous 
and  mammoth  addition. 

All  free  to  the  home  builder. 

You'll  have  nothing  to  wait  for. 

Have  you  been  there? 


82 


THE   REAL   E  S  T  A  T-E 


Have  you  talked  to  any  one  who 
has? 

The  10  percent  of  your  salary 
plan. 

We  don't  claim  to  sell  the  best 
lots  in  the  world,  but  the  best  lots 
at  the  price. 

Every  one  wants  lots  that  lie 
.high,  smooth,  slightly  rolling. 

Every  lot  has  a  charming  view. 

You'll  never  buy  as  cheap  again. 

We  want  home  builders. 

We  don't  want  speculators. 

"The  suburb  Beautiful." 

The  quiet  dignity  of  our  property 
is  the  result  of  20  years  careful 
development. 

All  night  car  service  to  our 
property. 

We'll  expect  you  next  Saturday 
afternoon. 

"Buy  on  the  fringe  and  wait." 

The  wise  investor  will  attend  this 
sale. 

Two  weeks  old  and  half  sold. 

Listen  to  our  short  story  of 
facts. 

Dividend  producing  and  value 
increasing. 

Think  it  over  seriously. 

Act  wisely. 

Elaborately  laid  off. 

"Houses  of  merit"  on  lots  worth 
owning." 

This  sale  has  eclipsed  all  records, 
due  entirely  to  the  merits  of  the 
property. 

Buy  a  protected  home  site. 

We  have  300  home  sites  to  be 
sold  before 19 — . 

This  means  freedom  for  300 
people — 300  rent  payers. 

IvOts  sold  like  hot  cakes  last  week. 

"At  the  top  of  the  Hill." 

A  money-making  subdivision. 


Dame  Fortune  knocks  at  your 
door  and  shouts. 

The  price  of  every  lot  within 
reach  of  a  modest  purse. 

High. 

Dry. 

Smokeless. 

The  number  of  lots  limited. 

The  time  is  next  Saturday  after- 
noon. 

They  won't  last  all  afternoon. 

Be  on  the  grounds  at  one  o'clock. 

The  new  foundation  for  a  home 
is  a  good  Building  lot. 

Why  not  begin  on  that  home 
foundation  now. 

Join  our  regular  Saturday  ex- 
cursion. 

Inspect  this  incomparable  prop- 
erty. 

Watch  for  opening  date. 

Wait  for  opening  date. 

Imposing  entrance. 

Restrictions  that  protect. 

Living  is  worth  while  when  you 
know  how  to  live. 

No  interest. 

No  taxes. 

No  landlord. 

The  health  of  any  section  is 
safe-guarded  by  a  perfect  sewer 
system. 

Every  lot  level. 

Pick  out  your  lot  and  bring  us 
the  tag. 

Improvements  are  being  pushed 
and  lots  are  selling  fast. 

One  ($1.00)  dollar  starts  your 
account  and  interest  allowed. 

We  have  the  best  architects. 

You  can  have  your  own  architect. 

You  can  have  your  own  builder. 

We  will  finish  the  proposition 
to  suit  your  convenience. 

Destiny  has  decreed  the  growth 
of northward. 


BROKER'S   CYCLOPEDIA 


83 


Destiny  has  marked  out  a  bril- 
liant future  for  our  subdivision. 

J.  Gould's  statement  of  building 
up  by  this  means : 

"Don't  wait  for  the  best. 

Because  you  will  never  find  it. 

Look  for  something  that  ap- 
pears well. 

And  then  invest  quickly. 

Don't  wait  to  see  if  it  pans  out. 

You  will  have  to  pay  the 
premium  and  will  have  lost  the 
big  advance  in  values. 

You  must  make  money  on  your 
own  judgment,  rather  than  on 
demonstrated  facts." 

Our  property  is  practically .  a 
virgin  field  for  investment. 

Little  by  little  are  your  pay- 
ments made. 

Liberal  inducements  to  prompt 
purchasers. 

Verify  these  statements. 

You  will  be  interested  by  our 
credit  inducements. 

An  investment  of  five  ($5.00) 
dollars  a  month  means  the  founda- 
tion of  your  future  success. 

No  frowning  walls  will  ever  rise 
above  our  property  to  shut  put 
your  sunlight  and  pure  air. 

The  millionaire  cannot  get  any 
better  air  or  purer  water,  or  better 
health  than  the   POOR  MAN   at 

Bring  your  lunch. 

Coffee  served  free. 

Buy  a  pair  of  lots,  make  a  small 
payment  down — agree  to  make 
monthly  payments,  if  you  die 
before  the  lots  are  paid  for,  we  will 
present  a  Warranty  Deed  to  your 
lieirs  without  further  payments. 

Either  buy  or  forget  it. 

The  peer  of  all  shore  resorts. 


Go  out  and  see  this  marvelous 
development. 

Go  out  and  see  this  mammoth 
subdivision. 

Every  lot  has  perfect  natural 
drainage. 

Better  act  quickly  before  some 
one  else  does. 

Brisk  business  must  inevitably 
follow  this  ad. 

Busy  people  like  our  prompt 
business  methods. 

Be  sensible  and  now  is  a  time 
to  exercise  your  sense. 

Business  can  never  stay  away 
from  such  great  values. 

Be  on  hand  tomorrow  and  see 
what  little  money  can  do. 

It  is  wonderful  what  a  loud  noise 
a  dollar  makes  these  days. 

Cash  speaks  with  a  tongue  so 
eloquent  that  when  it  speaks  all 
other  orators  take  a  back  seat. 

The  quick .  sale  of  400  lots  is 
simply  an  expression  of  the  pub- 
lic's confidence  in  our  property. 

8.    General   Real    Estate. 

(SUGGESTIONS  AND  HEAD- 
LINES.) 

We  appreciate  your  liberal  pat- 
ronage. 

Bring  your  friends  with  you. 

Send  for  booklet  of  facts. 

Large  demand  for  houses. 

Money  in  bank  or  real  estate. 

Which? 

Put  up  "For  Sale"  signs. 

You  may  find  a  tenant  or  buyer 
some  day. 

Put  your  property  on  our  list. 

We  have  hundreds  just  ready 
to  move  or  buy. 

We  close  deals  promptly. 

Nearly  everybody  who  passes  a 
renting  or  selling  sign  is  NOT 
interested. 


84 


THE   REAL  ESTATE 


If  property  can  be  mortgaged, 
we  can  mortgage  it. 

Buy  property  where  the  property 
must  increase  in  value  and  buy 
where  it  is  to  the  interest  of  the 
SELLER  to  have  that  property 
grow  in  value. 

The  first  thing  to  do  before 
making  an  investment  in  real 
estate  is  to  determine  where  the 
people  want  to  live  then  buy 
before  they  reach  there. 

For  investment  in  Real  Estate 
never  buy  where  conditions  are 
complete. 

Buy  real  estate  where  there  is  a 
FUTURE. 

You  will  always  find  it  more 
profitable. 

Saving  alone  will  not  make  you 
rich  but  saving  and  investing  will. 

The  one  absolutely  safe  invest- 
ment is  real  estate. 

Real  Estate  cannot  be  burned, 
stolen  or  destroyed. 

Financial  storms  rarely  effect 
real  estate. 

Invest  in  something  which  you 
can  stand  on  and  call  your  own. 

Railroad  bonds  are  not  Rail- 
roads. 

Real  estate  mortgages  are  not 
city  office  buildings. 

Real  Estate  First  Mortgage 
Bonds  are  not  city  or  suburban 
lots. 

When  money  is  working  over- 
time the  price  of  money  goes  up 
(grows)  and  stocks  down. 

Money  well  invested. 

Values  that  convince. 

Opinions  cannot  change  facts. 

Enjoy  the  splendid  view. 

A  home  or  just  a  place  to  stay. 

Money  talks. 


Growth  is  like  water. 

It  goes  along  the  line  of  least 
resistance. 

Buy  where  it  is  for  the  interest 
of  the  seller  to  have  the  property 
grow. 

Buy  and  hold. 

Be  master  of  your  own  invest- 
ment. 

A  solid  foundation  for  the  future. 

Words  are  far  too  inadequate. 

Your  satisfaction  is  our  success. 

Trade  your  landlord  for  a  home 
of  your  own. 

A  sale  for  you. 

How  money  grows. 
■  Spent  money  never  returns. 

Paying  rent. 

Man  works. 

Woman  saves. 

A  fine  start  for  boys  and  girls. 

A  mammoth  subdivision. 

A  marvelous  development. 

What  does  this  all  mean? 

Go  within  the  next  24  hours. 

What  we  predicted. 

LAST  CALL! 

What  we  have  done. 

"Magnum  Opus"  ends. 

A  GLORIOUS  FINALE. 

"Magnum  Bonum"  done. 

A  golden  opportunity. 

Your  dollars  will  double. 

Seize  the  occasion. 

A  quick  sale. 

The  sure  way. 

Keep  in  mind. 

Values  sure  to  double. 

Values  can't  help  but  double. 

Values  are  going  to  double. 

That  is  a  foregone  conclusion. 

Two  sources  from  which  to  draw. 

Your  last  chance. 

Don't  forget. 

No  interest. 

No  interest  to  pay. 


BRO  K  ER' S   CYCLOPEDIA 


85 


No  taxes  to  pay. 

No  assessments  to  pay. 

No  grading  to  pay  for. 

No  cement  sidewalk  to  lay  or 
pay  for. 

No  shade  trees  to  plant. 

Cash  discount. 

$1.00  a  week,  "That's  Surely 
Easy." 

POSITIVELY. 

PREMIUMS. 

Stop  buying  gasoline  for  your 
landlord. 

Delays  pay  no  dividends. 

Bring  your  neighbor  with  you. 

Go !     See  for  yourself. 

Safe  as  Government  Bonds. 

Savings  create  WEALTH. 

Sit  on  a  front  porch  of  your  own. 

Sale  NOW  going  on. 

Sit  by  your  own  fire  side. 

Save  your  savings  safely. 

Money  grows  night  and  day. 

Put  your  savings  to  work. 

One  dollar  down  "That's  all." 

Buy  today. 

Pay  later. 

Pure  air. 

Pure  water. 

Lots  of  sunshine. 

Good  drainage. 

Shade  trees. 

Cement  sidewalks. 

Good  neighbors. 

Good  churches. 

Good  schools. 

Good  stores. 

High  and  dry. 

Low  prices. 

Easy  payments. 

Macadam  streets. 

Guaranteed  title  free. 

No  taxes  for  three  years. 

Growing   population. 

Values  are  sure  to  double. 


New  car  lines. 

Large  demand  for  houses. 

Extensive  house  building  going 
on. 

More  money. 

More  money  has  been  coined  by 
wise  investments  in  real  estate 
than  any  other  organization. 

Far  better  than  bonds. 

Real  Estate  is  a  far  better  in- 
vestment than  United  States  Gov- 
ernment Bonds  or  British  Consuls, 
because  it  not  only  yields  double 
the  income,  but  the  principal  itself 
keeps  on  augmenting  in  value  with 
successive  years. 

Real  Estate  investments  can 
safely  bid  defiance  to  all  rascals 
and  defaulters. 

The  most  successful  men  in  the 
country  will  tell  you  that  the  way 
to  make  money  honestly,  surely  and 
safely  is  via  the  Real  Estate  Route. 

It  is  the  basis  of  all  values. 

From  it  all  wealth  has  come  and 
on  it  all  wealth  remains  and  all 
capital  utilized. 

To  live  in  a  home  of  your  own  is 
real  independence. 

It  elevates  your  standing  in  the 
community  when  you  own  your 
own  home. 

You  who  think  that  only  the 
rich  can  afford  to  own  their  own 
homes  are  mistaken.  It's  really 
just  as  easy  to  own  your  own  home 
as  it  is  to  pay  rent. 

By  owping  your  own  home  you 
become  your  own  landlord. 

You  can,  if  you  will. 

Your  dollars  will  double. 

Foresight  means  "Save  and  In- 
vest your  Savings  in  Real  Estate." 

Hindsight  means  "Don't  save 
and  die  poor  as  "jobs'  Turkey." 


86 


THE   REAL   ESTATE 


Can  a  home  be  entirely  sweet,  if 
it  has  rent  receipts  for  a  founda- 
tion? 

Buy  on  the  fringe  and  wait. 

Railroad  securities  are  manipu- 
lated and  fluctuate  with  the  wind. 

Buy  either  Real  Estate  or  Real 
Estate  Mortgages  and  consider 
them  your  best  asset. 

Do  as  the  Astor's  did.  "Buy 
on  the  fringe  and  wait." 

Great  fortunes  will  be  made 
during  the  next  ten  years. 

One  good  wise  investment  is 
worth  a  life  time  of  labor. 

The  possession  of  ready  money 
means  unhappiness. 

The  possession  of  good  Real 
Estate  growing  every  day  in  value 
means  happiness,  contentment,  and 
a  joy  forever. 

STOP. 

Think  and  be  conservative. 

The  man  with  an  eye  for  profits. 

What  you  do,  do  today,  as  to- 
morrow never  comes. 

DOLLARS. 

Not  the  DOLLARS  YOU  GET 

But  the  DOLLARS  YOU  HOLD 

That  eases  Life's  BURDENS 

When  you  are  OLD. 

Buy  Real  Estate. 

Whether  you  want  it  for  a  home 
or  an  investment,  you  can  do 
nothing  wiser. 

If  you  own  good  Real  Estate 
you  can  afford  to  laugh  at  financial 
panics  and  hard  times. 

The  more  of  it  you  own  the  less 
terror  a  period  of  industrial  de- 
pression will  have  for  you. 

Ownership  of  good  Real  Estate 
gives  you  a  sense  of  security  that 
no  other  investment  can. 


It  may  also  give  you  immense 
profits. 

Nothing  short  of  a  great  con- 
vulsion of  nature  can  destroy 
Real  Estate,  but  there  are  a  thous- 
and and  one  agencies  which  tend 
to  increase  it's  value. 

Own  your  own  home. 

The  effort  and  self-denial  neces- 
sary in  paying  for  your  own  home 
will  make  you  a  stronger  man. 

When  you  own  it  you  will  be  a 
better  husband,  a  better  father  and 
a  better  citizen. 

But  in  saving  for  a  home  it  is 
not  necessary  or  wise  to  neglect 
other  opportunities  for  profitable 
investment. 

Make  money  in  other  Real  Es- 
tate, for  instance,  and  you  can  pay 
for  your  home  all  the  sooner. 

Buy  Real  Estate  .wisely. 

You  don't  have  to  have  a  Bank 
Roll  to  own  a  home  of  your  own. 

Individual  millionaires  either  buy 
Real  Estate  or  Real  Estate  Mort- 
gages and  consider  them  their  best 
asset. 

GO! 

vSEE! 

INSPECT! 

INVESTIGATE! 

Happy  and  contented  is  the  man 
who  sits  on  a  front  porch  of  his 
own  and  lives  under  his  own  roof. 

When  you  buy  Real  Estate  buy 
it  in  the  trend  of  the  city's  surest 
and  most  rapid  growth. 

90  percent  of  the  successful  men 
in  the  United  States  have  laid  the 
foundations  of  their  fortunes  by 
Real  Estate  investments. 

A  safe  sound  investment. 

The  wife  and  the  home. 


BROKER'S   CYCLOPEDIA 


87 


Wife  and  home  man's  greatest 
blessing. 

We  can't  help  you  get  a  good 
wife. 

But  we  can  help  you,  get  a  good 
home. 

People  of  reasonable  means. 

City  business  and  suburban 
peacefulness  make  a  happy  combi- 
nation. 

Secure  your  location  now. 

Get  out  of  the  old  rut. 

A  bit  of  nature. 

No  room  for  doubt. 

May  we  prove  every  assertion 
by  showing  you  the  property. 

What  you  shall  be  tomorrow 
depends  upon  what  you  do  today. 

The  opportunity  bell  is  now 
ringing. 

Firmly  imbedded  upon  a  sound 
and  well  established  commercial 
basis. 

Your  investigation  will  sub- 
stantiate every  claim  we  make. 

If  requested,  a  descriptive  book- 
let will  be  sent  you. 

Note  the  character  of  improve- 
ments. 

Cheap  propositions  are  poor  in- 
vestments. 

A  home  is  the  "Measuring  Line" 
of  a  man's  business. 

Buy  a  home  that  is  compatible 
with  your  position  and  in  harmony 
with  your  profession. 

The  home  that  sells  quickly  is 
the  home  that  incorporates  features 
that  the  man  and  wife  might  over- 
look and  not  think  about. 

Your  interest  is  ours. 

Will  you  investigate? 

Our  personal  reputation  behind 
each  contract. 

Our  Great  Free  Home  Offer. 

Buying  real  estate  is  no  gamble. 


Get  the  home  building  spirit. 

We  are  dete: mined  to  give  ■  he 
biggest  value  for  the  least  m'oney. 

A  magnificent  home  at  a  sur- 
prisingly low  price. 

In  no  other  city  are  Real  Estate 
values  so  high. 

Ten  fat  years  have  canceled 
mortgages  by  the  square  mile. 

Aren't  you  tired  of  pouring  your 
money  into  a  HOLE  with  a  land- 
lord at  the  other  end  ? 

Real  Estate  cannot  be  blown 
away  by  a  cyclone. 

Population  makes  Real  Estate 
values. 

Real  Estate  is  the  steadiest  thing 
on  earth. 

Real  Estate  values  can't  be 
watered.  • 

A  deed  for  one  lot  can't  be  made 
over  into  a  deed  for  20  lots. 

A  financial  panic  can't  possibly 
destroy  a  city  lot. 

As  your  neighbor's  lot  across 
the  street  increases  in  value  your 
lot  advances  iti  value  also. 

Real  Estate  is  the  source  of  all 
wealth. 

Real  Estate  is  the  BACKBONE 
of  all  safe  investments. 

Real  Estate  values  add  up  higher 
than  big  dividends. 

A  Real  Estate  investment  is  as 
SAFE  as  a  Government  Bond. 

SAFER  than  National  Banks. 

Values  in  Real  Estate  about 
any  great  growing  city  will  never 
come  to  a  STOP  until  the  popula- 
tion of  tliat  city  comes  to  a  FULL 
STOP. 

When  population  doubles,  Real 
Estate  values  quadruple. 

Your  deed  to  a  piece  of  Real 
Estate  cannot  be  destroyed  by  a 
panic. 


88 


THE  REAL  ESTATE 


Our  booklet  tells  the  fascinating 
story  in  full. 

Ownership  of  Real  Estate  makes 
good  Business  Ballast. 

Ownership  of  Real  Estate  stiffens 
the  vertabrae. 

Ownership  of  a  home  sweetens 
the  love  of  wife  and  children. 

Ownership  of  home  enables  you 
to  look  trouble  square  in  the  eye. 

You're  not  a  free  man  if  you 
don't  own  Real  Estate. 

The  average  house  renter  pays 
for  his  home  every  eight  years  and 
the  landlord  still  owns  it. 

To  live  in  a  "Home  that  is  all 
your  Own"  is  real  independence. 

Every  rent  payer  helps  the 
landlord  on  to  wealth  and  himself 
on  to  poverty  at  the  same  time. 

The  goal  of  every  rent  payer's 
ambition  should  be  a  home  of 
his  own." 

Real  Estate  is  the  basis  of  all 
wealth. 

Real  Estate  investments  build 
fortunes. 

Living  under  your  own  roof 
makes  you  independent. 

Sitting  on  a  front  porch  of  your 
own  gives  you  enjoyment. 

Warming  your  feet  on  the  fender 
of  your  own  fireside  brings  com- 
fort. 

Ownership  of.  Real  Estate  cre- 
ates a  feeling  of  personal  independ- 
ence. 

It  is  folly  to  pay  rent. 

Don't  pay  rent  any  longer  un- 
less you  have  money  to  burn. 

A  "Home  of  your  Own"  and  the 
fight  is  half  won. 

Paying  rent  destroys  independ- 
ence. 

Paying  rent  ruins  the  incentive 
to  improve  property. 


The  Home  Owner  is  an  Optimtist. 

The  solidity  of  Real  Estate 
values  is  the  wonder  of  the  Real 
Estate  world. 

The  heights  of  any  city  eventual- 
ly becomes  it's  best  residence 
district. 

The  homes  in  the  lowlands  soon 
give  way  to  the  march  of  railroads 
and  commercialism. 

Count  the  number  of  years  that 
you  have  paid  rent  and  you  will 
see  that  you  might  have  owned 
your  own  Home. 

vSit  down  and  give  us  a  chance 
to  tell  you  our  story. 

Sit  right  down  now. 

Not  tomorrow. 

Tomorrow  ruined  Napoleon. 

Today. 

Now. 

This  minute. 

A  pen  full  of  ink. 

A  postal  card. 

A  minutes  time  may  bring  you 
a  fortune. 

Isn't  it  worth  while? 

We  are  most  careful  of  details. 

Make  your  own  comparisons. 

Feast  of  facts. 

Our  motto  is  to  tell  you  how 
to  save  and  invest  your  money. 

The  most  spectacular  land  slide 
in  prices  of  Real  Estate  ever  re- 
corded. 

Nothing  like  it  was  ever  heard  of 
before  in  Real  Estate  history. 

Almost  confuses  the  mind. 

Makes  you  almost  dizzy  to  think 
of  it. 

It  makes  us  mighty  proud. 

Come  out  early  and  avoid  dis- 
appointment. 

Our  sole  aim  is  to  build  the  best 
home  regardless  of  price. 

In  building  a  home. 


BROKER'S   CYCLOPEDIA 


89 


Quality  of  material  is  the  first 
thing  insisted  upon. 

You'll  be  tremendously  im 
pressed  by  investigating  at  once. 

It's  easy  enough  to  Buy  a  home 
if  you  know  how. 

Real  Estate  evidence  that  proves 
something. 

Doubters  may  question  our  judg- 
ment. 

There  is  no  better  class  of  people 
anywhere. 

What  more  can  you  ask? 

Every  month's  delay  means  an- 
other month's  rent. 

A  logical  place  for  your  Home. 

Real  homes  for  Real  people. 

Houses  going  up. 

Property  values  constantly  in- 
creasing. 

The  wise  man  invests  in  Real 
Estate. 

Back  on  the  job. 

Our  proposition  bears  the  Sea 
of  Approval. 

Our  proposition  is  a  Winner. 

Have  you  the  foresight  to  take 
the  advantage  of  this  opportunity? 

Will  be  glad  to  show  you  this 
property,  any  day  and  any  hour 
convenient  to  you. 

The  wise  investor  searches  for 
real  bargains  in  Real  Estate. 

Startling  but  true. 

All  uncertainties  eliminated. 

Uniformity  in  appearance. 

Let  us  explain  our  "Rent 
Money"  Home  Building  Plan. 

Excellent  educational  advant- 
ages. 

Covered  with  stately  trees. 

Watch    for    future    announce- 
ments. 

All  sorts  of  wealth  takes  wings 
except  Real  Estate. 


Money  invested  in  Mother  Earth 
can't  depreciate. 

Every  married  man  living  should 
strive  to  own  a  home. 

Chase  your  dollars  into  good 
Real  Estate. 

Own  a  little  piece  of  earth. 

You  made  a  mistake  last  season. 

The  coming  home  spot. 

Buying  Real  Estate  is  a  sub- 
stantial satisfaction. 

Advance  sale  at  initial  prices. 

Restricted  property  gives  per- 
manent values. 

"Wake  Up"  says  opportunity. 

One  good  investment  is  better 
than  a  lifetime  of  saving. 

Go  thou  and  do  likewise. 

A  pessimistic  attitude  is  bound 
to  keep  you  poor. 

There  is  no  safer  investment  than 
active  growing  Real  Estate. 

Facts  that  are  convincing. 

Opinions  are  not  always  facts. 

Opinions  never  change  facts. 

Facts  can  change  opinions. 

Have  you  decided. 

The  comfort  of  having  money  is 
exceedingly  increased  if  you  know 
that  it  is  safely  invested. 

Some  properties  fight  shy  of  the 
searchlight. 

The  value  of  an  opportunity 
lies  in  its  acceptance. 

Our  property  meets  the  demand 
of  cultured  and  refined  people. 

Here's  some  news  you'll  be  glad 
to  hear. 

We  will  select  a  lot  for  you,  on 
honor. 

Values  rise  only  were  building 
is  in  progress. 

We  do  the  work. 

You  make  the  money. 

Rapid  transit  creates  and  multi- 
plies Real  Estate  values. 


90 


THE   REAL    ESTATE 


Startling  profits  insured. 

Read  the  Real  Estate  barometer 
intelligently. 

You  can  profit  greatly  by  getting 
all  the  facts. 

Do  not  waste  this  opportunity. 

Get  in  on  the  "Pioneer  Basis." 

We  make  no  claims  beyond  its 
merits. 

The  doorway  of  opportunity. 

Invest  your  dollars  where  the 
values  will  always  be  above  par. 

We  show  property  by  automo- 
bile. 

Come  with  us  and  get  a  square 
deal. 

Time  and  only  a  little  time  too, 
will  be  required  to  prove  the  truth 
of  this  statement. 

The  property  that  never  stops 
growing  in  value. 

No  other  investment  has  so 
many  possibilities. 

Prices  surprisingly  low. 

Terms  unusually  reasonable. 

None  so  wonderfully  profitable. 

A  fortune  awaits  you. 

Business  builders. 

Fortune  finders. 

Realty-mania  (a  craze  for  Real 
Estate.) 

Realty-phobia  (a  fear  of  Real 
Estate). 

Realty-mania  is  neither  sound, 
safe,  sane  or  healthy. 

Realty-phobia  destroys  confi- 
dence. 

Our  sales  have  been  simply 
stupendous. 

Buy  property  on  the  dustless 
side  of  the  street. 

Special  Mid-week  Sale. 

Every  living  person  spends 
SOME  money  uselessly. 

The  usual  courtesy  extended  to 
Real  Estate  Agents. 


The  time  to  buy  Real  Estate, 
or  anything  else,  is  when  you  find 
some  one  who  wants  to  sell. 

You  pay  the  money  back  like 
rent. 

You  not  only  become  your  own 
landlord,  butyou  gro\V  independent. 

There  is  a  time  to  cease  planning. 

There  is  a  time  to  act. 

Act  NOW — means  profit  here- 
after. 

We  have  a  quarter  of  a  million 
dollars  to  help  people  build  homes. 

We  don't  build  homes  to  sell. 

We  lend  the  money  to  you  so 
that  you  can  plan  a  home  accord- 
ing to  your  own  ideas,  and  save 
the  speculators  profits. 

Bring  your  plans. 

Select  the  lot  you  like  best. 

Make  a  reasonable  payment. 

We'll  furnish  the  cash  to  build 
your  home. 

You  employ  your  own  con- 
tractor, we  do  the  financing. 

The  most  discriminating  buyer 
can  find  what  he  wants  in  the 
elegant  building  sites  offered  in 
our  restricted  district. 

Our  property  can  be  carefully 
inspected  under  all  weather  condi- 
tions. 

Decidedly  different. 

Vastly  superior. 

Thoroughly  built. 

Splendidly  arranged. 

Rapidly  improving. 

An  evidence  of  growth. 

Don't  squander  your  dough. 

Consider  nothing  but  results. 

There  is  but  one  form  of  invest- 
ment which  makes  large  returns, 
an  absolute  certainty  and  that  is 
Real  Estate. 

The  men  who  get  rich  in  every 


BROKER'S   CYCLOPEDIA 


91 


city  are  the  men  who  buy  Real 
Estate  and  hold  it. 

If  you  want  your  money  to  make 
money  and  make  it  quick,  invest 
in  Real  Estate. 

Successful  Real  Estate  invest- 
ment is  not  speculation. 

Invest  your  money  in  Real 
Estate  where  improvements  are 
done  for  you  quicker  than  promised 

This  is  an  age  of  nerves  and  city 
life  is  responsible  for  it. 

Victory  perches  upon  our  ban- 
ner. 

Valuable  inducements  for  your 
consideration. 

Winning  prices. 

Buying  Real'  Estate  is  more 
profitable  than  the  money-sharks 
five  percent  a  month. 

An  investment  in  Real  Estate  is 
the  royal  road  to  wealth. 

Make  up  your  mind  to  invest  in 
Real  Estate. 

Make  up  your  mind  to  do  as  all 
successful  Real  Estate  investors  do. 

Make  up  your  mind  to  put  your 
money  where  it  is  safe. 

Make  up  your  mind  to  put  your 
money  where  it  is  sure. 

Make  up  your  mind  to  put  your 
money  where  it  will  earn  more 
money. 

Make  up  your  mind  to  put  your 
money  where  there  will  be  no 
saloons. 

Make  up  your  mind  to  buy  a 
home  where  there  are  no  undesir- 
able surroundings. 

Make  up  your  mind  to  buy  a 
home  where  there  will  be  no  shacks. 

a.     A  Home  of  Your  Own. 

The  only  solution  for  the  tene- 
ment evil  is  to  get  away  from  the 
.congested  districts. 


Get  away  from  the  center  of 
disease,   vice,  poverty  and  crime. 

The  pillars  of  any  community 
are  the  "Home  Owners." 

Effects  are  never  without  cause. 

The   people   of are 

beginning  to  realize  that  fresh  air, 
pure  water,  the  glorious  sunshine, 
cool  breezes,  good  health,  and  a 
spot  of  natural  earth  upon  which 
to  tread,  is  more  valuable  and  more 
important  than  breathing  the  nau- 
seous gases  of  the  down-town 
congested  districts. 

The  time  to  get  out  of  the  con- 
gested districts  is  JUST  NOW. 

The  time  is  rapidly  approaching 
when  you  will  be  pushed  out. 

Greater —and —  must 

make  room  for  the  rapidly  increas- 
ing manufacturing  and  growing 
industries. 

Such  opportunities  as  are  now 
being  presented  to  the  wage-earn- 
ers, home  seekers  and  investors  at 

,    (The    "Home    Savings 

Bank"  Home  Sites)  will  NEVER 
be  offered  again. 

The  heights  of  any  city  eventual- 
ly become  it's  best  residence  dis- 
trict. 

The  homes  in  the  lowlands  soon 
give  way  to  the  march  of  railroads 
and  commercialism. 

b.     How  Growth  Affects  Values. 

As  population  grows  the  value 
of  Real  Estate  must  increase. 

The  man  who  buys  a  well 
located  lot  and  erects  a  home 
thereon,  not  only  saves  his  rent, 
but,  without  additional  effort  on 
his  part,  is  worth  more  money 
every  day  that  dawns,  every  week 
that  ends,  and  every  year  that 
comes. 


92 


THE   REAL   ESTATE 


He  can't  help  adding  to  his 
estate. 

His  neighbors  build  and  the 
population  increases. 

The  city  grows  and  becomes  a 
greater  business  and  manufactur- 
ing center,  and  all  those  tend  to 
enrich  the  Home  Owner. 

Don't  be  a  Rent-Payer  any 
longer. 

Take  off  the  ball  and  chain,  give 
your  wife  and  child  a  home  they 
can  call  their  own. 

Don't  wait  another  moment. 

Any  person  who  is  able  to  pay 
rent  is  able  to  own  a  home  of  their 
own. 

Every   person   is   treated   alike. 

Rent  depletes  your  earnings, 
enlarges  and  fattens  the  landlords 
purse. 

With  your  rent  of  today  buy 
your  home  of  tomorrow. 

Don't  go  all  your  life  spending 
rent  on  a  temporary  dwelling. 

Which  do  you  prefer  a  landlord 
and  a  loaned  home,  or  land  and 
your  own  home? 

See  the  place  so  much  talked 
about. 

Where  is  the  money  you  invested 
in  rent  last  year? 

Trade  your  landlord  for  a  home 
of  your  own. 

Does  your  landlord  weigh  heavy 
on  your  mind? 

There  is  only  one  thing  as  sure 
as  death,  and  that  is  taxes  and  the 
rent  collector,  if  you  live  in  a 
loaned  home. 

Don't  dig  into  your  purse  every 
month  for  rent  money. 

Owe  yourself  money. 

You  can  pay  a  debt  if  you  must. 

Why  not  be  in  debt  to  yourself? 


Select  your  home  and  then 
settle  down. 

The  man  who  neglects  to  pro- 
vide a  home  for  his  wife  and 
family  usually  has  a  loyal,  loving, 
devoted  wife,  who  takes  in  washing. 

The  man  who  blazes  the  way  is 
on  the  ground  first. 

The  path  of  home  ownership 
leads  from  our  office  to  the  door 
of  thousands  of  appreciative,  happy 
families. 

c.     Seven  Important  Questions.     . 

Before  investing  in  a  home  of 
your  own  or  before  buying  any 
kind  of  Real  Estate,  ask  the  fol- 
lowing questions,  viz: 

1.  Is  the  property  well  located. 

2.  Is  it  accessible? 

3.  Is  it  properly  restricted? 

4.  Is  it  highly  improved? 

5.  Is  it  correctly  priced? 

6.  Are  the  terms  inviting? 
7'     Is  the  title  perfect? 

Apply  business  judgment  to  your 
purchase  of  a  home. 

Buy  Real  Estate  with  a  magical 
growth. 

Investing  in  Real  Estate  is  just 
like  sowing  dimes  and  reaping 
dollars. 

Money  begets  money. 

Money  makes  all  things  possible. 

Money  gives  you  the  greater  for 
good  in  this  world. 

Remember — 

The  wise  man  alone  saves  his 
money,  and  invests. 

Ex-President  Roosevelt  says : 
"Every  person  who  invests  in  well 
selected  Real  Estate  in  a  growing 
section  of  a  prosperous  community, 
adopts  the  surest  and  safest  method 
of  becoming  independent,  for  Real 
Estate  is  the  basis  of  all  wealth." 


BROKER'S  CYCLOPEDIA 


93 


"No  investment  on  earth  is  so 
safe,  so  sure,  so  certain,  to  enrich 
its  owner  as  undeveloped  realty. 

I  always  advise  my  young  friends 
to  place  their  savings  in  realty 
near  some  growing  town. 

There  is  no  such  savings  bank 
anywhere." 

Andrew  Carnegie  says:  "The 
wise  young  man  or  wage  earner  of 
today  invests  his  money  in  Real 
Estate." 

A  residential  city. 

An  educational  center. 

Many  a  man  has  been  poor  all 
his  life  because  he  was  a  "Doubting 
Thomas." 

"Every  man  has  the  desire  to 
be  well  off,  but  few  have  the 
effective  desire  of  accumulation." 
(John  Stewart  Mills.) 

Get  your  pencil  and  some  paper 
and  figure  up  how  much  rent  you 
have  paid  since  you  were  married. 

Change  your  environment  if  you 
do  not  see  independence  ahead. 

Money  invested  in  Real  Estate 
is  absolutely  safe. 

One  price  on  all  property — that 
is  the  owner's  price. 

When  buying  from  us  you  deal 
direct  with  the  owner. 

Houses  and  lots  in  all  parts  of 
the  city  at  lowest  prices. 

A  square  deal  to  all — no  inflating 
in  values. 

Look  us  up  when  ready  to  buy 
or  rent. 

No  trouble  to  show  property. 

Come  in  and  let  us  show  you 
around  the  city. 

A  few  small  farms  close  to  town 
for  sale. 

Suitable  for  raising  chickens, 
fruits  and  truck. 


Farms  in  all  parts  of  the  county 
from  $25.00  per  acre  up. 

One  that  should  instantly  appeal 
to  every  man  of  a  family. 

It  has  been  predicted  that  in 
1950  the  United  States  will  have 
a  population  of  200,000,000  people 
(Two  Hundred  MilHon). 

We  have  told  you  about  it's 
wealth. 

We  have  told  you  about  it's 
phenomenal  and  unchecked  growth 

A  lost  opportunity  is  often  like 
the  year — it  never  returns. 

Our  proposition  appeals  to  con- 
servative people  of  moderate 
means. 

Houses  alone  cannot  grow  in 
value. 

Locations  can  and  do. 

Location  is  the  foundation  of  all 
home  values. 

Distance. 

Direction. 

Prices  unmatchable. 

Its  near. 

Its  high. 

Its  dry. 

Its  beautiful. 

Its  cheap. 

Its  ideal. 
d.     You  Have  Dreamed  of  a  New 
Home  of  Your  Own. 

A  home  with  a  screened  porch. 

A  home  with  a  vestibule. 

A  home  with  a  recess  for  the 
refrigerator. 

A  home  with  electric  lights. 

A  home  with  hardwood  floors. 

A  home  with  windows  in  the 
closets. 

A  home  with  a  man's  size  bath 
tub. 

A  home  with  a  furnace. 

A  home  with  a  cheerful  grate. 

A  home  with  a  roomy  lot. 


94 


THE   REAL   ESTATE 


A  home  with  a  nice  clipped  lawn. 

A  home  with  some  flower  beds. 

A  home  with  a  few  good,  old 
forest  trees. 

A  home  with  a  nice  little  garden. 

Now  is  the  time  to  make  your 
dream  come  true. 

See  our  property  today. 

A  lot  is  one  thing. 

A  home  site  is  another. 

We  sell  home  sites. 

Use  your  good  judgment  and 
estimate  the  future  by  the  past. 

There  is  nothing  to  lessen  divi- 
dends on  this  gold  edge  investment. 

Population  forces  values  up. 

Newcomers  can  find  exclusive 
home  environments. 

We  apologize  for  the  weather 
man's  performance  to  date. 

Mr.  Home  Builder,  suppose  we 
get  acquainted. 

A  few  fortunes  have  been  made 
and  are  still  being  accumulated 
through  judicious  investment  in 
suburban  real  estate. 

Remember  we  are  not  offering 
mansions  in  the  skies,  but  good 
substantial  real  estate,  strictly 
on  its  merit. 

Pay  your  money  and  take  your 
choice. 

Live  where  you  can  enjoy  living. 

Buy  a  two-family  house,  the  one 
for  a  home  and  the  other  for  an 
income. 

Start  on  the  royal  road  to  for- 
tune. 

By  buying  now  you  act  with 
wisdom. 

Be  wise  and  grasp  this  given 
opportunity. 

THINK  WHAT  THIS  MEANS. 

The  future  of  this  grand  resi- 
dential section  is  assured. 


The  opportunity  is  irresistible. 

Certainly  you  can  build,  save 
money,  land  will  do  the  rest. 

You  can't  accumulate  a  com- 
petence on  labor  alone. 

A  wise  man  will  not  hoard  his 
savings  in  a  stocking. 

Speculation  eliminated. 

Exceptional  profits  assured. 

Bankers  and  financiers  pro- 
nounce our  plan  the  newest  and 
most  valuable  thought  of  this 
generation. 

The  reason  WHY! 

There  is  always  a  reason  WHY. 

There  is  a  reason  why  you 
should  buy  Real  Estate. 

Real  Estate  is  a  part  of  the 
Earth  itself. 

The  size  of  the  earth  never 
increases. 

The  number  of  people  do. 

Need  for  Real  Estate  is  always 
increasing. 

Increase  in  population  make 
values. 

Increase  in  population  makes 
the  price. 

No  increase  in  supply. 

Increase  in  demand. 

Look  about  you  and  see  who  has 
made  the  big  money. 

Look  about  you  and  see  what 
the;^  made  it  out  of. 

Discriminating  buyers  are  pick- 
ing up  these  properties. 

Far-sighted  investors  are  busy. 

The  views  are  superb. 

The  drainage  excelled. 

Mere  words  are  inadequate  in 
the  description. 

The  attractions  of  the  country 
are  combined  with  the  luxuries  of 
the  city. 

The  combination  is  charming. 


BROKER'S   CYCLOPEDIA 


95 


The  approach  to  our  property  is 
ideal. 

Other  homes  are  built  and  build- 
ing. 

The  view  of  mountain,  valley 
and  city  enticing. 

The  air  pure  and  invigorating. 

The  sunshine  glorious  and  per- 
petual. 

A  home  that  can  be  made  a 
bower  of  beauty. 

The  heart  of  every  good  man 
and  woman  yearns  for  a  home. 

"A  dollar  wisely  invested  is  more 
than  a  dollar  saved." 

The  very  name  is  indicative  of 
its  charming  location. 

The  name  suggests  a  veritable 
park. 

The  location  commands  a  mag- 
nificent view  of  the  city,  mountain, 
valley,  lake  reaching  to  the  very 
horizon. 

Symmetrical  shade  trees  lining 
its  broad  avenues. 

Green  swards  surround  its  beau- 
tiful bungalows. 

Its  cottages  are  neat  and  tastily 
designed. 

Fragrant  flowers  blossoming  in 
its  door  yard. 

Happy  families  gathered  in  its 
parlors. 

Soft,  sweet  music  fills  the  air 
with  matchless  melody. 

A  place  filled  with  hallowed 
influences. 

It  suggests  home,  in  its  fullest 
and  sweetest  significance. 

It  means  the  genial  companion- 
ship of  friends  and  neighbors. 

The  community  is  cultured. 

The  community  is  intelligent. 

The  transportation  problem  has 
been  solved. 


"One  good  investment  is  worth 
a  life  time  of  toil." 

Offers  the  best  natural  advan- 
tages. 

Seldom  does  it  occur. 

If  you  see  the  property  you'll  buy. 

It  cannot  fail  to  impress  you. 

Lay  the  foundation  of  success 
today.  ' 

This  investment  is  within  your 
means. 

In  the  heart  of  extensive  develop- 
ment, and  improvement. 

The  truth  under  oath. 

What  others  can  do  you  can  do 
as  well  and  even  better. 

The  soil  is  rich  and  will  produce 
prolifically  all  garden  truck  and 
fruit. 

"The  City  lies  Below." 

Safety  should  be  determined. 

Then  profits. 

Safety  is  ascertained  by  the 
character  of  assets. 

Real  Estate  bought  right,  with 
permanent  improvements,  is  as 
good  as  gold. 

Unmatchable  bargains. 

Money  is  the  moving  power  of 
the  universe. 

Men  toil. 

Men  scheme. 

Men  wear  their  lives  away  to  get 
money. 

But  to  invest  it  wisely  is  the 
hardest  proposition  of  all. 

One  way  to  make  money. 

One  sure  way  to  make  money. 

Come  to  our  city. 

Bring  your  family  here. 

Concentrate  your  energy  here. 

Choice  residence  property  our 
specialty. 

Get  a  grip  on  life. 

Leave  your  finger  prints. 

Show  others  you  have  been  there. 


96 


THE   REAL   ESTATE 


Get  in  on  the  ground  floor. 

Every  lot  a  lawn. 

It's  really  a  cinch. 

Extraordinary  chance. 

No  such  chance  again. 

Safe,  sure  and  rapid. 

Rare  opportunity. 

Grounds  cannot  be  excelled. 

Only  years  and  great  wealth  can 
duplicate  this. 

Choice  revenue  producing 
property. 

Weigh  the  statement  of  facts. 

Get  the  bearings  of  your  own 
personal  future  fortune. 

Investigate  first  then  invest. 

The  first  purchase  of  Real  Es- 
tate is  the  first  step  to  indepen- 
dence and  fortune. 

Don't  live  in  a  flat  and  go  crazy. 

Passed  the  stage  of  doubt. 

No  possibility  of  depreciation. 

A  home  site  of  exceptional 
beauty  and  merit. 

A  revelation  to  particular  home- 
seekers  and  careful  investors. 

Your  own  judgment  will  tell 
you  that  it  is  the  richest,  the  safest, 
the  surest  residential  realty  that 
was  ever  your  good  fortune  to  face. 

Land  is  what  increases  in  value. 

When  you  buy  a  lot  buy  a  big 
one. 

"Homes  of  quality." 

Choose  wisely. 

Buy  on  easy  payments. 

While  completing  your  payments 
your  property  may  double  or 
quadruple  in  value. 

Prices  will  never  be  lower. 

The  man  who  owns  land  is  a 
King. 

Transportation  locates  centers. 

Buy  at  the  center  or  at  the 
circumference. 

If  you  buy  at  the  center  buy  as 


close  as  possible  to  the  unloading 
area. 

If  you  buy  at  the  circumference 
select  the  point  from  which  you 
can  reach  the  unloading  area  the 
most  quickly  and  the  most  com- 
fortably. 

Increase  in  Real  Estate  values 
moves  ahead  as  steadily  as  the 
days  and  the  months. 

Never  slips  back. 

Never  records  a  lean  year. 
•  Always  shows  a  balance  on  the 
right  side. 

There  are  ten  thousand  oppor- 
tunities to  buy  Real  Estate  for 
investment. 

No  power  under  heaven  can 
keep  the  natural  increase  in  value 
down  to  ordinary  6  percent  interest. 

No  savings  bank  can  come 
within  rifle  shot  of  paying  the 
same  profits. 

Put  this  paragraph  in  your  hat 
and  think  it  over. 

Who  dare  say  that  realty  values 
will  not  increase? 

Money  judiciously  invested  in 
land  is  just  as  safe  as  money  de- 
posited in  a  savings  bank. 

Money  invested  in  Real  Estate 
grows. 

Savings  Bank  earnings  are  a 
picayune  in  comparison. 

Give  your  money  a  chance. 

We  invite  the  most  rigid  in- 
spection. 

We  urge  you  by  all  means  to  do 
so. 

The  most  wonderful  soil  in  all 
the  world. 

Quick  money  crops  for  the 
owner. 

Not  years  from  now  but  today. 

Buy  land. 

Better  than  life  insurance. 


BROKER'S   CYCLOPEDIA 


97 


Enjoy  continuous  profits. 

Events  are  moving  fast. 

Far  sighted  investors  realize  an 
imminent  boom. 

A  quiet  demand  has  swept  away 
acres  of  the  property. 

History  repeats. 

So  instantly  convincing. 

Make  your  rent  buy  your  home. 

Fertile  in  field  and  forest  yet 
wild  and  virgin. 

Luxuriant  with  nutritious  vege- 
tation. 

Richest  black  loam  ever  culti- 
vated. 

Sheltered  from  eastern  blasts. 

A  good  investment. 

A  safe  investment. 

A  lucrative  investment. 

A  country  that  will  grow  beyond 
the  dreams  of  the  most  optimistic. 

Mark  it  now  and  mark  it  well. 

An  extraordinary  selling  event. 

Terms    better    than    reasonable. 

Isn't  the  time  about  ripe  to 
throw  off  the  landlord's  yoke  and 
the    ever    prompt    rent    collector? 

Many  entirely  new  features  not 
found  in  any  other  houses. 

Largest  houses  ever  built  for  the 
money. 

Semi-suburban  sunlight  houses. 

Parquetry  flooring. 

Art  glass  mullioned  windows. 

Another  phenomenal  seller. 

An  opportunity  you'll  never  get 
again. 

For  a  unique  home  see 

Look  what  a  little  money  will 
do  for  you. 

The  centre  of  attraction  in  new 
homes. 

Best  value  ever  offered. 

Little  money  required. 

The  airlite  house  is  new. 

Ask  for  the  airlite  house. 


An  airlite  house  is  one  that  has 
neither  a  side  yard  or  an  area  way. 

You  get  our  genuine  iron-clad 
money-back  guarantee. 

See  for  yourself  and  compare. 

Close-in  property. 

Never  before  has  opportunity 
knocked  at  your  door  so  earnestly. 

October  opens  the  famous  Fall 
season. 

Its  accessibility  to  large  cities. 

The  absence  of  over-severe 
weather. 

Healthy  out-door  sports. 

Indoor  diversions. 

Picturesque  homes  for  particular 
people. 

The  best  proposition  ever  offered 
home  buyers. 

Every  idea  in  modern  con- 
struction has  been  introduced. 

Every  luxury  known  to  archi- 
tects and  builders  of  handsome 
houses  is  there  to  be  seen. 

9.    Saving. 

Your  nest  egg  will  grow  like  a 
weed  if  you  plant  the  seed. 

The  seeds  are  the  pennies,  the 
nickles  and  the  dimes  that  you 
plant  in  Real  Estate  that  builds 
your  fortune. 

Economy  means  independence. 

Economy  is  the  daughter  of 
prudence. 

Economy  is  the  mother  of  Lib- 
erty. 

Add  a  little  each  day. 

The  man  who  puts  something 
away  each  pay  day  is  the  kind  of  a 
man  that  amounts- to  something. 

We  can  save  your  pennies. 

Every  little  bit  added  to  what 
you've  got  makes  a  little  bit  more. 

Get  on  the  highway  to  "Inde- 
pendence" today. 


98 


THE   REAL   ESTATE 


Start  the  boy  right. 

How  many  five-cent  pieces  do 
you  waste  foolishly? 

Teach  your  boy  to  make  money. 

Teach  your  boy  to  save  money. 

Teach  your  -boy  to  invest  money. 

Protect  your  children  by  en- 
couraging them  to  save. 

The  self-made  millionaire  began 
by  saving. 

The  young  man  of  today  can 
do  the  same. 

Put  the  brakes  on  your  inclina- 
tion to  spend  money. 

Every  dollar  you  save  is  a  step 
nearer  to  independence. 

"If  your  aim  is  in  the  right 
direction  you  will  cultivate  the 
habit  of  saving. 

"Start  now  to  save  and  learn 
more." 

Begin  to  save  something  more 
tangible. 

Without  saving  you  can't  be- 
come rich,  with  saving  you  need 
not  be  poor. 

Save  and  begin  to  save  just  now. 

The  habit  of  putting  away  money 
systematically,  regularly  and  religi- 
ously has  a  double  value. 

Spent  money  will  not  start  you 
in  business. 

Spent  money  will  not  pay  your 
debts. 

Spent  money  will  not  buy  you 
a  home. 

Money  in  your  pocket  is  easily 
and  quickly  spent. 

Dollars  pile  up  rapidly  after 
you  start  saving. 

Money  makes  money. 

Save  as  you  go. 

Live  within  your  means. 

No  young  man  can  succeed  in 
life  who  spends  all  he  earns. 

Spending  money  is  a  mania. 


The  average  man  will  work  like 
a  cart  horse  for  his  money  and 
waste  it  like  a  washerwoman  scat- 
ters suds. 

If  you  squander  your  money 
naturally  you  have  to  borrow  or 
starve. 

Be  master  of  your  own  means, 
that  which  you  earn  by  the  sweat 
of  your  brow,  and  invest  it  to 
advantage,  where  every  cent  coimts. 

Lay  the  foundation  for  future 
wealth. 

Make  real  estate  your  Savings 
Bank. 

Start  to  save  and  keep  ever- 
lastingly at  it. 

Which  amount  shall  it  be? 

Figure  it  out  for  yourself. 

The  saving  habit  establishes 
credit. 

Credit  creates  capital. 

Capital  and  credit  are  always 
good  friends  to  the  hustler. 

Take  good  care  of  what  you 
spend. 

He  who  labors  six  days  in  the 
week  for  a  living  should  make  an 
effort  to  save  part  of  his  earnings. 

The  habit  of  setting  aside  a 
regular  amount  each  week  or  each 
month,  from  your  salary  is  the 
ideal  method  of  saving  money  and 
making  money. 

Habits  grow. 

The  habit  of  saving  a  little  every 
pay-day  is  one  that  should  be 
cultivated  by  every  wage-earner. 

Make  up  your  mind  that  yoii  can 
save  money  without  missing  it. 

Put  aside  all  you  can. 

Save  your  nickles  and  your 
dimes  and  you'll  lay  the  founda- 
tion of  a  fortune. 

It's  not  what  you  earn,  it's  what 
you  save  that  makes  you  rich. 


BROKER'S   CYCLOPEDIA 


99 


Don't  be  afraid  to  make  a  small 
beginning. 

Spent  money  will  neither  start 
you  in  business,  pay  your  debts, 
nor  buy  you  a  home. 

Spent  money  never  returns. 

Provide  for  the  rainy  day. 

All  big  things  are  the  result  of 
an  accumulation  and  gathering  of 
small  things. 

If  so,  make  up  your  mind  to 
begin  to  save  money. 

Savings  create  wealth. 

Five  cents  saved  every  day  will 
amount  to  $182.50  in  10  years. 

If  planted  where  it  will  earn 
4  percent  interest  it  will  GROW 
to  the  sum  of  $222.56  in  10  years. 

Ten  cents  a  day  saved  and 
planted  where  it  will  earn  4  percent 
interest  in  10  years  will  amount 
to  $445.36. 

Fifteen  cents  a  day  $668.18. 

Twenty  cents  a  day,  principal 
and  interest,  amounts  to  $890.99. 

Twenty-five  cents  a  day  means 
$1113.75  saved  in  10  years. 

Enough  to  buy  the  best  HOME- 
SITE at  OVERLOOK  HEIGHTS, 
(The  "Home  Savings  Bank"  Home 
Sites)  and  pay  spot  cash  for  it. 

SAVING  is  what  makes  money 
grow. 

Thirty  cents  a  day  saved  for 
10  years  and  planted  where  it  will 
earn  4  percent  amounts  to  $1336.- 
59. 

Forty  cents  a  day  will  yield 
$1782.16. 

Fifty  cents  a  day  set  aside  in 
the  same  manner  will  grow  to  the 
snug  sum  of  $2227.73  in  10  years 
or  120  months. 


HOW  A  DOLLAR  GROWS. 

One  dollar  at  4  percent  interest 
for    20    years    amounts    to    $2.19. 

One  dollar  a  year  for  20  years 
amounts  to  $30.97. 

Simply  a  case  of  compound 
interest. 

Begin  by  the  week  and  see  how 
rapidly  money  grows. 

One  dollar  a  week  saved  and 
planted  where  it  will  earn  4  per- 
cent interest  will  in  20  years, 
amount  to  $1555.  70. 

The  dollar  a  week  idea. 

Suppose  yoa  had  saved  one 
fourth  of  your  salary  for  the 
last  5  years. 

Suppose  yod  had  saved  one 
third  of  your  salary  for  the  last 
10  years. 

How  many  men  foolishly  spend 
$1.00  a  day  every  day  of  their 
lives. 

If  you  plant  $1.00  a  day  at 
4  percent  interest  for  10  years  it 
will  roll  up  to  $4455.74. 

Prosperity  brings  contentment. 

Children  should  save. 

Early  habits  mould  future  char- 
acters. 

There  are  313  working  days  in  a 
year. 

Now  if  each  working  day  you 
save  small  sums  (from  20  cents  to 
$2.00)     and    deposit    the    money 

weekly    in (The    "Home 

Savings  Bank"  Home  Sites)  at 
the  end  of  five  years  you  will  have 
to  your  credit,  the  sums  indicated 
in  the  table  following,  saved  and 
invested  in  good  real  estate  (which 
no  doubt,  will  be  worth  double 
the  sum  invested). 


100 


THE   REAL   ESTATE 


Daily 

Amt. 

Interest 

Total 

Saving 

Deposited 

Earned 

Amt. 

$0.20 

$313.00 

$29.33 

$342 . 33 

.25 

391.25 

36.66 

427.91 

.30 

469.50 

44.00 

513.50 

.40 

636.00 

•58.66 

684.66 

.50 

782.50 

73.33 

855.83 

.75 

1173.75 

110.00 

1283.75 

l.CO 

1565.00 

146.56 

1711.66 

1.25 

1956.25 

183.33 

2049.58 

2.00 

3130.00 

293.33 

3423.33 

Had  you  begun  five  years  ago 
to  save  the  small  amounts  which 
you  have  been  spending  foolishly 
all  these  years,  you  would  today 
be  able  to  own  a  home  of  your  own. 
a.     Take  Your  First  Step  Now. 

Not  one  man  in  1,000  ever  gets 
a  start  in  life  unless  he  inherits  it, 
outside  the  beaten  path  of  regular 
and  systematic  saving. 

Saving  is  the  one  safe,  sure  way 
of  getting  on  your  feet. 

Saving  will  open  the  way  to 
better  things. 

It  is  better  to  sacrifice  a  little 
now  than  to  want  much  later. 

Put  your  savings  to  work. 

Make  your  money  work  as  hard 
as  you  work  yourself. 

Millions  of  dollars  in  this  country 
of  ours  are  tied  up  in  napkins 
and  buried  in  "Savings  Banks." 

Laziness  in  money  is  just  as 
wicked  as  laziness  in  men. 

"Savings  Banks"  cannot  afford 
to  change  their  rates. 

No  good  reason. 

As  long  as  depositors  are  satis- 
.  fied  with  a  lazy  3  percent  or  4  per- 
cent. 

One  way  to  have  money  is  to 
save  it. 

The  sure  way  to  save  money  is 
to  save  your  savings  safely. 

The  surest  way  to  save  your 
savings   safely   is   to   invest   your 


savings  in  Real  Estate,  (the  "Home 
Savings  Bank"  Home  Sites). 

Saving  money  establishes  the 
habit  of  thrift,  economy,  discipline 
and  a  general  understanding  of 
"business  principles  essential  to  your 
success  in  life. 

$412.00  is  the  average  savings 
account  in  the  United  States. 

Your  backbone  will  become 
stronger  when  you  get  the  savings 
habit. 

The  man  who  spends  $400.00  a 
year  recklessly,  is  throwing  away 
4  percent  interest  on  Ten  Thousand 
Dollars  ($10,000.00). 

Rainbow  chasing  is  an  unsatis- 
factory job 

The  man  who  can  save  a  portion 
of  his  earnings  each  pay-day, 
always  has  friends. 

The  man  who  saves  his  money 
regularly  always  has  money  and 
makes  his  own  opportunities. 

The  only  sure  road  to  indepen^ 
dence  is  to  save  a  portion  of  your 
income  each  week. 

Put  your  savings  to  work. 
Make    them    do    something    for 
yourself. 

The  habit  of  saving  is  the  founda- 
tion of  fortunes. 

The  richest  man  in  the  world 
saved  part  of  his  salary  when  he 
was  getting  $25.00  a  month. 

If  a  young  man  will  begin  at  the 
age  of  twenty  and  lay  away  26 
cents  every  working  day,  investing 
it  at  4  percent  compound  interest, 
he  will  have  $32,000  when  he  is 
70  years  old. 

20  cents  a  day  is  not  an  unusual 

expenditure  for  cigars,   yet  in  50 

years  it  will  amount  to  over  $20,000. 

It's  the  dollar  saved  and  to  your 

credit  that  counts. 


BROKER'S  CYCLOPEDIA 


101 


Five  years  from  today  you  will 
either  have  less  money  or  more 
money. 

Hundreds  of  wage  earners  are 
saving  money. 

Thousands  could  if  they  would. 

If  you  have  not  inherited  money, 
saving  is  the  only  way  to  get  it. 

Never  spend  all  you  make. 

Don't  hide  your  savings. 

Never  spend  your  money  before 
you  have  made  it. 

Savings  is  the  foundation  of 
wealth. 

Money  makes  money. 

If  you  never  start  yx)U  will  never 
get  anywhere. 

Make  your  money  work  for  you. 

Don't  let  it  lay  idle. 

The  quick  thinker  gets  ahead. 

Teach  your  children  to  save. 

Teach  your  children  to  invest 
their  savings  safely. 

b.    Saving  has  Been  the  Sav= 
ing  of  Many  a  Man. 

Put  your  savings  to  work  in 
Real  Estate,  (the  "Home  vSavings 
Bank"  Home  Sites)  where  they 
can't  burn  up  and  where  you 
can't  throw  them  away. 

The  secret  of  success  is  a  problem 
very  difficult  for  most  people  to 
solve. 

Lay  aside  a  portion  of  your 
earnings  each  week,  and  invest 
them  where  they  will  be  perfectly 
safe,  where  they  will  treble  in 
value  and  the  problem  is  solved. 

There  are  1453  Savings  Banks 
in  the  United  States,  containing 
at  present  $3,660,553,945.00. 


Of  this  98.4  percent  are  in  14 
states. 

A  penny  held  close  to  the  eye 
will  obscure  a  chest  of  Gold  10 
feet  away. 

Some  people  hoard  their  pennies 
while  the  golden  opportuntiy  slips 
by  unnoticed. 

Small  weekly  savings  invested 
wisely,  not  recklessly  are  the  step- 
ping stones  to  Fortune  and  In- 
dependence. 

Do  you  save  one-tenth  (1-10) 
of  your  salary? 

You  could  if  you  would. 

System  is  another  word  for 
persistent  habit. 

How  much  did  you  save  last 
year? 

Don't  fool  with  prospects. 

Don't  take  anyone's  guess. 

Insist  on  facts. 

Learn  to  use  your  own  judgment. 

Safety  goes  before  profit. 

Money  saved  is  money  made. 

Make  Mother  Earth  your  Sav- 
ings Bank. 

You've  worked  for  your  earnings, 
now  let  them  work  for  you. 

Saving  is  governed  by  science. 

The  man  who  has  self-control 
enough  to  learn  the  science  of 
saving  needs  less  self-control  to 
practice  it. 

Some  people  are  thrifty  by 
nature. 

No  matter  how  little  they  make 
they  save  something. 

Wishes  never  go  as  far  as 
DOLLARS. 

It's  DOLLARS  that  count,  not 
resolutions. 

Formation  is  better  than  re- 
formation. 

Begin  today. 


102 


THE   REAL   ESTATE 


Don't  wait  for  your  salary  to  be 
raised,  begin  to  save  now. 

The  clerk  of  today  who  saves,  is 
the  proprietor  of  tomorrow. 

A  man's  SAVINGS  is  one  thing 
he  should  make  work  hard. 

Three  and  four  percent  is  not 
enough  when  with  just  as  good 
security  you  can  get  more. 

"MONEY  BEGETS  MONEY." 

"TO  EARN  MORE." 

"LEARN  MORE." 

"START  NOW  TO  SAVE  AND 
LEARN  MORE." 

"A  WISH-BONE  cannot  be 
substituted  for  a  BACK-BONE. 

If  you  wish  to  have  a  Savings 
account  you  must  have  Back-bone 
enough  to  start  it. 

There  is  no  storm,  rain  or  snow, 
that  changes  the  condition  of  a 
Savings  Account. 

A  local  rain  does  not  soak  in  as 
does  a  steady  rainfall. 

Neither  does  a  single  DOLLAR 
go  as  far  as  steady  and  systematic 
saving. 

The  home  of  a  Saving  Man  is 
usually  a  Happy  One. 

When  you  deposit  your  savings 
in  a  Savings  Bank  each  $100  de- 
posited earns  $4.00  in  a  year. 

Principal  remains  the  same. 

Each  $100  you  invest  in  Real 
Estate  (The  "Home  Savings  Bank 
Home  Sites)  is  sure  to  double  in 
value. 

Thousands  of  small  investors 
have  made  money  by  investing 
their  savings  in  Real  Estate  on 
easy  payments. 

Big  investors  have  made  for- 
tunes. 

Thrift  is  a  mighty  good  target 
to  aim  at. 

A  home  of  your  own. 


The  gift  of  thrift  is  the  best  gift. 

Plant  your  money. 

Put  your  money  to  work. 

The  average  man's  tobacco  bill 
invested  judiciously,  would  yield 
a  fortune  in  20  years. 

Nobody  should  be  above  saving. 

No  beginning  is  too  small. 

Always  safeguard  your  surplus 
funds. 

A  little  sermon  on  economy. 

Make  your  money  earn  your 
interest  before  it  is  spent. 

Save  and  invest  when  the  op- 
portunity comes. 

90  percent  of  successful  men 
attribute  their  success  to  forming 
the  habits  of  economy. 

It's  hard  to  save  the  first  One 
Hundred  Dollars 

Economy  means  thrift. 

Thrift  means  prosperity. 

Prosperity  means  independence. 

Economy  is  a  habit. 

Just  look  around  you  and  see 
how  the  nickles,  dimes  and  quar- 
ters are  squandered. 

Money  is  a  mighty  good  thing 
to  have. 

Enough  money  is  the  question. 

Enough  money  for  a  future 
competency. 

A  splendid  alternative  for  com- 
petition and  struggle. 

Is  your  money  making  you  a 
living  or  are  you  just  living  to 
make  money. 

Money  is  easily  spent. 

The  art  of  earning  money  is 
the  art  of  saving  money. 

The  art  of  earning  money  is  the 
art  of  spending  money. 

Some  people  are  poor  earners. 

Some  people  are  good    earners 

Some  people  are  poor  savers 

Some  people  are  good  savers. 


BROKER'S   CYCLOPEDIA 


103 


Some  people  are  good  earners, 
good  savers  and  good  spenders. 

The  secret  of  spending  money 
is  to  spend  money  that  will  make 
more  money. 

,  Grinding  economy  is  poor  spend- 
ing. 

Judicious  economy  is  judicious 
spending. 

The  three  great  success  proposi- 
tions in  the  field  of  money  making, 
namely: 

First,  learn  to  earn. 
Second,  learn  to  save. 
Third,  learn  to  spend. 
Learn  to  spend  your  money  to 
advantage. 

Continue  saving  until  it  becomes 
a  fixed  habit. 

Saving  is  largely  a  habit. 
A  family  of  savers  know  content. 
The  dollars  you  have  spent  earn 
no  income. 

The  Dollars  you  have  saved  are 
stepping  stones  to  success. 

Money  saved  brightens  the  fu- 
ture. 

The  saving  habit  leads  to  success 
in  business. 

Teach  your  children  the  bene- 
fits of  economy. 

Teach  your  children  the  benefits 
of  industry. 

Teach  your  children  the  benefits 
of  thrift. 

vSave  your  money  and  it's  your 
own. 

Money  gives  you  power. 
The   lack    of   money   condemns 
you  to  the  servitude  of  others. 
Don't  hoard — give  and  grow. 
Economy  teaches  self-restraint. 
Penuriousness  is  as  disgusting  as 
lavishness  is  disastrous. 
Thrift  must  be  cultivated. 


It  requires  industry  to  make 
money. 

It  requires  strength  of  character 
to  save  money. 

Saving  your  money  induces 
habits  of  frugality. 

Saving  your  money  strengthens 
your  character. 

Saving  your  money  teaches  pru- 
dence. 

Saving  your  money  is  the  foun- 
dation of  all  fortunes.  > 

The  art  of  getting  rich  is  saving 
your  money. 

The  goal  of  every  earnest  am- 
bitious man  or  woman  should  be 
financial  independence. 

Money  unlocks  the  door  of 
opportunities. 

Money  saves  you  from  penury 
and  its  wars. 

The  clerk  who  spends  his  salary 
as  soon  as  earned,  will  always  be  a 
clerk. 

The  clerk  who  saves  a  part  of 
his  salary,  and  invests  it  in  Real 
Estate  will  some  day  live  in  a  home 
of  his  own. 

Money  puts  the  wheels  of  indus- 
try in  motion. 

"Little  and  often  fills  the  purse." 
He    that    is    without   money   is 
without  a  good  friend. 

He  that  is  without  money  is 
without  means. 

He  that  is  without  money  is 
without  content. 

Money  in  a  home  of  your  own 
is  your  best  friend. 

Save  a  dollar  a  day  for  20  years 
and  you'll  have  $12,000. 

Industry  is  a  magnet  to  dr^w 
all  good  things. 

Poverty  is  the  foundation  of 
misery,  cares,  woes  and  degreda- 
tion. 


104 


THE  REAL  ESTATE 


Saving  and  investing  is  a  step- 
ping stone  to  the  heights  of  a  man's 
ambition. 

Every  man  should  look  forward 
to  the  time  when  he  can  retire 
with  a  competence. 

Carve  your  way  to  eminence  by 
saving  and  investing  in  Real  Es-   i 
tate. 

You  can  work  better  when  you   \ 
go  home  in  the  evening  to  a  home 
all  your  own,  you  can  sleep  better 
in  a  home  of  your  own. 

Learn  the  habits  of  industry, 
economy  and  prudence  and  you 
are  bound  to  be  successful. 

Riches  gather  many  friends;  but 
if  a  man  be  poor  all  his  days  he  is 
miserable. 

Misfortune  is  sure  to  follow  the 
man  who  spends  all  his  n^oney. 

The  man  who  spends  all  his 
money  must  always  work  under  a 
Boss. 

The  man  who  spends  all  his 
money  attributes  his  lack  of  suc- 
cess to  bad  luck. 

The  man  who  spends  all  his 
money  can  do  nothing  worth  while. 

The  man  who  spends  all  his 
money  cannot  give  his  children 
the  opportunity  to  lead  a  better 
life  than  his  own. 

The  man  who  spends  all  his 
money  is  doomed  to  failure. 

Saving  is  an  art. 

The  art  of  saving  can  be  acquired. 

The  man  who  earns  $10.00  a  day 
and  spends  it  is  not  as  well  off  as 
the  man  who  earns  $1.00  a  day 
and  saves  25  cents  daily. 

The  $10.00  a  day  man  is  on  the 
road  to  poverty. 

The  $1.00  a  day  man  is  on  the 
road  to  prosperity. 


Economy  does  not  mean  miserli- 
ness. 

Economy  is  the  line  between 
"too  much"  and  "not  enough." 

Industry  produces  the  money, 
and  rewards  your  efforts  in  every 
field  of  endeavor. 

The  man  who  speculates  gener- 
ally takes  the  side  track. 

The  man  who  travels  on  the 
road  of  speculation  (side  track)  is 
always  complaining. 

The  speculator  can't  sleep  well. 

The  accomodations  are  poor. 

The  "Ponies"  on  the  track. 

Too  many  stops  to  "Water  the 
stock." 

The  man  who  saves  his  money 
and  invests  it  in  Real  Estate  is  not 
the  man  who  gets  laid  off. 

Give  your  boy  a  start  in  life. 

Give  your  boy  the  right  start. 

Teach  your  boy  to  save  and 
economize. 

Your  boy  will  appreciate  the 
"Right  Start"  in  life  much  more 
than  if  you  were  to  leave  him  a 
fortune. 

Buy  a  lot  for  your  boy,  make  the 
first  payment,  then  help  him  make 
the  monthly  payments,  send  him 
down  town  with  the  Pass-Book  to 
make  the  monthly  payments — 
watch  his  countenance  beam  with 
appreciation. 

Don't  go  on  all  your  life  spending 
money  for  which  you  get  no  per- 
manent return. 

Save  the  small  amounts. 

"If  you  would  be  wealthy,  think 
of  saving  more  than  of  getting." 

"If  you  know  how  to  spend  less 
than  you  get  you  then  know  the 
secret  of  getting  wealth." 

There  is  nothing  new  about 
saving  money,  neither  is  thiere  any- 


BROKER'S   CYCLOPEDIA 


105 


thing  new  about  making  your 
savings  work  for  you. 

Save  something  now  and  after 
awhile  it  will  save  you. 

Real  Estate  is  a  real  investment. 

Real  Estate  is  a  sound  invest- 
ment. 

Real  Estate  is  a  solid  investment. 

Real  Estate  is  a  conservative 
investment. 

Real  Estate  is  a  profit-yielding 
investment. 

The  golden  age  of  opportunity 
has  not  departed. 

The  opportunity  of  today  is 
greater  than  ever  before. 

Saving  is  safe  and  reasonable. 

Its  better  to  have  money  and 
not  need  it  than  to  need  money  and 
not  have  it. 

Avoid  debt. 

A  cloud  of  debt  will  darken  any 
pleasure. 

Debt  is  a  heavy  handicap  in  the 
race  of  life. 

The  future  holds  rosy  hopes  for 
the  man  who  is  out  of  debt. 

A  man  who  is  always  a  little 
behind  can  never  be  rich. 

In  debt. 

In  danger. 

A  man  with  a  dollar  ahead  is 
a  capitalist. 

The  income  from  past  savings 
is  a  joy  to  contemplate. 

Hard  to  get— the  first  $1,000. 

Easy  to  get— the  second  $1,000. 

The  dollar  you  have  spent  earns 
no  income. 

Pleasures  bought  on  credit  haunt 
the  future. 

-The  dollars  you  save  are  stepping 
stones  to  success. 

Money  saved  brightens  the  fu- 
ture. 

Self-denial   is   soon  forgotten. 


10.    Rent  Payers. 

"HOW   TO    INTEREST   RENT- 
PAYERS   IN   A   HOME   OF 
THEIR  OWN." 

(Can  be  used  for  Headlines.) 

Stop  that  eternal  rent  bill. 

Where's  the  money  you  wasted 
in  rent? 

Do  you  want  a  home-site? 

Do  you  want  to  quit  renting? 

Do  you  want  desirable  neigh' 
bors? 

Do  you  want  city  advantages? 

No  rent  to  pay. 

No  landlord  to  care  about. 

Rent  is  the  landlord's  graft. 

He  gets  it  honestly  but  easily. 

Do  you  pay  rent? 

Take  your  pencil  and  paper  and 
count  the  number  of  years  you 
have  been  supporting  a  landlord. 

Estimate  the  number  of  dollars 
you  have  paid  in  rent. 

The  $300  you  spent  last  year  in 
rent  would  buy  a  lot. 

Isn't  it  time  to  begin  saving  for 
a  home? 

Don't  take  our  word  for  it,  come 
out  and  see  for  yourself. 

Paying  rent,  keeps  the  masses 
of  the  people  poor. 

Paying  rent  destroys  indepen- 
dencCj, 

Paying  rent  ruins  the  incentive 
to  improve  property. 

You  can't  be  a  cipher  and  own 
your  home. 

The  home-owner  is  a  unit  and 
an  optimist. 

Choose  wisely. 

Some  sections  are  much  better 
than  others. 

It's  certainly  an  uphill  job  to 
carry  the  burden  of  rent. 


106 


THE   REAL   ESTATE 


Warm  your  feet  on  the  fender 
of  your  own  fireside. 

The  quick  thinker  gets  ahead. 

Every  family  should  own  a 
home. 

Buy  for  your  children's  benefit. 

Get  ahead  of  the  masses. 

Own  a  house  to  live  in,  don't 
just  rent  a  house  to  stay  in. 

Twelve  months  at  twenty-five 
dollars  a  month  amounts  to 
$300.00. 

10  years  at  $300.00  a  year 
amounts  to  $3,000.00. 

Who  owns  the  home  you  have 
paid  for? 

To  live  in  a  home  that  is  all 
yours  is  real  independence.     . 

It's  surely  pleasant  to  know  that 
you  have  a  comfortable  home"  when 
you  have  grown  old  and  unable  to 
work,  and  it's  a  duty  toward  your 
family. 

You  who  think  that  only  the 
rich  can  afford  to  own  their  own 
homes,  are  clinging  to  a  mistaken 
idea. 

Dismiss  the  thought  from  your 
mind  at  once  that  you  must  have 
a  Bank  floll  in  order  to  start  a 
home  of  your  own. 

Free  from  your  landlord's  domi- 
nation. 

Be  your  own  landlord. 

Why  not  invest  your  rent  in  a 
home  of  your  own? 

It's  the  beginning  of  a  true  and 
independent  living. 

Delays  never  yet  paid  a  dollar. 

Get  out  of  this  old  rut. 
•  I  Make  yourself  influential, 
'v    1  The  average  house  renter  pays 
\m  his  house  every  8  years,  and 
tne  landlord  still  owns  it. 

The  money  you  pay  out  each 
month  as  rent  is  a  loss  to  you. 


Try  our  plan. 

We  can  put  you  on  the  highway 
to  a  home  of  your  own. 

We  can  put  you  on  the  road  to 
save  the  money  you  are  now 
squandering  in  rent. 

Cut  out  the  rent  paying  proposi- 
tion. 

Pay  rent  to  yourself  for  a  change. 

Draw  your  own  lesson. 

Owning  your  own  home  suggests 
industry. 

Owning  your  own  home  suggests 
economy. 

Which  will  you  do? 

Spend  all  and  work  always 

Or, 

Place  a  little  in  Mother  Earth. 

Don't  be  a  spendthrift. 

Don't  waste  your  earnings  each 
month. 

Don't  buy  too  extravagant. 

Learn  the  lesson  of  thrift  by 
investing  in  real  estate. 

The  benefit  of  owning  your  home 
can  hardly  be  exaggerated. 

You  worked  for  your  money. 

Now,  let  your  money  work  for 
you. 

Don't  be  a  plodder  all  your  life. 

Your  hands  are  tied. 

If  you're  stacking  up  rent  re- 
ceipts, 

Stop  it! 

Own  your  own  home  and  untie 
the  knot. 

Cut  the  rent  knot. 

Invest  in  a  home  of  your  own. 

Look  next  Sunday. 

Act  next  Monday. 

Pay  Of  move  is  the  landlord's 
slogan. 

Sit  under  your  own  grape  vine. 

Eat  figs  plucked  from  your  own 
fig  tree. 


BROKER'S   CYCLOPEDIA 


107 


Put  your  feet  under  a  dining- 
room  table  in  a  home  of  your  own. 

Make  a  start  for  yourself. 

Go  out  and  see. 

If  you  have  to  sneak  away  from 
your  famly — do  it. 

If  you  have  to  set  the  alarm 
clock  one  hour  ahead — do  it. 

If  you  have  to  take  your  family 
with  you— so  much  the  better — do 
it. 

But  see  our  property  at  once. 

Don't  rest  until  you  take  one 
peep. 

We'll  rest  our  case  on  your  de- 
cision. 

Just  a  little  effort  on  your  part 
will  secure  you  a  home. 

Think  it  over  and  get  busy. 

Our  terms  are  especially  at- 
tractive. 

Greatest  chance  in  a  lifetime. 

You  will  never  harvest  if  you 
never  sow. 

He  who  hesitates  is  lost. 

You  cannot  go  wrong, 

The  prices  are  low. 

The  terms  are  easy. 

Get  out  of  the  rut. 

Buy  something. 

Buy  a  piece  of  good  Real  Estate. 

Go  in  debt  if  necessary. 

Take  a  days  outing  at  our  ex- 
,  pense. 

It  won't  cost  you  a  penny. 

You  can  fill  your  system  with 
ozone. 

You  will  biiy  if  you  look. 

Get  a  bigger  building  lot. 

Raise  your  own  vegetables. 

Raise  your  own  chickens. 

Are  you  willing  to  put  your 
time  against  ours. 

Can  you  believe  your  own  eyes? 

Are  you  open  to  conviction? 

Most  interesting. 


A  delightful  ride. 

Every  year  you  continue  to  pay 
rent  means  just  12  more  rent  re- 
ceipts which  are  worthless. 

Own  a  home  to  live  in. 

Don't  just  rent  a  house  to  stay 
in. 

No  doubt. 

No  uncertainty. 

A  grasping  monoply. 

Taxes  are  low. 

Water  pressure  high. 

Pay  your  rent  to  yourself. 

Neglected  opportunity  is  dis- 
astrous to  profits  and  happiness. 

What's  the  best  difinition  of 
"Home?" 

"I  own  it!" 

THE  MAN  OF  TODAY. 

The  man  of  today  is  the  man 
who  secures  the  good  things  of  life. 

The  man  of  today  is  the  man  of 
Pluck. 

The  man  of  today  is  the  coming 
man. 

The  man  of  today  is  the  man  of 
the  hour. 

The  man  of  today  does  things. 

The  man  of  today  travels  ahead 
of  the  band  wagon. 

The  man  of  today  buys  a  home 
site. 

The  man  of  today  makes  his 
first  payment  today. 

The  man  of  today  is  the  man  who 
rents  to  the  man  of  tomorrow. 
a.     The  Man  of  Tomorrow. 

The  man  of  tomorrow  is  a  Rent 
Payer. 

The  family  of  the  man  of  to- 
morrow looks  forward  to  hardship 
and  uncertainty. 

The  man  of  tomorrow  is  the  man 
who  travels  with  the  crowd,  15 
miles  behind  the  procession. 


108 


THE  REAL  ESTATE 


The  man  of  tomorrow  is  the 
indefinite  man. 

The  man  of  tomorrow  is  the 
man  who  beUeves  in  luck. 

The  man  of  tomorrow  is  the  man 
who    pays    rent    to    the    man    of 
today. 
b.    Which  Kind  of  a  Man  Are  You? 

A  today  man  or  a  tomorrow 
man? 

If  a  tommorrow  man,  it's  not 
too  late  to  start  and  become  a 
today  man. 

No  matter  if  you  only  have  a 
few  dollars. 

Plant  'em  today,  then  watch 
'em  grow. 

You  can  learn  how  easy  it  is  by 
consulting  us. 

We  have  home  lots. 

A  rented  house  is  a  FAKE  home. 

"It's  mine"  makes  a  REAL 
home. 

Your  children,  as  they  grow 
older,  will  realize  this. 

For  their  sake  examine  our  lots 
and  their  gradual  paying  plan. 

Where  is  the  money  you  have 
been  earning  all  these  years. 

What  you  spent  is  in  rent,  and 
somebody  else  put  it  in  Real 
Estate. 

Why  don't  you  bay  a  home  of 
your  own. 

Why  let  the  other  fellow  save 
what  you  earn? 

Do  you  want  to  own  a  home? 

It's  easier  than  you  would  think. 

We  have  property  that  can  be 
mortgaged  for  almost  as  much  as 
the  purchase  price. 

Then  your  only  rent  is  the 
interest  on  the  mortgage. 

Come  here. 

Then  the  necessity  of  going 
"there"  will  be  removed. 


Non-winners  live  in  flats. 

Does  your  landlord  weigh  on 
your  mind? 

Do  you  want  a  home  site? 

Do  you  want  desirable  neigh- 
bors? 

Do  you  want  city  advantages? 

Do  you  want  country  enjoy- 
ments? 

Do  you  want  trees,  flowers  and 
gardens? 

Our  plan  is  absolutely  new. 

Which  will  you  have  in  10  years 
from  now? 

A  bundle  of  worthless  rent 
receipts, 

Or  a  home  of  your  own? 

You  can  stop  paying  rent  if  you 
will. 

Renters  we  urge  you  to  investi- 
gate. 

Successful  men  own  their  own 
homes. 

Paying  rent  indicates  shiftless- 
ness.  ^ 

Living  in  a  home  of  your  own  is 
a  splendid  definition  for  success. 

Success  does  not  necessarily 
mean  fame  or  wealth. 

There  are  successful  clerks. 

There  are  successful  laborers. 

There  are  successful  carpenters. 

Why  pay  tribute  to  the  haughty 
landlord? 

Owning  your  home  brings  a 
contentment  that  nothing  else  in 
the  world  can  give. 

Your  own  home  means  safety, 
security  and  satisfaction. 

Your  own  home  is  like  a  rock 
that  shields  you  against  financial 
adversity. 

A  home  of  your  own  kindles 
Just  Pride. 

A    Home   of   your   own    is    the 


BROKER'S  CYCLOPEDIA 


109 


foundation  of  your  family  happi- 
ness. 

Your  children  grow  to  love  a 
real  home  and  all  your  own. 

Your  wife  rejoices. 
'  Your  wife  beautifies  and  adorns 
her  own  home. 

Owning  a  home  of  your  own 
gives  your  wife  position  in  society. 

Only  an  ounce  of  judgment 
required  to  start. 

No  nerve  required. 

You  are  the  architect  of  your 
own  fortune. 

Never  go  into  a  drug  store  to 
buy  real  estate. 

Buy  a  home  at  "rent  rates." 

What  have  you  to  show  for 
paying  rent? 

A  stock  of  worthless  rent  re- 
ceipts and  a  fat  landlord. 

Decide  while  the  other  fellow 
thinks. 

Execute  while  the  other  fellow 
decides. 

The  first  step  is  always  the  most 
important. 

Name  your  own  terms. 

Some  people  value  their  money 
after  it's  gone. 

When  you  buy  real  estate  buy 
it  on  your  ov/n  judgment. 

Don't  listen  to  your  friends,  they 
may  have  "Keen  Kutter  Goods" 
of  their  own  to  sharpen. 

The  man  who  waits  pays  the 
penalty. 

The  man  who  foresees  secures 
the  premium. 

You  owe  it  to  yourself  to  investi- 
gate. 

Riches  seldom  come  to  those  who 
continue  to  work  for  others. 

Be  your  own  Boss. 

You  can  buy  a  home  just  as 
easy  as  you  can  pay  rent. 


If  you  are  a  Rent-Payer,  you  are 
a  slave. 

If  a  home  owner — a  free  man. 

The  only  free  man  living  is  the 
Home  Owner. 

Young  man  decide  today  which 
you  shall  be. 

A  slave  or  a  Home  Owner. 

Many  a  man  awaits  the  op- 
portunity, while  his  wife  takes  in 
washing. 

Live  at  Home. 

Don't   stay   in   a   rented   house. 

Count  your  rent  receipts  then 
you'll  buy. 

Why  hesitate? 

Why  delay? 

Why  doubt? 

Why  stand  idly  by? 

Why  miss  another  great  op- 
portunity? 

Don't  live  in  a  hired  house. 

Figure  it  out  with  yourself. 

Every  renter  should  and  can 
own  a  Home  of  his  Own. 

To  be  a  renter  is  fundamentally 
wrong. 

Increase  in  Home  Owners  means 
an  increase  in  the  value  of  every 
home. 

Join  the  "No  Worry  Club." 

Let  the  "Renter"  worry. 

There  is  a  struggle  now  going 
on  between  renter  and  landlord. 

Scores  of  people  are  deserting 
the  ranks  of  the  renters  and  joining 
the  hosts  of  the  Home  Owners. 

Why  not  work  for  yourself. 

Every  good  citizen  should  be  his 
own  landlord. 

We  will  help  you  achieve  a  home 
of  your  own. 

Take  a  sane  view  of  the  rent- 
paying  situation. 

You  are  tired  working  for  wages. 


no 


THE   REAL   ESTATE 


You  can  hardly  keep  body  and 
soul  together. 

You  have  ambition  to  enjoy  the 
profits  of  your  labor. 

You  have  thought  of  going  into 
business  for  yourself. 

You  are  ambitious  to  better 
your  conditions. 

You  want  to  establish  yourself 
in  a  paying  business. 

You  want  to  place  yourself  in 
line  for  future  independence. 

You  know  that  everything  that 
is  worth  doing  is  worth  doing  now. 

You  know  that  putting  off  until 
tomorrow  has  cost  many  a  man  a 
fortune. 

You  know  that  doing  it  today 
is  the  secret  of  success. 

Begin  today  to  buy  a  home  of 
your  own. 

Be  a  free  man. 

Stop  paying  rent  to  the  other 
fellow. 

17  cents  a  day  buys  a  home. 

You  can't  have  complete  do- 
mestic happiness  unless  you  own  a 
home  of  your  own. 

You  will  never  get  a  home  of 
your  own  unless  you  make  a  start. 

By  putting  things  off  you  be- 
come a  slave. 

Slaves  are  everlastingly  dump- 
ing rent  into  the  landlord's  pocket. 

Paying  rent  is  like  putting  money 
in   a  slot   machine   out   of   order. 

Are  you  paying  rent  into  a 
rental  house  slot  machine  that's 
.  out  of  order? 

If  you  are,  stop  it. 

Buy  a  home  of  your  own. 

The  man  who  stays  poor  is  the 
man  who  doesn't  have  faith  in 
himself,  nor  the  city,  nor  the  fu- 
ture. 


The  man  who  stays  poor  and 
does  not  allow  his  wife  and  chil- 
dren to  enjoy  the  comforts  of  life 
is  the  man  who  pays  rent. 

The  man  who  stays  poor  and  is 
not  able  to  take  life  easy  in  his  old 
days,  is  the  man  who  pays  rent. 

If  sleeping,  wake. 

If  feasting,  rise. 

Before  I  turn  this  opportunity 
away. 

The  hour  of  fate  is  before  you. 

If  you  work  with  your  hands, 
pay  rent  and  expect  to  save  money, 
you'll  be  easily  disappointed. 

If  sickness  comes  who  is  going 
to  pay  the  Doctor's   Bill? 

Start  a  little  cozy  home  of  your 
own. 

Plant  a  dollar  and  grow  a  home. 

Why  sell  all  your  energy  to  your 
Boss. 

Grip  strong,  a  chance  like  this 
before  it  slips  along. 

Are  you  wishing  for  a  home  of 
your  own? 

A  home  that  possesses  revenue 
is  better  than  money  in  the  bank. 

Did  you  ever  turn  down  an 
opportunity? 

"Be  in  the  swim,"  and  stretch 
your  dollars  to  their  limits. 

Youth  is  the  time  to  make  life 
plans. 

You  should  improve  this  op- 
portunity. 

Dreaming  of  a  home. 

Make  your  dream  a  Reality. 

How  sweet  it  is  to  dream  of  a 
home  of  your  own. 

Make  your  start    NOW. 

Do  you  want  to  own  a  home  of 
your  own? 


BROKER'S   CYCLOPEDIA 


111 


e.     How  Much  Have  You  Paid. 

The  following  shows  the  amount 
of  money  you  will  pay  out  in  rent 
in  a  period  of  ten  to  twenty- live 
years,  with  interest  at  6  percent. 
These  figures  ought  to  OPEN  the 
EYES  of  every  rent  Payer. 

At  $10  Per  Month— 

10  years $1,581.68 

15  years 2,793.10 

20  years 4,414.25 

25  years 6,583.72 

At  $20  Per  Month— 

10  years $3,163.56 

15  years..' 5,586.18 

20  years 8,828.56 

25  years 13,167.43 

At  325  Per  Month — 

10  years $3,940.20 

15  years 6,983.73 

20  years 11,035.65 

25  years 16,459.23 

At  $30  Per  Month— 

10  years.... .$4,745.09 

15  years 8,378.27 

20  years 13,242.78 

25  years 19,751.14 

The  preceding  statement  is  sure- 
ly convincing  evidence  that  it 
pays  to  "Own  a  Home  of  your 
Own." 

d.     A  Few  Rules  for  Home  Buyers. 

When  you  accept  an  invitation 
to  go  out  and  see  a  new  addition 
or  subdivision  to  your  city,  pre- 
pare the  following  questions,  and 
in  a  kind  and  courteous  manner 
ask  the  salesman,  on  the  ground 
who  shows  you  the  property,  to 
answer  them  and  answer  them 
correctly,  viz: 

Do  you  make  the  streets? 

Do  you  grade  them? 


Do  you  put  down  cement  side- 
walks ? 

Do  you  put  in  cement  curbing? 

Do  you  plant  shade  trees? 

Do  you  plant  shrubbery? 

Do  you  park  the  streets? 

Do  you  terrace  the  front  of  each 
lot? 

Do  you  have  gas? 

Do  you  have  electricity? 

Do  you  put  in  storm  sewers? 

Do  you  have  city  water? 

Do  you  pay  the  taxes  while  the 
payments  are  being  made  on  my 
lot? 

How  wide  are  the  streets? 

How  about  cheap  houses? 

Any  fences  allowed  in  front? 

Any  stables  allowed  on  corner 
lots? 

Any  unsightly  outbuildings  al- 
lowed? 

Do  you  have  a  public  play- 
ground? 

Do  you  keep  down  the  weeds  on 
all  vacant  lots,  and  for  how  many 
years  ? 

Do  you  allow  a .  home  to  be 
erected  at  a  cost  of  less  than  $2500.- 
00? 

Is  the  drainage  perf^t? 

Is  it  natural? 

Are  all  the  improvepients  free 
to  the  purchaser? 

After  making  note  of  the  sales- 
man's answers  then  come  and  see 
one  of  our  salesmen  and  ask  him 
the  same  questions. 

We  will  then  abide  by  your 
decision. 

Think  it  over. 

See  the  rest,  and  then^  see  the 
best. 

Life  is  too  short  to  try  to  wake 
some  of  the  easy  contented  SUN- 


112 


THE   REAL   ESTATE 


BATH  Rent  Payers  out  of  their 
sleep. 

Some  Rent- Payers  have  three 
meals  a  day,  a  place  to  sleep  and 
that's  all  they  want. 

We  want  the  fellow  who  is 
looking  for  more  than  his  bread 
and  butter. 

We  want  the  fellow  who  is  never 
satisfied  with  his  present  success. 

We  want  a  fellow  who  is  trying 
to  get  ahead  in  the  world. 

We  want  the  fellow  who  is  tired 
of  paying  rent. 

We  want  the  fellow  who  wants 
a  "Home  of  His  Own." 

"A  home  of  your  own  makes  a 
man  human." 

Get  the  "Home  of  Your  Own 
Idea." 

Ordinarily  when  a  man  is  sick 
or  out  of  employment,  or  some 
other  misfortune  overtakes  him, 
his  landlord  expects  him  to  pay 
his  rent  just  the  same. 

There  is  no  guess  work  about 
our  plan  as  it  is  a  practical, 
safe,  business  proposition  and  has 
been  carefully  figured  out,  being 
put  into  successful  operation. 

You  cannot  own  a  home  by 
simply  wishing  for  it. 

You  cannot  enjoy  the  pleasure 
of  living  in  a  home  of  your  own 
by  simply  longing  for  it. 

The  man  who  rents  a  house  year 
after  year  for  ten  years  pays  for  it. 

The  man  who  rents  a  house  for 
ten  years  presents  to  his  landlord 
the  price  of  the  house. 

Your  rent  money  will  make  you 
independent  if  you  will  let  it. 

You're  not  a  free  man  if  you 
don't  own  Real  Estate. 

RENT  MONEY. 

You  never  see  it  again. 


The  same  money  paid  as  EAvSY 
installments  on  the  right  kind  of  a 
HOME  OF  YOUR  OWN,  is  in 
reality  money  put  back  into  your 
POCKET. 

The  average  house-renter  pays 
for  his  home  every  ten  years  and 
the  landlord  still  owns  it. 

Rent  receipts  are  POOR  invest- 
ments. 

Anybody  can  pay  rent,  but  it 
takes  energy,  economy,  and  de- 
termination to  own  a  "Home  of 
Your  Own." 

He  who  thinks  that  only  the 
rich  can  afford  to  own  a  "Home 
of  His  Own"  is  clinging  to  a 
MISTAKEN  idea. 

Every  Rent-Payer  helps  the 
landlord  on  to  wealth  and  himself 
on  to  poverty  at  the  same  timiC. 

The  goal  of  every  rent  payer's 
ambition  should  be  a  "Home  of 
His  Own." 

Living  under  your  own  roof 
makes  you  independent. 

Sitting  on  a  front  porch  of  ycur 
own  gives  you  Ciijoyment. 

Warming  your  feet  on  the  fender 
of  your  own  fireside  brings  COM- 
FORT. 

It  is  folly  to  pay  rent. 

Don't  pay  rent  any  longer  imless 
you  have  money  to  burn. 

The  money  you  spend  if  cut  in 
two  would  buy  you  a  nice  home 
in  10  years. 

A  "Home  of  Your  Own"  and 
the  fight  is  half  won. 

Paying  rent  destroys  indepen- 
dence. 

Paying  rent  ruins  the  incentive 
to  improve  property. 

The  Home  Owner  is  an  Optimist. 

The    Rent-Payer    is    usually  a 
Pessimist. 


BROKER'S   CYCLOPEDIA 


113 


Have  you  and  your  wife  ever 
talked  the  matter  over  to  see  if 
you  could  not  SOMEHOW  buy  a 
home? 

Count  the  number  of  years  that 
you  have  paid  rent  and  you  will 
see  that  you  might  have  owned 
a  home  of  your  own. 

Aren't  you  tired  of  pouring  your 
money  into  a  hole  with  a  landlord 
at  the  other  end? 

Tell  your  landlord  you  are  tired 
dancing  to  his  "Ragtime  Music" — 
"Rufus  Rastus,  Johnson  Brown, 
what  you  goin'  to  do  when  the 
"Rent   Man"   comes  'round. 

Think  it  over. 

Think  it  over  seriously. 

How  many  years  have  you  paid 
rent? 

Buy  on  the  installment  plan 
within  your  means;  it  will  pay  you. 

"A  man  may,  if  he  knows  not 
how  to  save  as  he  gets,  keep  his 
nose,  all  his  life,  to  the  grindstone 
and  die  not  worth  a  groat  at  last." 

Join  the  Thrift  family. 

The  Thrift  family  in  America 
is  founded  on  the  philosophy  of 
Benjamin  Franklin. 

"The  art  of  getting  riches  con- 
sists very  much  in  thrift." 

Mr.  Rent  Payer: 

Make  up  your  mind  to  become 
a  Home  Owner. 

Make  up  your  mind  to  become 
a  Real  Estate  Owner. 

Make  up  your  mind  to  become 
an  investor. 

Make  up  your  mind  to  become 
a  Builder. 

Make  up  your  mind  to  make  the 
attempt. 

Make  the  attempt  within  the 
next  24  hours. 


Don't  wait. 

Don't  waste  valuable  time  think- 
ing the  matter  over. 

It's  almost  impossible  to  frame 
up  any  reasonable  excuse  for  being 
a  Rent  Payer. 

If  you  had  invested  your  savings 
in  Real  Estate,  you  wouldn't  have 
spent  it. 

Are  you  satisfied  with  what  you 
have  to  show  for  last  year's  work? 

A  small  amoimt  of  cash  starts 
you. 

Make  your  husbands  earn  the 
money. 

Dollars  not  resolutions. 

Are  you  satisfying  you'rself  with 
pretense  ? 

Why  wear  your  life  away  work- 
ing for  others? 

Why  not  become  your  own 
Master. 

You'll  never  be  rich  by  mere 
saving. 

Carry  the  key  to  your  own  home. 

Buy  where  life  is  real  and  pro- 
fits sure. 

The    Renters    earn    the    money. 

The  landlord  buys  more  Real 
Estate. 

The  landlord  gets  the  increase  in 
value. 

The  Renter  gets  a  bunch  of  rent 
receipts. 

The  Renter  ends  where  he  be- 
gan. 

11.    For  Selling  Department. 

The  time  to  do  things  is  NOW. 

Wishes  never  go  as  far  as  dollars. 

It's  dollars  that  count,  not 
resolutions. 

Formation  is  better  than  re- 
formation. 

Unadulterated  Nerve  is  some- 
times needed. 


114 


THE   REAL   ESTATE 


Desire  made  strong  enough 
changes  decision  to  action. 

He  who  knows  not,  and  knows 
not  that  he  knows  not,  is  simple. 

He  who  knows  not,  and  knows 
that  he  knows  not,  is  a  fool. 

He  who  knows,  and  knows  not 
he  knows,  is  asleep. 

He  who  knows  and  knows  that 
he  knows  is  wise. 

Where  there's  no  coal,  there  are 
no  marvelous  deposits  of  coal. 

Don't  be  too  anxious  to  work 
your  pick  and  shovel. 

Save  your  muscle. 

Start  your  brain. 

An  hour's  planning  may  save 
you  a  month's  performing. 

Plan  how  little  digging  you  will 
have  to  do  in  order  to  get  the  best 
results. 

Pick  out  the  easiest  spot  in  which 
to  dig. 

Maybe  you  won't  have  to  use  the 
pick  and  shovel  at  all. 

If  you  are  only  going  to  set  out 
some  cabbage  plants,  it  is  well  to 
have  that  point  settled  definitely. 

Then  dig  just  deep  enough  to 
properly  set  the  plants  so  they  will 
take  root. 


Save  your  muscle  for  the  weed- 
ing that  must  be  done  in  order  to 
give  the  cabbage  plants  the  full 
benefit  of  the  soil. 

If  you  are  going  to  dig  for  gold 
get   that   point   settled    definitely. 

Then  figure  out  the  probabihty 
of  the  amount  of  digging  you've 
got  to  do  before  you  strike  the 
vein  you  are  in  search  of. 

Then  work  your  pick  and  shovel 
honestly,  persistently  and  profit- 
ably. 

Make  each  swing  of  the  pick 
count. 

Make  every  shovel  full  of' dirt 
tossed  aside  that  much  nearer 
the  goal  and  the  gold. 

There's  possibility  that  the  vein 
may  be  too  deep. 

That  it  will  require  too  much  use 
of  pick  and  shovel  and  muscle. 

That  when  you  do  get  down  to 
the  pay  streak  you  won't  have  the 
strength  left  to  get  it  out. 

Then  you'd  be  in  just  the  same 
position  as  if  you  hadn't  struck  it 
at  all — plus  the  effort. 

The  fellow  who  commences  to 
dig  first,  who  digs  away  for  a-  day 
a  week  or  a  month  before  he  has 
really  made  up  his  mind  whether 
he  is  going  to  put  in  cabbage 
plants  or  take  out  gold,  always 
gets  the  results  he  is  entitled  to. 


DON'T  GET  BLUE. 

{Read  on  a  Rainy  Day.) 

When  troubles  pile  up  thick  and  fast. 

And  all  your  sky  seems  overcast. 

With  clouds  of  darkest  hue, 

When  everything  is  going  wrong 

And  life's  pathway  seems  rough  and  long, 

Just  wear  a  smile  and  sing  a  song, 

And  DON'T  GET  BLUE. 


BROKER'S   CYCLOPEDIA 


115 


When  fortune  turns  her  frowning  face, 
And  sets  a  long  and  weary  pace, 
When  friendships  prove  untrue. 
When  Hope  lies  dead  within  your  breast. 
And  blank  despair  your  only  guest. 
Just  whistle  while  you  do  your  best, 
And  DON'T  GET  BLUE. 

Your  troubles  soon  will  flee  away. 
The  clouds  will  pass,  a  brighter  day, 
Will  faith  and  hope  renew. 
The  dismal,  downward  way  will  rise. 
And  lead  you  through  life's  Paradise, 
Where  fortune  smiles  from  sunlit  skies; 
So  look  beyond  with  hopeful  eyes. 
And  DON'T  CxET  BLUE. 

You  will  never  accomplish  much  by  standing  around  on  one  foot 
knocking. 

Get  in  the  game  and  work  for  some  one  who  will  do  better. 

Every  selling  organization  needs  loyalty. 

Every  selling  organization  needs  renown. 

Every  selling  organization  needs  advertising. 

Every  selling  organization  needs  industry. 

Every  selling  organization  needs  non-quitters. 

Every  selling  organization  needs  enthusiasm. 

Don't  try  to  mix  business  and  tommyrot. 

The  subjects  of  King  Booze  are  all  slaves. 

The  smooth  talker  has  suspicious  listeners. 


c.     Real  Estate  Talk. 

A  Real  Estate  Salesman  should 
be  bubbling  over  with  interesting 
facts  when  trying  to  convince  and 
persuade  his  client  to  think  as  he, 
•thinks. 

Have  the  following  real  estate 
talking  points  on  the  tip  of  your 
tongue,  and  use  as  your  best 
judgment  suggests. 

TALK  ABOUT: 

Talk  about  location. 

Talk  about  convenience. 

Talk  about  healthfulness. 


Talk 
Talk 
Talk 
Talk 

ings. 
Talk 

ties. 
Talk 
Talk 
Talk 
Talk 
Talk 
Talk 
Talk 


about  pure  air. 
about  good  water, 
about  good  drainage, 
about   pleasant   surround- 
about  transportation  facili- 

about  good  neighbors, 
about  good  climate, 
about  cheapness  of  living, 
about  public  improvements, 
about  water, 
about  gas. 
about  electric  light. 


116 


THE   REAL   ESTATE 


Talk  about  sewers. 
Talk  about  pavements. 
Talk  about  sidewalks. 

Talk  about  parks. 

Talk  about  boulevards. 

Talk  about  wide  streets. 

Talk  about  shade  trees. 

Talk  about  churches. 

Talk  about  schools. 

Talk  about  art  galleries. 

Talk  about  libraries. 

Talk  about  museums. 

Talk  about  stores. 

Talk  about  hotels. 

Talk  about  low  price. 

Talk  about  easy  terms. 

Talk  about  discount  for  cash. 

Talk  about  installment  payments. 

Talk  about  increase  in  value. 

Talk  about  growth  of  population. 

Talk  about  new  industries. 

Talk  about  new  railroads. 

Talk  about  new  trolley  lines. 

Talk  about  general  prosperity. 

Talk  about  natural  beauty. 

Talk  about  attractiveness. 

Talk  about  nearness  of  recreation 
places. 

Talk  about  industries. 

Talk  about  wages  paid. 

Talk  about  value  of  products. 

Talk  about  shipping  facilities. 

Talk  about  good  home  place. 

Talk  about  the  best  being  sel- 
ected first. 

Talk  about  the  last  opportunity. 

Talk  about  free  mail  delivery. 

Talk  about  growth  of  value  in 
last  year. 

Talk  about  actual  examples. 

Talk  about  photographs. 

Talk  about  low  taxes. 

Talk  about  no  taxes  for  three 
years. 

Talk  about  no  interest  on  de- 
ferred payments. 


Talk  about  no  charge  for  deed. 
Talk  about  free  and  perfect  title. 
Talk  about  title  guaranteed. 
Talk  about  "Buy  now." 
Talk   about  buy  before  further 
improvements     are     made. 

big     demand     for 


Talk     about 
houses. 

Talk    about 


extensive 


building 
now  going,  on. 

Talk  about  building  restrictions. 

Talk  about  buying  for  childrens 
benefit. 

Talk  about  buying  intelligently. 

Talk  about  buying  real  estate  on 
easy  payment  plan  compels  econ- 
omy. 

Gives  an  object  in  life. 

Something  to  work  for. 

Talk  about  grasping  opportuni- 
ties. 

Talk  about  scenic  attractions. 

Talk  about  free  railroad  tickets. 

Talk  about  free  automobile  trip. 

Talk  about  public  improvements 
now  in  progress. 

Talk  about  private  improve- 
ments now  in  progress. 

Talk  about  well  known  persons 
buying. 

Talk  about  future  of  property 
being  protected. 

Talk  about  prices  will  be  ad- 
vanced. 

Talk  about  safety  of  investment. 

Talk  about  combining  rural  and 
city  advantages. 

Talk  about  police  protection.       , 

Talk  about  fire  protection.. 

Talk  about  heighth  above  sea 
level. 

Talk  about  nearness  to  large 
cities. 

Talk  about  increase  in  assessed 
valuation. 


BROKER'S   CYCLOPEDIA 


117 


Talk  about  sending  maps  of 
property  on  request. 

Talk  about  landscape  gardening. 

Talk  about  low  railroad  fare. 

Talk  about  rent  pays  for  home. 

Talk  about  certificate  of  title 
furnished. 

Talk  about  the  unearned  in- 
crement. 

Talk  about  the  importance  of 
doing  it  now. 

Talk  about  laying  the  founda- 
tion of  a  for  time. 

Talk  about  only  a  small  sum 
needed. 

Talk  about  balance  in  40  pay- 
ments. 

Talk  about  large  sized  lots. 

Talk  about  a  live  asset. 

Talk  about  the  non-forfeiture 
clause.' 

Talk  about  the  getting  ahead  of 
the  masses. 

Talk  about  the  assessor's  figures. 

Talk  about  how  to  make  Real 
Estate  your  savings  bank. 

Talk  about  the  comparison  of 
prices  with  similarly  located  prop- 
erty. 

Talk  about  the  social  life  of  the 
neighborhood. 

Talk  about  the  fact  that  the 
foundation  of  all  Real  Estate  value 
is  utility. 

Talk  about  the  diiference  of 
living  and  staying. 

Talk  about  the  advantages  of  a 
home  of  your  own.     (Living). 

Talk  about  the  disadvantages  of 
renting  a  house.     (Staying). 

12.    Renting  and  Leasing. 

Do  it  now,  moving  time  will 
soon  be  here. 


Send  for  our  "Rent  and  Sales 
List,"  changed  daily. 

"Every  kind  of  real  estate  in 
every  part  of  town." 

Renting  houses  isn't  as  easy  as 
you  would  think. 

We  think  it's  .so  important  that 
we  handle  it  as  a  separate  depart- 
ment. 

That  facilitates  matters  for  you. 

"Too  many  cooks  spoil  the 
broth." 

And  too  many  agents  trying  to 
rent  the  same  property  often  spoil 
the  renting. 

Our  renting  department  does 
nothing  but  rent. 

It  will  save  you  time  and  trouble. 

One  Department  that  does  noth- 
ing but  rent. 

Think  what  that  means  to  you. 

The  worry  you  save. 

The  tiresome  trips. 

The  uncertainty. 
You    can't     realize    how   much    it 
does    mean    until    you've    applied 
for  a  space  through  us. 

Our  advertisement  may  rent 
your  property. 

Placing  your  property  on  our 
lists  is  quite  sure  to. 

Don't  walk  the  streets  looking 
for  "House  to  let"  signs. 

Come  to  us. 

Our  renting  department  will  give 
you  a  list. 

.    Properties  are  listed  with  us  in 
all  neighborhoods. 

Rents  vary  accordingly. 

Factory  property  vacant  a  year? 

Why? 

Because  no  suitable  tenant  comies 
near  your  "To  Let"  sign. 

Boys  use  "To  Let"  signs  for 
targets. 


118 


THE   REAL   ESTATE 


Few  real  buyers  or  renters  waste 
time  reading  signs. 

They  come  to  us,  because  we 
have  the  largest  Renting,  Selling 
and  Investing  list  in  town. 

Every  day  your  house  remains 
unrented  is  sure  loss  of  money. 

Thousands  of  renters  prevent 
that  by  seeing  us. 

If    the    house    is    on    our    list 
your  "For  Rent"  sign  comes  down 
quickly. 

Every  kind  of  Real  Estate  in 
every  part  of  town. 

Is  your  property  being  eaten  up 
in  taxes? 

Don't  let  it  be  vacant. 

Don't  put  a  5  cent  sign  on  it 
and  expect  a  $100  renter. 

We  rent  it  quickly  because  we 
have  a  larger  list. 

We've  every  kind  of  real  estate 
in  all  parts  of  town. 

Going  away? 

Let  us  attend  to  your  property 
if  you  are. 

We  collect  rents. 

We  secure  tenants. 

Property  placed  in  our  hands 
remains  a  good  investment. 

You  first  go  to  one  part  of  town, 

Then  to  another. 

That's  one  way  of  trying  to  rent 
a  house. 

Come  here  first. 

That's  the  way  you  will  rent 
one. 

Want  to  change  your  address? 

See  us  first. 

It's  little  trouble  to  inspect 
houses  the  way  we  show  them. 

Call  and  learn  how. 

Moving  is  an  awful  bother. 

Looking  for  the  place  to  move 
to  is  a  great  one. 


Our  special  department  for  rent- 
ing saves  you  the  trouble. 

It  may  save  you  money  as  well. 

See  us  first. 

If  property  can  be  rented,  we 
can  rent  it. 

Why  do  we  do  so  much  renting? 

Ask  our  tenants. 

Ask  our  landlords. 

They'll  give  you  the  answer. 
a.     Rentmg  Phrases. 

Exclusive  housekeeping  apart- 
ments. 

Every  known  comfort. 

Every  known  convenience. 

Highest  standard  service. 

Refined  patronage. 

Imposing  and  substantially  con- 
structed. 

Ideally  located. 

Select  residential  section. 

Building  finished  and  arranged 
with  all  the  completeness  of  equip- 
ment and  perfection  of  detail 
necessary  to  modern  apartments. 

Vacuum  cleaning. 

Basement  laundry. 

Separate  quarters  for  servants. 

All  chambers  finished  in  white 
and  mahogany. 

Modern  house-keeping  apart- 
ments. 

A  model. 

Combines  the  ideal  features  of: 

Elegance, 

Refinement. 

Convenient  location. 

Moderate  rentals. 

Beautiful. 

Spacious. 

Porch  front. 

Semi-detached. 

Art  glass  mullioned  windows. 

15.    New  Business. 

We  are  Sellers  and  Satisfiers. 


BROKER'S   CYCLOPEDIA 


119 


We  do  things. 

Our  promptness  is  our  pride. 

We  want  our  friends  as  our 
customers. 

We  are  in  the  business  to  sell. 

W^e  make  quick  sales  at  small 
profits. 

Every  promise  is  kept. 

Nothing  misrepresented. 

We  want  your  good  will. 

We  are  working  for  your  good 
will. 

We  always  succeed. 

We  buy  carefully. 

We  sell  cheaply. 

We  keep  our  promises. 

There  are  Real  Estate  sales  and 
Real  Estate  "Sells." 

We  know  Real  Estate  values 
around \ . 

When  you  want  to  buy,  consult 
us. 

Otherwise  you  might  get  sold. 

If  property  can  be  sold  we  sell  it. 

If  it  can  be  rented  we  can  rent 
it. 

If  it  can  be  mortgaged  w^e  can 
mortgage  it. 

If  you're  interested  in  Real 
Estate  you'll  be  interested  in  us. 

A  mistake  in  surveying  or  a 
complicated  title  might  have  meant 
a  law  suit. 

We're  exceedingly  careful  about 
such  things. 

Our  varied  experience  has  taught 
us  to  be. 

Have  you  property  for  sale  or 
rent? 

Put  it  in  our  hands. 

It  should  be  soon  off  yours. 

Our  large  list  insures  quick 
transactions. 

See  us  first  about  Real  Estate. 


Our  lists  are  large  and  our 
patrons  many. 

Our  "To  Let"  and  "To  Be  vSold" 
list  is  very  complete. 

We  get  the  real  news  of  the 
Real  Estate  field. 

If  your  property  were  on  our 
list  it  would  have  come  before  a 
great  many  investors. 

We  have  hundreds  just  ready  to 
move  or  buy. 

We  close  deals  promptly. 

No  charges  until  you  are  bene- 
fited. 

Everybody  who  sees  our  lists 
of  properties  "For  Sale"  or  "For 
Rent"  is  a  renter  or  a  buyer. 

And  nearly  every  renter  or 
buyer  in  town  does  see  it. 

No  dull  season  with  us.. 

We  have  satisfied  others. 

We  can  please  you. 

Success  don't  come  from  the 
"Old  Way"  of  selling  Real  Estate. 

The  success  of  our  Company  is 
due  to  careful  and  conservative 
methods. 

Our  credit  is  built  upon  things 
we  do. 

Our  method  closes  sales. 

"If  its  salable,  we  sell  it." 

Those  to  whom  we  sell,  sell  for 
us. 

We  have  a  perfect  right  to  blow 
our  own  horn. 

We  have  a  just  right  to  shout 
about  the  property  we  are  selling. 

We  make  Sales. 

Why? 

Because  we  make  accurate  state- 
ments and  our  representatives  are 
responsible. 

We  turn  Real  Estate  into  Cash. 


120 


THE   REAL   ESTATE 


Everybody  speaks  well  for  our 
business  methods. 

Every  chance  customers  becomes 
a  constant  customer. 

Great  satisfaction  is  expressed 
by  our  customers. 

Watch  the  people  who  promise 
you  one  thing  and  give  you  another. 

Watch  the  people  who  have 
made  you  promises  in  months  gone 
by,  and  failed  to  live  up  to  their 
agreement. 

A  man's  word  should  be  as  good 
as  a  government  bond. 

Impressions  count  in  business 
and  we  are  making  many  impres- 
sions. 

Advertising  by  us  is  reliable 
advertising. 

Houses  for  sale  on  terms  the 
same  as  rent. 

If  property  can  be  sold,  we  can 
sell  it. 

You  need  to  do  no  guessing. 

There  is  no  argument  in  favor  of 
our  services  so  strong  as  our  re- 
cord. 

Our  methods  sell  property 
quickly. 

Our  methods  sell  property  ad- 
vantageously. 

Our  methods  sell  property  with- 
out delay. 

Our  method  ssecure  good  tenants. 

Our  methods  collect  rents 
promptly. 

Our  methods  manage  properties 
faithfully. 

Our  methods  manage  properties 
profitably. 

Our    methods    manage    proper- 
/  ties  successfully. 

No  transaction  too  small. 
No  transaction  too  large. 
We  want  your  good  will. 


Don't  wait  until  you  have  busi- 
ness. 

Come  in  and  get  acquainted. 

Don't  lose  time. 

Home  like  isn't  it? 

Real  Estate  in  all  its  branches 

If  you  wish  to  buy. 

If  you  wish  to  sell. 

If  you  wish  to  auction. 

If  you  wish  to  lease. 

If  you  wish  to  rent. 

If  you  wi.sh  to  borrow. 

See . 

It's  our  business  to  sell  Real 
Estate. 

It's  our  business  to  save  you 
money. 

It's  our  business  to  rent  your 
empty  house. 

It's  our  business  to  find  you  a 
responsible  tenant. 

It's  our  business  to  collect  rents. 

It's  our  business  to  sell  insur- 
ance. 

It's  our  business  to  sell  vacant 
lots. 

It's  our  business  to  sell  farms. 

It's  our  business  to  sell  land. 

AT  ALL  TIMES: 

There  are  people  who  want  to  buy 

There  are  people  who  want  so  sell. 

It's  our  business  to  bring  buyer 
and  seller  together. 

You'll  save  time. 

You'll  save  money. 

Come  in. 

Let's  talk  it  over. 

Get  the  "Home  of  your  Own 
Habit." 

Our  office  is  a  "Real  Estate 
Clearing  House." 

14.    Headlines  and  Catch 
Phrases. 

For   Reai,   Estate   .\nd   Invest- 
ments.    (Suggestions). 


BROKER'S   CYCLOPEDIA 


121 


Nearing  the  end. 

'Pause." 

Imagination  rules  the  world. 

Money  talks. 

Give  your  money  a  chance. 

Pass  judgment  yourself. 

Are  you  prepared? 

Why  hesitate? 

We  have  hit  the  bull's  eye. 

Watch  this  space. 

Best  in  the  West. 

Open  an  account  with  us. 

Are  you  on  the  fence? 

The  way  to  economy. 

Economy,  theeasychairofoldage- 

You  will  agree. 

Newly-wed   couples!    Attention! 

Chilly  wintry  blasts. 

Don't  be  a  tin-type. 

Then  and  now. 

Select  your  investment. 

Set  your  savings  to  work. 

It  will  take  care  of  you  now. 

It  will  take  care  of  yourself  and 
family  later  on. 

We  tell  you  why  you  should  buy 
Real  Estate. 

We  tell  you  why  you  should  buy 
Real  Estate  from  us. 

We  tell  you  why  you  should  buy 
Real  Estate  in  our  City. 

Your  opportunity. 

You  can't  get  away. 

Does  saving  money  interest  you? 

As  easy  as  play. 

Enthusiasm  runs  wild. 

We  don't  like  to  do  it,  but  we 
mast! 

Control  your  own  investments. 

Start  your  money  to  work. 

FOUR  is  33  1-3  percent  more 
than  THREE. 

Invest  where  profits  are  certain. 

Invest  your  money  where  it  will 
grow. 

Delays  pay  no  dividends. 


Safe  investments  do. 

The  quick  thinker  gets  ahead. 

Don't  fool  with  prospects. 

Don't  take  anyone's  guess. 

Insist  on  facts. 

Learn  to  use  your  own  judgment. 

Safety  goes  before  profit. 

Money  saved  is  money  made. 

Make   Mother   Earth  your  Sav- 
ings Bank. 
•  Saving  is  governed  by  science. 

Wishes  never  go  as  far  as  dollars. 

It's     dollars     that     count,'  not 
resolutions. 

Formation    is    better    than    re- 
formation. 

Begin  today. 

Money  begets  money. 

Of  Savings  come  Having. 

To  earn  more,  learn  more. 

A  WISH-BONE  cannot  be  sub- 
stituted for  a  BACK-BONE. 

The  home  of  a  Saving  Man  is 
usually  a  Happy  one. 

Big    investors    have    made    for- 
tunes. 

Children  should  save. 

Early  habits  mould  future  char- 
acters. 

There  are  318  working  days  in  a 
year. 

TAKE    YOUR     FIRST  STEP 
NOW. 

Put  your  Savings  to  work. 

Never  spend  all  you  make. 

Don't  hide  your  Savings. 

Saving    is     the    foundation     of 
wealth. 

If  you  never  start  you  will  never 
get  anywhere. 

A  beautiful  home  spot. 

Stop   buying  gasoline  for  your 
landlord. 

Get  ahead  of  the  crowd. 

What  do  we  advise? 

Seven  questions  answered. 


122 


THE   REAL   ESTATE 


Facts  and  figures. 

Money  begets  money. 

Money  makes  all  things  possible. 

Making  facts  out  of  figures. 

Is'nt  it  wonderful? 

A  safe  investment. 

Figure  it  up. 

A  Home  of  your  own. 

Sit  by  your  own  Fireside. 

No  "  Keep-off -the-grass"  signs. 

Sit  on  a  porch  of  your  own. 

Home  Builders. 

A  good  investment. 

Our  guarantee  protects  you. 

We  prove  everything  we  say. 

You  are  the  judge. 

We  run  all  the  risk. 

You  are  the  jury. 

Look  to  the  East. 

Good  car  service  adds  tremend- 
ously. 

The  lay  of  the  ground  is  most 
important. 

No  exaggeration  of  statements. 

Lest  you  forget. 

Just  to  remind  you. 

Startling  facts  convincingly  stat- 
ed. 

If  you  can't  save  a  nickle,  save 
a  penny. 

Get  the  whole  story. 

There  was  never  a  similar  offer. 

The  envied  homes. 

Which  would  you  choose? 

Begin  at  the  Beginning. 

Do  it  today. 

Tomorrow,  today  will  be  yester- 
day. 

Here's  evidence  enough  to  con- 
vince any  Jury. 

Get  a  chunck  of  earth  and  get  it 
now. 

Don't  be  short  sighted. 
This   advertisement  is   to   start 
you  thinking. 


Are  your  neighbors  rent  payers? 

Great  Scott !     Mr.  Rent  Payer. 

A  word  to  the  investor. 

A  word  to  the  renter. 

Significant  words  from  authori- 
tative source. 

Peerless  in  location.  ^ 

A   country   home    at   the   city's 
gates. 

We'er  putting  on  the   finishing 
touches. 

A  swell  location. 

It  rained  a  Million  Dollars  last 
Friday. 

Undeniable  forceful  facts. 

Minute  details  have  been  thor- 
oughly carried  out. 

Magnitude  of  our  offerings  im- 
presses everybody. 
i       Many  will  hasten  to  respond  to 
this  advertisement. 

Nearly  everybody  will  come. 

News  of  extreme  importance. 

Obligation  to  buy  never  comes 
with  a  visit. 

Opportunities   nothing  short   of 
remarkable. 

Oversights    are    committed    by 
those  who  fail  to  come. 

Pleasing  prices. 

Prices  pulsating  with  economy. 

Prices  that  sweep  aside  all  op- 
position. 

Pluck— not    luck —    built    this 
business. 

Plucky    doings    that    you    will 
surely  appreciate. 

Prices  that  tell  with  conviction 
their  own  story. 

Pleasure  is  evident  on  the  part 
of  many  patrons. 

Keep  the  ball  rolling. 

Keen   readers   need   not    to    be 
told  again. 


BROKER'S   CYCLOPEDIA 


123 


Knowing  readers  fully  appreciate 
this  statement. 

"Knowledge  is  power."  Be 
armed  for  the  great  battle  of  life. 

Late  comers  get  poorest  pickings. 

Lively  selling  must  follow  this 
announcement. 

Legitimate  business  methods 
have  their  effect. 

Less  profits  mean  biggger  values, 
such  as  these. 

Lavish  values  are  fascinating 
features  of  this  sale. 

Long  time  credits  to  suit  every 
family  exchequer. 

Languid  business  now  receives 
a  "special  sale"  tonic. 

Lubricating  the  machinery  of 
business   with   "Special  Sale"   oil. 

Marvelous  values. 

Meditate  upon  the  importance 
of  the  following. 

Match  these  values  if  you  can. 

They  are  great. 

Make  up  your  mind  to  embrace 
this  opportunity. 

Enterprise  everywhere  evident. 

Excellent  money  -  making 
chances. 

Every  visitor  becomes  a  cus- 
tomer. 

Everybody  who  reads  should 
profit  thereby. 

Evidences  of  consideration  for 
your  interest. 

Either  you  or  somebody  else  will 
get  this  value. 

Frigid  facts. 

Forcible  figures. 

Figures  do  not  lie. 

Facts  worth  knowing. 

Fascinating  features. 

Figure  what  you  can  save. 

Fame  came  in  the  wake  of  worth. 


Follow  the  crowd  and  you  will 
come  to  us. 

Good  values. 

Give  a  thought  to  this  oppor- 
tunity. 

Great  buying  chances  now  pre- 
sented. 

Think. 

Think  what  your  opinion  is. 

Think  just  how  to  get  the  great- 
ness of  our  proposition. 

Sentiment  is  business. 

Some  day  you'll  be  sorry. 

Jingling  of  money  saved. 

Just  in  the  nick  of  time  comes 
this  offering. 

Judgment  can  well  be  exercised 
by  buying  now. 

Jump  at  this  chance. 

The  opportunity  of  the  year. 

Hints  worth  remembering. 

Heaping  returns  for  money  in- 
vested. 

Irresistible  prices. 

Interesting  offerings. 

Interested     purchasers     should 
not  delay. 

Impressive  array  of  forcible  facts 
and  figures. 

The  big  success  of  the  season. 

You  want  to  make  money  don't 
you? 

Ideal  sites  for  homes. 

Buying  real  estate  is  surer  than 
July  wheat. 

Buying  real  estate  is  better  than 
railroad  bonds. 

See  the  glorious  property. 

Suggestions   worth   reading;   for 
live  ones  only. 

Ownership  of  Real  Estate  signi- 
fies POWER. 

"Values  shake  hands  with  satis- 
faction." 

Amazing  opportunities. 


124 


THE  RE  A  L  ESTATE 


Will  you  take  advantage  of  this 
chance? 

Let  your  mind  penetrate  the 
future. 

Irrigation  is  King. 

Every  artistic  innovation. 

To  the  lovers  of  country  life. 

Savings  Bank  earnings  limited 
to  4  percent. 

Real  Estate  earnings  unlimited. 

"The  heart  of  the  district." 

Think  of  the  difference. 

A  straight  tip. 

A  wheat  growing  country. 

Wheat  is  King. 

It's  wheat  now. 

To  the  people  who  know  "what 
is  what." 

Absolutely  unequaled  elsewhere. 

A  handsome  residential  develop- 
ment. 

What  we  do  we  must  do  to-day. 

A  few  clinching  arguments. 

"Near  to  nature's  heart." 

A  pure  delight  to  nature's  lovers. 

A  healthful  place. 

A  convenient  place. 

Let  it  be  deeply  and  everlast- 
ingly burned  on  your  mind. 

Let  me  hammer  this  in. 

A  pig  in  a  poke. 

My  corner. 

Watch  which  way  the  cat  will 
jump. 

Hill  and  dale,  forest,  field  and 
stream. 

Doesn't  all  this  sound  attractive? 

It  stands  alone — head  and 
shoulders  above  all. 

An  entire  sale  of  building  lots. 

The  elements  beaten. 

Just  far  enough  out  to  be  con- 
venient. 

Just  far  enough  out  to  get  the 
good  country  air. 

Just  far  enough  out  for  a  home. 


Just  far  enough  out  for  an  in- 
vestment. 

Right  prices  to  right  people. 

The  right  restriction  in  the  right 
place. 

This  property  is  increasing  itself. 

Isn't  this  delightful. 

Gratify  your  ambition  to  own  a 
suburban  home. 

A  home  of  your  own  design. 

An  unparalelled  proposition. 

Nature's  play-ground. 

Something  new. 

Something  different. 

Something  worth  while. 

Something,  somewhere,  someone, 
notime,  nowhere,  none. 

"In  the  rough." 

Here  is  a  proposition. 

A  blue-grass  idea. 

A  purchasing  chance  that  few 
will  miss. 

An  opportunity  worth  taking 
advantage  of. 

A  splendid  opportunity  is  now 
placed  before  you. 

Announcements  like  these  never 
go  by  unnoticed. 

Attend  to  what  we  say  and  learn 
to  your  advantage. 

Active  buying  is  bound  to  follow 
this  announcement. 

Consider  well,  then  decide  right- 

ly- 

Can  you  resist  this  great  tempta- 
tion? 

Can  you  meet  or  match  these 
values? 

Come,  consider,  criticise  and 
compare. 

Cunning  readers  will  be  quick 
purchasers. 

Criticism  is  welcome  by  us  from 
everybody. 

Clip  this  out  or  make  a  money 
saving  memo. 


BROKER'S   CYCLOPEDIA 


125 


Care  was  exercised  in  writing 
these  statements. 

Careful  readers  will  respond  to 
these  suggestions. 

Candid  statements  that  leave 
lasting  impressions. 

Clear  statements  make  our  ad- 
vertising interesting. 

Competitors  watch  our  ads  with 
absorbing  interest. 

Did  you  ever  see  such  an  op- 
portunity? 

Do  you  wi.sh  the  best  at  the  least 
cost? 

During  this  sale  money  will  be 
mighty. 

Decision  is  necessary  for  time  is 
limited. 

Decide  quickly  for  the  oppor- 
tunity will  soon  go. 

Don't  you  think  this  advertise- 
ment worth  reading? 

Thinking  it  over  won't  do  this 
time 

Talking  about  it  won't  do  it 
this  time. 

It's  action  and  quick  action  on 
your  part. 

The  price  is  below  real  value. 

First  payment  is  small. 

The  weekly  payments  are  easy. 

You  become  a  land  owner  at  once. 

Your  investment  is  sure  to 
double. 

You're  buying  property  without 
a  flaw. 

You  are  buying  property  un- 
rivaled as  to  location. 

You  are  buying  property  with 
improvements  without  an  imper- 
fection. 

You  are  buying  property  at  a 
price  without  a  parallel. 

Enthusiasm  reigns  Supreme. 

Let  it  be  deeply  and  everlast- 
ingly burned  on  your  memory. 


You  can  be  a  Home  Owner. 

You  can  be  a  Builder. 

You  can  be  a  Real  Estate  Owner. 

You  can  be  an  Investor. 

It's  surely  an  opportunity. 

It's    an    opportunity    that    will 
never  come  again. 

Going  fast : 

You'll  have  to  hurry. 

The  opportunity  of  a  generation. 

There    is    no    asset    so    good    as 
dependable  realty, 

^Dollars  invested  in  Real  Estate 
is  better  than  money  in  the  bank. 

The  die  is  cast. 

Keep  posted. 

Send  a  postal. 

We'll  gladly  post  you. 

Our  prices  are  right. 

We  can  prove  our  assertions. 

Slash  go  prices. 

Consult   your   good   wife   before 
buying  a  home. 

The  Home  Getter. 

Carefully  designed. 

Exquisitely  finished. 

Hardwood  trim. 

Beamed  ceilings. 

Steam  heated. 

Tiled  bath  rooms. 

Exposed  plumbing. 

Decorated  to  suit  purchasers. 

Sunny  rooms. 

Wide  porches. 

The  Bank  may  break. 

The  factory  burn. 

A  breath  may  burst  the  bubble 
share. 

Money  invested  in  Real  Estate 
is  sure  and  safe. 

Savings  go. 

Stocks  melt. 

Banks  fail. 

No  slavery  to  time  tables. 

Put  on  your  hat  and  come  now. 

Unheard-of-prices. 


126 


THE   REAL   ESTATE 


Unprecedented  demand. 

Tremendous  favor  accorded. 

When  you  have  a  little  land. 

The  deed  within  your  hand,  it 
cannot  disappear  or  melt  you  know. 

New  routes  assured. 

Transit  facilities. 

Rent  receipts  don't  buy  any- 
thing. 

Payments  suspended  if  sick  or 
out  of  employment. 

Best  on  the  market — bar  none. 

By  all  means  come  today. 

Where  can  you  make  money  any 
quicker  ? 

Every  beneficial  restriction. 

Every  modern  improvement. 

Take  out  your  pencil  and  figure. 

Go  into  the  smallest  details. 

You  can't  find  it's  equal  for  real 
value. 

The  level  headed  man  is  the  man 
who  provides  for  the  future. 

Many  other  good  things  to  show 
you  when  you  visit  our  property. 

Incontrovertible  facts. 

Unaltered  facts. 

Boiled  down  facts. 

Reason,  analyze  and  act. 

Don't  go  elsewhere,  get  less  and 
pay  more. 

Think  of  its  significance. 

Investigation  plays  a  powerful 
part. 

These  are  powerful  facts. 

This  is  a  home-site  opportunity. 

This  is  a  money-making  oppor- 
tunity. 

A  clean,  quiet,  sanitary  home 
spot. 

No  one  doubts. 

Cash  talks  with  us  this  week. 

Opportunity  calls  you. 

You  owe  it  to  yourself. 

You  owe  it  to  your  children. 

Go  and  see  this  property  today. 


Insurance  is  a  good  thing. 

We  insure  you  and  your  invest- 
ment for  nothing. 

Pause : 

Stop.  , 

Something  or  nothing. 

Which? 

15  cents  a  day  saved  on  the 
one  hand. 

Or 

Everything  spent  on  the  other 
hand. 

I  want  this  "ad"  to  catch  the 
eye  of  jjst  one  man. 

I  want  this  "ad"  to  rivet  the 
attention  of  just  one  man. 

I  want  this  "ad"  to  appeal  to 
the  best  judgment  of  just  one  man. 

Just  one  big,  broad-guaged  busi- 
ness man. 

When  conversation  lags,  talk 
about  Real  Estate. 

If  its  testimony  you  want,  we've 
barrels  of  it  to  loan  on  Real  Estate. 

A  hundred  milHon  dollars  made 
last  year  in  Real  Estate. 

What  portion  of  this  hundred 
million  did  you  make? 

We  give  you  an  opportunity  to 
plan  your  own  home. 

We  give  you  an  opportunity  to 
superintend  its  construction. 

We  give  you  an  opportunity  to 
know  what  kind  of  material  is  used. 

The  home  building  feature 
makes  our  property  desirable. 

The  unsurpassed  location  makes 
our  property  more  desirable. 

The  unrivaled  car  service  makes 
our  property  most  desirable. 

"DOLLARS  FOR  DIMES." 

There  is  something  doing. 

Teach  yourself  how  to  save. 

Economy  Carnival. 


BROKER'S  CYCLOPEDIA 


127 


Catch  Phrases. 

"Up  Where  the  Sun  Shines." 
"Up  above  the  Smoky  Smoke." 
"Out  beyond  the  Smoky  Smoke. ' ' 
"TJie  Scenic  Addition." 
"The  Addition  Beautiful." 
"South's  Greatest  Highway." 
"Minnesota's  Beauty  Spot." 
"The  Homeland  on  the  Hill." 
"The    Home    of    "Home    Sweet 

Home"  Homes." 

"The  Heart  of  the  Rain  Belt." 
"The  Heart  of  the  Highlands." 
"Up    Where    the    Cool    Breezes 

Blow." 

"Lady  of  the  Uake." 
"The  Wonderful  City." 
"The  Suburb  De-IyUxe." 
"On  the  Foot  Hills  between  the 

City  and  the  Sea." 

"The  Park  Beautiful." 

"Nearest  the  Hub." 

"Cream  of  the  Spokane  Valley." 

"Just  Near  Enough." 

"Just  Far  Enough." 

"The  Addition  with  character." 

"The  Investment  of  the  Hour." 

'The  Premier  Suburb." 

"The  Wonder  Town." 

"The  Balcony  of  San  Antonio." 

"The    Prettiest    View        in    all 

Spokane." 

"The  Gem  of  the  West." 


"The  Placid  Place." 
"The  Creme-de-la-Creme." 
"The  true  suburb  Beautiful." 
"In  the  Valley  of  Success." 
"On  the  Columbia." 
"The  Country  Suburb." 
"The  Suburb  Beautiful." 
$5.00  down,  "That's  all." 
$5.00  a  month,  "That's  Easy." 
"The  Home  Builders  Addition." 
"Scenic  Addition  with  Soil." 
"The  Queen  Addition." 
"The  College  Suburb." 
"On  the  Banks  of  the  Shadowy 
St.  Joe." 

"The  Land  of  Golden  Skies." 

"Vernon  the  Beautiful." 

"In  the  Forest  Dale." 

"Not  Lots  but  Acres." 

"Pride  of  the  New  Southwest." 

"The  Heart  of  the  West." 

"Swept  by  ocean  breezes." 

"Swept  by  lake  breezes." 

"A  home  of  one's  own." 

"Makes  a  man  Human." 

"Its  the  Soil." 

"At  the  Top  O'  the  Hill." 

"The  Land  of  Opportunity." 

"The  Gateway." 

"In  the  Heart  of  the  District." 

"The  Land  of  Continuous  Spring. 

"In  the  Land  of  June." 


128 


THE   REAL   ESTATE 


CHAPTER  II. 

The  Real  Estate  Business 

Money  Making,  Business -Getting  and 
Business-Building  Suggestions  for  Real 
Estate  Brokers  and  Real  Estate  Salesmen. 


1 — How  to  begin  the  Real  Estate 
Brokerage  Business. 

2. — How  to  list  Property. 

3 — How  to  secure  an  Exclusive  Con- 
tract. 

4 — How  to  secure  Buyers. 
5 — How  to  Start  a  Real  Estate  Sale. 
6 — How  to  "Follow  up"  a  Real  Estate 
Sale. 


1.    How  to   Begin   the    Real 
Estate  Brokerage  Business. 

While  brains,  energy,  system, 
initiative  are  good  qualities  to  have. 
Horse  Sense  is  the  prime  quality 
needed  by  the  beginner  in  the  Real 
Estate  Business. 

Education  and  personality  are 
essential  qualities. 

Every  Real  Estate  Broker  should 
know  the  grammar  of  the  English 
language. 

Start  at  the  bottom. 

Work  hard. 

Study  much. 

Climb  step  by  step. 

Make  up  your  mind  to  go  to  the 
top. 

Absorb  information. 

A  Real  Estate  Broker  is  just 
what  he  makes  himself. 

Get  in  the  game. 

If  no  chance  is  in  sight  look  for 
one. 


7 — How  to  close  a  Real  Estate  Sale. 

8 — How  to  sell  Real  Estate. 

9 — How  to  describe  and  sell  Suburban 
Property. 

10 — How  to  describe  and  sell  Farm 
Property. 

11 — How  to  describe  land  in  the  South, 
Southwest  and  West. 

12 — How  to  make  the  Real  Estate 
Business  a  success. 


You  will  always  be  paid  in  pro- 
portion to  your  ability  to  produce 
results. 

20  years  ago  there  was  only  one 
way  to  learn  the  Real  Estate 
Business. 

It  was  a  long  and  weary  road  to 
travel. 

The  Real  Estate  Business  has 
passed  out  of  the — 

"Hit  or  Miss," 

"Take  your  chance"  period. 

It  is  no  longer  a  game  of  fortune. 

Its  a  definite  science. 

The  Real  Estate  Business 

Has  positive  laws. 

Has  known  exceptions. 

Has  formulated  principles. 

Has  common  sense  rules. 

Has  a  mapped  out  course. 

Has  a  definite  system  for  going 
after  business. 

And 

Has  a  definite  campaign  of 
action. 

Brains  in  the  Real  Estate  Busi- 
ness is  capital. 


BROKER'S   CYCLOPEDIA 


129 


Capital  means  cash. 

By  increasing  your  capital  you 
increase  your  cash. 

Your  brain,  whatever  its  capa- 
city, is  your  capital. 

By  increasing  its  power  through 
instruction,  you  increase  your  capi- 
talization. 

By  increasing  your  capitaliza- 
tion you  increase  your  results. 

Have  you  neglected  increasing 
your  capitalization? 

The  actual  capitalization  of  a 
Real  Estate  Broker  is  the  Brain. 

If  you  suddenly  come  into  pos- 
session of  cash  it  depends  upon 
your  brain  capitalizatioxi  to  keep 
that  cash. 

If  you  have  no  cash  it  depends 
absolutely  on  your  brain  capitali- 
zation when,  where,  and  how 
(|uickly  you  can  get  the  cash  you 
need  and  must  have. 

There's  no  capital  safer  than 
brain  capital. 

There's  no  capital  surer  than 
Brain  capital. 

There  is  no  royal  road  in  the 
Real  Estate  Business. 

Every  step  in  the  Real  Estate 
Business  requires  close  attention 
and  reflection. 

The  Real  Estate  Business  is 
honorable. 

The  Real  Estate  Business  is 
dignified. 

Every  Real  Estate  Broker  should 
maintain  in  all  his  transactions, 
a  strict  adherence  to  sound  princi- 
ples of  morality  and  justice. 

Every  Real  Estate  Broker  should 
have  the  ability  to  restrain  his  ap- 
petite, his  tongue  and  his  temper. 

Every  Real  Estate  Broker  should 
be  master  of  himself. 


A  Real  Estate  Broker  who  can- 
not govern  himself,  cannot  govern 
others. 

Every  Real  Estate  Broker  should 
be  honest. 

Should  be  polite. 

Should  be  persevering. 

Should  be  economical. 

And 

Should  be  energetic. 

Never  practice  deceit  and  trick- 
ery. 

You'll  lose  eventually,  as  sure 
as  you  do. 

Politeness  costs  nothing  and 
accomplishes  much. 

Every  Real  Estate  Broker  should 
cultivate  a  charm  of  manner  and 
all  those  personalities  that  will 
attract  people  to  him. 

Every  Real  Estate  Broker  should 
be  self-reliant. 

Believe  and  go  forward. 

Doubt  and  distrust  are  negative 
forces. 

Every  Real  Estate  Broker  should 
rely  on  his  own  judgment. 

Be  a  live  wire. 

You  can  do  best  that  which  you 
like  best. 

Learn  to  save. 

Learn  to  be  thrifty. 

It  will  fortify  your  self-reliance. 

The  thrifty  Real  Estate  Broker 
is  always  prepared  for  tomorrow. 

Every  Real  Estate  Broker  should 
make  it  a  point  to  accumulate 
capital. 

You  should  enter  the  Real  Es- 
tate Business  with  the  full  expecta- 
tion of  continuing  in  it. 

Every  Real  Estate  Broker  should 
have  courage  to  carry  on  his  work 
in  spite  of  obstacles  and  disap- 
pointments, if  he  expects  to  be 
successful. 


130 


THE   REAL   ESTATE 


If  you  wish  to  finally  stand  at 
the  summit  of  the  Real  Estate 
profession,  you'll  have  to  tread 
the  stony  road  of  experience  with 
courage  and  perseverance. 

A  beginner  in  the  Real  Estate 
Business  can  begin  with  pnly  a 
small  desk  and  secure  space  in  an 
office  at  a  cost  not  exceeding 
$5.00  or  $10.00  per  month.    , 

The  size  of  the  desk  isno  |iinit 
to  the  amount  of  business  that 
can  be  transacted  over  it. 

If  you  conclude  to  furnish  and 
equip  an  office  of  your  own,  your 
furniture  and  furnishings  should 
be  in  keeping  with  the  character 
of  the  office  and  be  pleasant  and 
harmonious  in  eflfect. 

A  Real  Estate  Broker  who  can't 
afford  a  stenographer  in  the  begin- 
ning should  learn  to  operate  a 
machine  himself.  , 

Your  stationery  should  be  of 
good  quality,  and  artistically  print- 
ed. 

vSome  Brokers  list  their  property 
in  a  Blank  Book,  but  the  Card 
System  is  the  most  convenient. 
(See  forms). 

A  sign  over  your  door  that 
you  sell  Real  Estate  never  brings 
a  rush  of  Business,  you  must 
advertise. 

Advertise  in  the  newspapers. 

Advertise  daily;  two  lines  every 
day  is  better  than  50  lines  once  a 
week. 

Advertise  by  distributing  cir- 
culars. 

Cards,  posters,  souvenirs,  etc., 
etc. 

Secure  inquiries  through  adver- 
tising in  the  daily  papers. 


Follow  up  these  inquiries  by 
writing  letters  and  calling  on 
prospective  buyers. 

Don't  over  do  things. 

Don't  use 'big  words. 

Sometimes  a  "Blind  ad"  brings 
good  results. 

To  be  a  successful  Real  Estate 
Broker  you  must  be  pre-eminently 
"a  salesinan. 

Never  argue  with  a  prospect. 

Never  try  to  induce  your  client 
to  buy  undesirable  property. 

Never  buy  property  yourself 
from  your  client,  knowing  you  have 
it  already  resold  to  another  at  an 
advance. 

Do  strictly  a  Brokerage  business 
on  a  Brokerage  basis,  and  on 
Brokerage  principles. 

If  you  want  to  speculate  get  out 
of  the  Brokerage  Business  and  go 
to  speculating^  Buying  and  Sell- 
ing. 

Never  try  to  coerce  Buyers. 

Never  give  your  estimate  off 
hand,  as  to  the  value  of  a  certain 
piece  of  property  when  you  don't 
know  its  actual  worth. 

Save  your  reputation. 

Never  attempt  to  crowd  your 
client  into  making  a  sale. 

Impress  upon  your  client's  mind 
that  the  time  to  sell  is  when  you 
have  a  buyer. 

There  are  always  other  proper- 
ties on  the  market. 

If  possible  never  let  your  Buyer 
have  an  opportunity  to  think  about 
the  deal  over  night. 

Never  take  sides  with  either 
Buyer  or  Seller  when  both  are 
present. 

Let  them  adjust  any  differences 
that  may  arise  when  closing  a  deal. 


B  RO  K E  R ' S   CYCLOPEDIA 


131 


Every  Buyer  will  some  day  Buy. 

Every  Seller  will  some  day  Sell. 

Keep  a  list  of  your  Buyers. 

Keep  a  list  of  your  Sellers. 

Always  stay  near  your  customer 
when  you  go  out  to  show  property. 

Pass  his  objections  unnoticed. 

Don't  allow,  if  possible,  your 
customer  to  talk  to  the  neighbors 
or  tenants. 

Make  suggestions  to  your  cus- 
tomer along  the  Hues  of  comfort. 

Show  him  how  it  will  pay. 

Why  it  will  pay  if  he  makes  the 
purchase  in  question. 

Never  grow  impatient. 

If  your  customer  desires  to  have 
the  property  examined  by  a  Buil- 
der or  Architect,  arrange  for  the 
examination  and  impress  upon 
the  Buyer  that  you  are  looking 
after  his  interests. 

Get  a  deposit  from  your  Buyer 
as  speedily  as  possible. 

You  are  never  sure  of  a  sale 
until  the  contract  of  sale  is  signed 
and  a  deposit  received. 

Never  contradict  your  customer. 

If  your  customer  is  pleased  with 

a  property  that  you   don't   think 

well  of,  acquiesce  in  his  judgment. 

Don't     try    to    list     too    many 

properties. 

Get  an  exclusive  sale  contract 
by  all  means. 

Confine  your  efforts  to  a  few 
first-class  properties. 

Get  a  reputation  that  you  sell, 
can  sell  and  do  sell. 

Never  allow  the  owner  to  quote 
one  price  and  you  another. 

Never  cut  your  commission. 

If  your  Business  Wagon  pushes 
hard,  grease  the  axles  with  adver- 
tising. 


Make  people  want  what  you  have 
to  sell. 
To  do  it,  ADVERTISE. 
Fair  Treatment. 

Treat  your  customer  after  you 
sell  to  him  just  as  well  as  you  did 
before. 

Be  fair. 

Aim  to  sell  satisfaction. 

Be  courteous. 
Use  tact. 

A  Real  Estate  Broker  who  car- 
ries on  his  business  without  ad- 
vertising is  like  a  man  sitting  in  a 
street  car,  winking  at  a  pretty 
girl  through  a  pair  of  green  goggles. 
He  may  know  what  he  is  doing 
but  nobody  else  does. 

Always  tell  your  hard  luck  story 
to  the  fat  policeman  on  the  corner. 

Put  confidence  in  your  own 
judgment. 

Let  common  sense  rule — it  pays. 

Confidence  is  the  basis  of  all 
business  transactions. 

It  isn't  \yhat  you  can  do  in  a 
minute,  but  what  you  can  do  in 
a  day  that  counts. 

Persevering  industry  might  be 
termed  good  luck.  , 

Poor  management,  bad  luck. 

Industry  is  the  king-pin  of  suc- 
cess. 

Selling  is  the  advertising  of 
what  you  have  to  sell. 

When  a  Real  Estate  Salesman 
knows  his  man  he  can  sell  to  him. 

Persistence  is  what  makes  a 
Real  Estate  Salesman  smile  when 
the  word  "no"is   flung  in  his  face. 

Real  Estate  Salesmen  are  not 
born. 

Real  Estate  Salesmen  are  de- 
veloped. 

The  greatest  bane  to  selling  Rea 
Estate  is  fear. 


132 


THE   REAL   ESTATE 


Fear  cannot  live  in  the  presence 
of  the  successful  Real  Estate  sales- 
man's smile,  his  confidence  and 
his  knowledge  of  his  business. 

Never  have  any  fear  of  bidding 
for  business  on  a  national  basis 
instead  of  local. 

One  kind  of  a  Real  Estate  hust- 
ler might  be  described  as  a  man 
who  keeps  his  arms,  legs  and 
probably  his  mouth  going  at  a 
great  rate.  He  is  worth  a  dollar  a 
day. 

If  you  don't  want  a  thing  to 
happen  don't  think  about  it. 

Every  Real  Estate  Broker  makes 
some  mistakes. 

The  wise  Real  Estate  Broker 
studies  his  mistakes,  profits  by 
them,  and  stays  in  the  game. 

The  Real  Estate  Salesman  who 
wants  to  win  must  put  on  a  good 
front. 

People  judge  the  stranger  first 
by  his  front. 

Brokers  who  deal  in  country 
realty  should  be  heavy  adver- 
tisers. 

You  may  be  poor  today,  but  you 
can  be  rich  tomorrow. 

Always  heed  the  advice  of  suc- 
cessful men. 

Every  Real  Estate  Broker  should 
have  ability  to  recognize  oppor- 
tunities and  courage  to  take  ad- 
vantage of  them. 

Never  wait  on  your  "Ship" 
coming  in,  go  out  after  it  and 
make  it  come  in. 

Keeping  at  it  everlastingly  wins. 

The  chief  reason  that  you  are 
not  successful  is  the  fact  that  you 
are  not  persistent. 

No  good  Real  Estate  Salesman 
ever  grew  rich  all  at  once. 


Willing  workers  work  wonders. 

Unsuccessful  Real  Estate  Sales- 
men call  their  own  carelessness  and 
inactivity  fate. 

The  optimistic  Real  Estate  Bro- 
ker is  always  cheerful. 

The  pessimistic  Real  Estate 
Broker  is  nothing  more  than  a 
walking  grouch,  dead  and  doesn't 
know  it. 

Suppose  everybody  was  satisfied 
to  sit  down  and  wait  for  something 
to  turn  up,  where  would  you  be? 
Why  man  you'd  starve. 

It  has  been  said  that  the  first 
requisite  of  success  in  selling  Real 
Estate  is  to  have  the  common 
courage  of  starting  to  do  the  thing 
attempted. 

Persistency  wears  away  all  ob- 
jections in  the  prospect's  mind 

But  a  good  Real  Estate  Sales- 
man has  a  more  important  requi- 
site hi  the  shape  of  determination. 

Persistency  and  Determination 
go  hand  in  hand,  and  will  usually 
round  up  the  hardest  prospect. 

A  good  Real  Estate  Salesman 
never  cries  over  spilt  milk. 

Instead  he  goes  and  milks  an- 
other cow. 

Many  a  Real  Estate  sale  is  lost 
through  the  lack  of  courage. 

Every  Real  Estate  salesman 
needs  a  good  supply  of  courage. 

Cultivate  courage. 

Cultivate  it  daily. 

A  good  Real  Estate  Salesman 
keeps  on  hand  a  supply  of 

Persistency. 

Determination. 

Courage. 

Enthusiasm. 

And 

The  combination  spells  results. 


BROKER'S  CYCLOPEDIA 


13:j 


Every  Real  Estate  Salesman 
should  divide  his  work  into  three 
parts. 

1— Have  a  SCHEME  for  the 
month: 

2 — Have  a  PLAN  for  the  week. 

3— And  ACTION  for  the  day. 

A  good  Real  Estate  Salesman 
should  attract  favorable  attention, 
awaken  interest,  create  desire,  in- 
spire confidence  and  influence  his 
prospect  to  act^buy. 

Knowledge  comes  through  ex- 
perience. 

Get  Real  Estate  experience  of  all 
kinds. 

The  more  you  face  the  more  you 
can  face. 

If  you  owe  a  bill  and  its  impossi- 
ble to  pay  it  when  due  just  face  it. 

It'll  pay  you. 

But  wait  till  the  time  comes. 

Become  a  giant  of  courage. 

Be  a  giant  of  strength. 

One  of  the  essentials  in  making 
a  Real  Estate  Sale  is  "Holding 
On." 

The  secret  of  success  in  Real 
Estate  vSalesmanship  is : 

ENTHUSIASM  1  part. 

ENERGY,  2  parts. 

PERSEVERANCE,  3  parts. 
FAITH,  7  parts. 

The  Real  Estate  Salesman  who 
wins  is  the  Salesman  who  believes 
he  will  win. 

GRIT  makes  the  Real  Estate 
Salesman. 

LAY  HOLD. 

HANG  ON. 

HUMP. 

You  can't  learn  success  in  the 
Real  Estate  Business  from  a  book. 

You  can't  bay  success  in  the 
Real  Estate  Business  in  a  store. 


"Can"  is  a  good  pass  word  to 
success. 

"Will"  is  another  good  one. 

Call  on  yourself  for  help. 

Excel  in  what  you  do.  . 

Sincerity  is  a  good  aid. 

Enthusiasm  a  twin  brother. 

Self-reliance  the  most  important 
factor. 

The  bed-rock  upon  which  to 
found  your  Real  Estate  Business 
is  "A  Square  Deal." 

Conduct  your  business  on  the 
highest  plane. 

Make  every  transaction  stand 
the  test  of  honesty. 

Let  every  statement  ring  true. 

Look  into  the  future  with  a 
determination  that  brings  success. 

When  a  man  prepares  the  plans 
to  build  a  new  house,  (a  home  of 
his  own)  he  gets  intensely  inter- 
ested in  it. 

He  thinks  of  it  by  day. 

He  dreams  of  it  at  night. 

You  are  in  the  Real  Estate 
Brokerage  Business. 

You'll  have  to  be  your  own 
architect. 

You'll  have  to  be  your  own 
carpenter. 

Put  your  whole  being  into  your 
business. 

BUILD. 

Make  a  first-class  job  of  it. 

Start  with  a  foundation  of  train- 
ing. 

Finish  with  the  cap-stone  of 
results. 

Enthusiasts  rule  the  world. 

A  good  Real  Estate  Salesman 
makes  his  proposition  clear  and 
concise. 

Earnestness  creates  confidence. 

Avoid  extravagant  claims. 


134 


THE   REAL   ESTATE 


Successfdl  Real  Estate  Sales- 
manship requires  a  thorough 
knowledge  of  the  property  which 
you  are  trying  to  sell. 

You  can't  know  too  much  about 
the  property  you  are  going  to  sell. 

It's  the  "Come  again"  client  that 
pays. 

No  satisfaction. 

No  returns. 

In  closing  a  sale  make  satis- 
faction part  of  the  contract. 

Learn  to  sell  satisfaction. 

See  that  nothing  occurs  to  spoil 
the  sale  after  the  contract  of  sale 
is  signed  up,  imtil  the  deed  is 
delivered  and  the  deal  closed. 

Discourtesy  has  spoiled  many  a 
big  Real  Estate  Sale,  consequently 
a  big  commission. 

Every  Real  Estate  Salesman 
should  paste  the  following  motto 
in  his  hat: 

Three  "DV 

DIG. 

DETERMINE. 

DELIVER. 

Learn  to  dig. 

Live  to  determine. 

Hold  to  your  purpose. 

Get  the  result.  ("Deliver  the 
Goods.") 

Study  how  to  introduce  yourself. 

Study  how  to  make  your  points. 

Study  how  to  get  your  prospects 
attention. 

Study  how  to  bring  out  his 
objections  and  meet  them. 

Salesmanship  is  simply  influenc- 
ing the  minds  of  others. 

Salesmanship  is  simply  making 
your  prospect  think  as  you  think. 

You  can't  begin  at  the  top  of 
the  Real  Estate  Business,  nor  can 
you  go  from  bottom  to  top  at  one 
jump. 


You've  got  to  keep  jumping. 

Continued  success  in  the  Real 
Estate  Business  comes  from  not 
trying  to  cheat  or  fool  the  people. 

Happiness  comes  from  service. 

Profit  comes  from  service. 

Two  Important  Factors  in  Every 
Sale. 

1.  You  can't  start  a  Real  Es- 
tate Sale  without  giving  some  proof 
of  the  merits  of  the  property  offer- 
ed. 

2.  You  can't  close  a  Real  Es- 
tate Sale  unless  you  remove  the 
resistance  of  its  purchase,  please 
and  satisfy  the  buyer. 

Success  in  the  Real  Estate  Busi- 
ness is  due  usually  to  persistence, 
determination  and  ambition. 

A  Real  Estate  Broker  who  never 
starts  anything  never  finishes  any- 
thing. 

Why  a  Real  Estate  Broker  Should 
Work. 

Work  keeps  the  body  healthy. 

Work  keeps  the  mind  steady. 

When  you  get  blue  work. 

Tackle  impossibilities. 

If  you  lose,  work  harder. 

If  you  haven't  any  definite  work 
find  it  quick. 

Work,  but  keep  out  of  the  rut. 

Do  things  differently  from  the 
average. 

Better  to  wear  out  than  rust  out, 

Pay  no  attention  to  what  any- 
body may  say,  if  you  feel  your 
ideas  are  good  ones. 

Use  your  Brains. 

Take  no  stock  in  old  fogy  me- 
thods. 

Be  original,  but  work. 

Work  is  a  great  joy. 

Do  things  that  you  like  best. 


BROKER'S   CYCLOPEDIA 


135 


Work  is  man's  greatest  blessing. 

Do  something. 

It's  better  to  be  criticized  than 
be  forgotten. 

You  can't  catch  yesterday. 

Today  is  the  time  to  do  things. 

No  person  will  willingly  buy 
Real  Estate  from  a  grouchy  Sales- 
man. 

Every  Real  Estate  Broker  can 
be  successful  if  he  can  put  his 
faith  in  hard  work,  and  stick  to- 
a-tive-ness. 

No  Real  Estate  Broker  can  do 
great  things  without  overcoming 
opposition. 

Measure  your  success  by  the  day. 

Every  day  is  either  a  Success  or 
a  Failure. 

Do  all  you  can  each  day. 

Do  it  without  fear. 

Do  it  without  worry. 

Do  it  without  haste. 

What  you  can  do  you  ought  to 
do. 

Untiring  application  will  bring 
you  success. 

Do  the  best  you  can  in  every- 
thing that  you  attempt  to  do. 

Every  time  you  lose  a  sale  try 
and  find  out  how  it  happened. 

Find  out  the  reason. 

Study  out  an  answer. 

Make  your  proposition  so  at- 
tractive that  your  prospect  will 
buy  in  spite  of  objections. 

There  is  no  easy  road  to  success. 

A  trained  Real  Estate  salesman 
will  make  his  work  tell. 


It's  not  always  what  you  say. 
It's  how  you   say  it   that  con- 
vinces. 

There  is  somebody,  somewhere 
in  this  big  country  whom  your 
proposition  will    interest. 

Turn  your  seconds  into  pennies. 

Turn  your  minutes  into  dimes. 

Turn  your  hours  into  dollars. 

Give  money  value  to  every  tick. 

Never  wait  on  other  people  to 
get  ahead  of  you. 

Keep  your  eyes  open  for  op- 
portunities. 

Keep  your  ears  open  for  op- 
portunities. 

Look  well  into  everything  that 
looks  good. 

Act  promptly  with  decision. 

It's  better  to  be  partly  right  in 
practice  than  perfectly  right  in 
theory. 

Action  that  is  60  percent  right 
is  better  than  inaction  that  is 
100  percent  perfect. 

Don't  think  too  long  without 
action. 

Do  it  now. 

How  to  List  Property. 

(Use  regular  listing  form) 
Get  the  following  data: 
Town  or  city. 
Name  of  street. 
Number  of  street. 


136 


THE   REAL   ESTATE 


Side  of  street. 

Corner  or  how  far  from  corner. 

How  far  from  street  cars. 

Size  of  lot-filled  ground. 

Depth. 

Width. 

Size  of  house,  barn,  etc. 

How  many  stories. 

Size  of  rooms. 

How  many  rooms. 

W.  C. 

Bath. 

Cellar. 

Laundry. 

Tubs  stationary. 

Mantels. 

Fire  Place. 

Porches  and  size. 

Screens. 

Storm  doors. 

Range. 

How  many  entrances. 

Furnace. 

Steam  Heat. 

Hot  water  heat. 

Electric  Light. 

Call  Bells. 

How  many  Closets. 

Window  Seats. 

Sleeping  Porch. 

Servants  room. 

When  built. 

How  furnished. 

Color  painted. 

Building  taxed. 


Land  taxed. 

Sewered. 

Street  paved. 

Any  encumbrance. 

Mortgage. 

Rate. 

Time  to  run. 

Insurance  on  building  (amount) . 

Rented. 

If  so,  how  long. 

Rent  per  month. 

Water  tax. 

Will  trade. 

Sale  Price. 

Lowest  price. 

Terms. 

Name  of  owner. 

Address  of  owner. 

Exclusive  Agent. 

Commission  for  vSelling. 

Key  at. 

Cozy  corner. 

Den. 

Dinner-ware  closets. 

Built-in-China  Closets. 

Get  any  other  data  that  the 
property  or  surroundings  may  sug- 
gest. 

You  can't  know  too  much  about 
the  property  yoa  are  going  to  sell 
as  prospects  ask,  and  have  the 
right  to  ask  as  many  questions  as 
they  wish  in  order  to  become 
interested  enough  even  to  go  and 
look  at  the  property,  and  if  suited 
to  invest  "their  all." 


BROKER'S  CYCLOPEDIA 


137 


Card  Index  for  Listing  Real  Estate. 


LOCAT»ON 

Price  $ 

BUILOINQ 

Story 

Addition 

Terms 

Rooms,  mt  fl 

23 

3d 

Rent 

Condition 

Finish 

Lot 

Alley 

Pavinq 

SroEWAiK 

Curb  and  Gutter 

Sewfr 

LiQHT  in  St. 

LiQHT  IN  House 

B«TH 

Closet 

LAUNQRy 

B'S'M't 

Cell»r 

Water 

H^AT 

B»RN 

Sign 

, 

Mtq.  $ 

Due 

Tnt 

<   Taxes  $ 

Remarks 

Owner  or  Ag^. 


Card  Index  for  Listing  Property. 


<  tia 

Stuut 

Town   OO   CifT 

" 

Su.E  Pwca 
S 

STO«t    O.-    Kc^t 

Built  of                  |    Fuushco  m 

Na  Of   Rooms 

W   c 

Bath                    Clj-UJ* 

To  Rmt 

Oati. 
T.M 

MoxTo 

R.TE 

Whw  Bixlt 

Imt 

So    F.T    or  Umo 

Lot   Fromt 
Bloq 

Lot  De*»tm 
Bloo 

SewiA 

How  LxAsco 

HCLO    BT 

Now  Uamo 

Watir 

Gas 

ELtCT       LtQHT 

f.«t    PuACt 

Mamtlls 

SCT   TUM 

L*UMOfcr 

F«uiT   Tkum 

PiMCH 

SC«E£NS 

SroRu  House 

Rahol 

No    or    STOfUU 

Sue  OF  Si 

'™"~ 

TiMW 

Bloo.    Taxfo 

Land  T*xto 

Wiu.   Tiuot 

Stasia 

OTHfcR  Scooa 

OiSTMCC  fhow  Cam 

FURNACC 

Hot  Wareit 

Stlam  HL*r 

CL^VAroii 

No-  or  Emtiuhccs 

OwMU)  e* 

AooRtst 

Oak 

Ke..r 

SuStMCM    Rccuvco  'nOM 

Othcr  Aoents 

CCMMIMtON 

RuURKt 

138 


THE   REAL   ESTATE 


A  Partial  List  of  Chattel  and  Real 

Property,  Which  a  Real  Estate 

Broker    Usually   Sells   on 

Commission. 

1  Art  Store. 

2  Amusement  Park. 

3  Antique  Furniture  Store. 

4  Book  Store. 

5  Bakery. 

6  Bazaar. 

7  Butter  and  Egg  Store. 

8  Bargain  Store. 

9  Builder's  Supplies. , 

10  Clothing  Store. 

1 1  Candy  Store. 

12  Curtain  Parlor. 

13  Candy  Factory. 

14  Confectionery. 

15  Coffee  and  Tea  Store. 

16  Cafe. 

17  China  Store. 

18  Department  Store. 

19  Dry  Goods. 
20 .  Drug  Store. 

21  Elevator. 

22  Five  and  Ten  Cent  Store. 

23  Furniture  vStore. 

24  Furnishing  Store  (Ladies'.) 

25  Furnishing  Store  (Men's). 

26  Furnishing  Store  (House). 

27  Feed  Store. 

28  Foundry. 

29  Flouring  Mill. 

30  Grocery  Store. 

31  General  Store. 

32  Gun  Store. 

33  Hat  Store. 

34  Hardware  Store. 

35  Harness  Store. 

36  Hotel. 

37  Inventions. 

38  Ice  Cream  Parlor. 

39  Investments. 

40  Implement  Store. 

41  Jewelry  Store. 


42  Livery  Barn. 

43  Millinery  Store. 

44  Music  Store. 

45  Notion  Store. 

46  Newspaper  Route. 

47  Newspaper  Stand. 

48  Office  Supplies. 

49  Planing  Mill. 

50  Printing  Plant. 

51  Partner. 

52  Patents. 

53  Picture  Store. 

54  Photograph  Gallery. 

55  Rubber  Goods. 

56  Racket  Store. 

57  Restaurant. 

58  Rooming  House. 

59  Shoe  Store. 

60  Sporting  Goods  Store. 

61  Stove  and  Tinware. 

62  Stationery  Store. 

63  Sanitarium. 

64  Saw  Mill. 

65  Skating  Rink. 

66  Undertaking. 

67  Variety  Store. 

68  Acreage. 

69  Coal  Land. 

70  Country  Home. 

71  Chicken  Farm. 
71  Coal  Mines. 

73  City  Residence. 

74  Dairy  Farm. 

75  Factory  Sites. 

76  Garden  Farms. 

77  Plantations. 

78  Stock  Farm. 

79  Summer  Residence. 

80  Tobacco  Farm. 

81  Truck  Farm. 

When   listing    get    an    exclusive 
selling  contract. 

When    selling    never    cut    your 
commission. 


BROKER'S  CYCLOPEDIA 


139 


3    How  to  Secure  an  Exclusive 
Contract. 

Better  to  have  the  exclusive  sale 
of  six  (6)  or  eight  (8),  properties 
than  to  be  working  on  fifty  (50) 
different  properties  that  every 
Broker  in  town  has  for  sale. 

Ask  the  property  owner  the 
following  questions : 

Why  do  you  want  me  to  spend 
my  own  money  advertising  your 
property,  and  give  some  other 
Broker  the  commission? 

Why  do  you  ask  me  to  do  some- 
thing you  wouldn't  do  yourself? 

Why  do  all  the  big,  -reliable 
Brokerage  concerns  demand  an 
Exclusive  Contract? 

Why  is  it  that  all  big  Real 
Estate  owners  have  Exclusive 
Agents? 

■  Why  is  it  that  all  big  buyers  of 
Real  Estate  prefer  dealing  through 
Exclusive  Selling  Agents? 

Impress  upon  the  owner's  mind 
that  if  you  undertake  to  sell  his 
property  that  you  will  advertise  it 
judiciously  and  continuously  until 
it  is  sold,  or  until  you  are  fully 
satisfied  that  he  has  priced  it 
wrong,  or  it  is  unsalable  property. 

After  you  have  established  the 
fact  that  you  can  do  things  and  do 
as  you  promise  to  do,  you'll  have 
no    trouble    getting    an    Exclusive  . 
Contract. 

Never  go  from  door  to  door 
soliciting  property  to  list  and  sell. 

Never  take  property  to  sell  from 
an  owner  who  says  "Oh,  1  might 
sell  if  I  get  my  price,"  unless  you 
have  a  buyer  for  the  property 
before  hand. 


There  are  hundreds  of  people 
who  have  property  to  sell  and  want 
to  sell  and  will  sell  at  the  right 
price. 

When  you  get  a  piece  of  property 
to  sell,  stick  to  it  until  you  sell  it. 

Every  piece  of  property  you  sell 
will  bring  you  two  or  three  more 
pieces  to  sell. 

Every  seller  always  has  a  friend 
or  two  who  wants  to  sell. 

Make  good  with  each  Seller. 

Make  good  with  each  Buyer. 

You'll  soon  have  more  business 
than  you  can  attend  to. 

The  writer  knows  a  firm  who 
won't  take  any  property  to  sell 
under  a  years  Exclusive  Contract. 

Follow  the  suggestions  contained 
in  this  volume  on  "Advertising 
and  Selling,"  and  you'll  have  no 
trouble  getting  an  Exclusive  Con- 
tract. .     ',  . 

Get  an  Exclusive  Contract. 

When  listing  a  piece  of  pr9pcrty, 

Be  firm. 

State  your  plan.  "     .^^.. 

Give  your  reasons  why  you  want 
an  Exclusive  Contract. 

Be  dignified. 

Don't  be  over  anxious. 

They'll  come  back. 

The  second  call  is  always  the 
best. 

In  the  meantime  they  may  have 
given  two  (2)  or  three  (3)  other 
Brokers  a  chance  and  all  failed. 

Then,  if  you .  made  the  right 
impression  the  first  time,  you  are 
sure  of  their  business,  and  on  your 
own  terms. 

If  you  offered  to  take  it  for  six 
months  the  first  time  make  it  nine 
months  the  second  call. 


140 


THE   REAL   ESTATE 


Listing  a  piece  of  property  should 
be  done  on  the  same  principle  as 
Selling  and  Advertising. 

Look  up  the  "Advertising  Sug- 
gestions" on  New  Business. 

Advertise  in  such  a  way  that  you 
attract  their  attention  to  call  and 
see  you. 

Then  arouse  an  interest  in  them 
to  give  you  their  property  to  sell. 

Create  a  desire  that  will  make 
them  want  to  give  you  a  trial. 

Convince  them  that  you  can  do 
as  much  as  any  other  Agent  will 
do,  and  that  you  promise  them 
that  even  if  you  don't  sell  their 
property,  that  they  will  be  fully 
satisfied  that  you  made  the  proper 
effort. 

That  you  will  satisfy  them  that 
you  had  given  their  property  youi 
personal  attention. 

If  you  do  this,  and  you  fail  to 
sell  their  property,  when  the  con- 
tract expires  they'll  renew  it. 
Get  the  confidence  of  your  client. 
Get  it  first. 
Keep  it  always. 
Never  guarantee  a  sale. 
Always  guarantee  your  effort. 
Make    no    promises    you    can't 
fulfill. 

Establish  the  reputation  of  being 
an  "Advertiser." 

Establish  the  fact  that  you  can 
sell, 

Will  sell. 
And  do  Sell. 

Establish  the  fact  that  you 
surprise  your  prospective  buyers 
instead  of  disappointing  them  in 
the  description  of  the  property 
you  offer  for  sale. 

Establish    the    fact    of    being 
prompt. 

Never  break  an  engagement. 


Keep  your  appointments  to  the 
minute. 

Be  slow  to  promise. 

Be  quick  to  execute. 

And  a  pleasure  to  accommodate. 

Remember  somebody,  some- 
where wants  what  you  have  to 
sell. 

4    How  to  Secure  Buyers. 

Real   Estate  Brokers  have  two 
classes  of  customers. 
TWO  CLAvSSES. 

1.  Customers  who  want  to  sell 
or  lease. 

2.  Customers  who  want  to  buy 
or  rent. 

Some  Real  Estate  Brokers  get 
their  list  of  prospects  from  those 
who  have  written  or  called  at  their 
office,  inquiring  for  some  one  to 
handle  their  property. 

Keep  your  eye  on  new  buildings. 

Keep  your  eye  on  newspaper 
announcements. 

Keep  in  touch  with  all  your 
acquaintances. 

Keep  tab  on  Real  Estate  trans- 
fers through  the  daily  papers  and 
legal  records. 

Keep  your  eye  on  all  vacant 
houses. 

Keep  your  eye  on  all  vacant 
store  rooms  and  old  buildings. 

Get  the  owners  names. 

File  alphabetically. 

Read  all  the  Real  Estate  adver- 
tisements. 

Be  friendly  with  every  Broker 
in  town. 

Send  each  Broker  a  neat  and 
correct  description  of  one  or  two 
of  your  most  desirable  properties. 

They'll  appreciate  it  and  often 
send  you  a  client  (a  purchaser). 


BROKER'S   CYCLOPEDIA 


141 


If  another  Broker  sends  you  a 
purchaser,  don't  fail  to  be  prompt 
in  sending  him  his  share  of  the 
commission. 

He'll  repeat,  if  you  are  prompt. 

ADVERTISING  is  the  source 
from  which  you'll  secure  most  of 
your  Buyers. 

Advertise  in  the  newspapers 
every  day,  if  but  a  two  line  "ad." 

5    How  to  Start  a  Real  Estate 
Sale. 

Do  not  jump  at  it. 

Approach  your  customer  quietly 
and  courteously. 

Give  some  thought  to  it. 

In  selling  Real  Estate  the  Sales- 
man usually  has  no  trouble  to 
secure  the  attention  of  his  prospect. 

That  is  brought  about  through 
advertising. 

Therefore  the  first  step  is  easy. 

Now  then,  the  second  step  is  for 
the  Salesman  to  arouse  an  interest 
in  the  particular  piece  of  property 
which  he  has  for  sale. 

The  third  step  is  to  inspire  and 
create  a  desire  on  the  part  of  your 
prospect,  to  own  or  possess  that 
particular  property. 

And  fourth,  to  bring  about 
action  (closing  the  sale.) 

A  SALE  IS  THE  DESIRED 
END. 

In  your  description  of  the 
property  to  be  sold. 

FIRST. 

Describe  relative  location. 

Describe  exact  location. 

Describe  size  of  lot. 

Describe  size  of  buildings. 

Name  direct  price. 

Name  comparative  price. 

Name  gross  income. 


Name  the  expenses — water,  in- 
surance, taxes. 

Describe  its  future  accessibility, 
improvements  of  adjacent  property 
and  general  growth  in  that  particu- 
lar direction. 

SECOND. 

If  your  customer  is  BUYING 
FOR  A  HOME. 

Describe  exposure. 

Describe  construction. 

Describe  surroundings,  cars, 
schools,  churches,  stores,  neighbor- 
hood. 

IF  FOR  INVESTMENT. 

Describe  its  durability. 

Describe  its  Fire  Protection. 

Describe  its  net  returns. 

Describe  its  future  value, 

A  great  deal  depends  upon  the 
method  used  in  presenting  your 
proposition. 

Open  your  interview  by  asking 
questions  in  order  to  find  out 
exactly  what  your  client  wants. 

Find  out,  in  a  diplomatic  man- 
ner, whether  he  has  enough  cash 
to  negotiate  a  purchase. 

Be  careful  in  your  questions  not 
to  give  a  suspicion  of  too  much 
curiosity. 

As  soon  as  you  have  found  out, 
or  nearly  as  you  can,  the  kind  of 
property  your  client  wants,  and 
the  location,  and  whether  he  can 
pay  for  it,  then  see  if  you 
have  anything  pn  your  list  to  meet 
his  requirements. 

Never  try  to  force  upon  your 
client  a  piece  of  property  unsuit- 
able to  his  requirements. 

If  you  haven't  got  what  he  wants 
make  an  endeavor  to  find  it  for 
him,  either  by  advertising  or  per- 
sonal solicitation. 


142 


THE   REAL   ESTATE 


Study  your  client  and  ascertain 
his  wants. 

Find  out  exactly  what  your 
client  wants  then  get  it  for  him. 

Don't  confuse  your  client  by 
showing  him  too  many  properties. 

Name  the  property  which  seems 
nearest  to  iilling  your  client's 
requirements. 

Select  the  one  you  know  to- 
ward which  your  client  is  most 
favorably  disposed. 

If  your  client  is  uncertain  in  his 
own  mind  as  to  what  he  does  really 
want,  then  you  should  study  the 
needs  and  peculiarities  of  your 
clients  wants  and  help  solve  the 
problem  for  him. 

If  your  client  wishes  to  "purchase 
Real  Estate  for  investment 'pur- 
poses alone,  you  liave  many,  many 
talking  points  with  which  to  arouse 
an  interest. 

Security  is  the  first  considera- 
tion. 

The  biggest  possible  returns  in 
income  ,consistent  with  absolute 
safety,  is  the  second  consideration. 

Never  lose  sig*ht  of  the  feature 
of  security. 

Increasing  value  may  be  argued. 

Building  up  of  the  neighbor- 
hood improvements. 

Class  of  buildings  being  con- 
structed. 

New  streets. 

Public  improvements  contem- 
plated. 

Projected  transportation  lines. 

If  your  client  is  buying  for  a 
home,  show  the  saving  of  rent. 

The  comforts  of  owning  a  home 
of  his  own. 


The  independence  of  being  a 
Home  Owner  and  hundreds  '  (if 
other  suggestions  which  can  be 
found  in  another  chapter  "in  this 
work.     (See  index) 

6    How  to  "Follow  Up"  a  Sale. 

Every  Real  Estate  Broker  should 
have  an  accurate  and  continuous 
system  of  following  up  prospects. 

After  having  a  fair  sized  list  of 
property  to  sell  and  rent,  begin 
advertising—  run  a  three  or  four 
line  classified  "ad",  change  the 
wording  e^ch  insertion. 

Never  run  the  same  "ad"  twice  in 
succession. 

Write  letters. 

Make  personal  calls. 

Follow  up  your  letters. 

Follow  up  your  personal  calls. 

Follow  up  your  advertising. 

They  will  either  call  personally 
or  make  inquiry  by  mail. 

Such  inquiries  should  be  care- 
fully and  systematically  ♦followed 
up. 

Follow  up  each  prospect  per- 
sistently until  you  make  the  deal 
or  you  have  a  reason  to  drop  it. 

KEEP  A  RECORD. 

Keep  a  record  of  each  advertise- 
ment you  insert  on  each  particular 
property. 

Keep  a  record  of.  the  circular 
matter  you  send  out  on  each 
property. 

Keep  a  record  of  your  letters 
sent  out.  . 

Keep  a  record  of  their  replies. 

Keep  a  record  of  your  personal 
calls. 

Keep  dates  of  all  interviews. 

Keep  a  record  of  all  conversa- 
tions. 


BROKER'S  CYCLOPEDIA 


143 


By  keeping  a  complete  record  of 
all  letters,  conversations  and  inter- 
views between  yourself  and  your 
prospects  places  you  in  position  to 
talk  more  intelligently  when  you 
come  to  close  the  deal. 

Advertise  the  property  judicious- 

ly. 

Treat  every  inquiry  as  though 
a  purchaser. 

Follow  up  each  inquiry  care- 
fully. 

Have  a  long  list  of  good  points 
worked  out  in  your  mind. 

First  step  in  a  Real  Estate  Sale 
is  confidence. 

Second  step  is  the  customer's 
Good  Will. 

Get  your  customer  interested. 

Create  a  desire  in  his  mind  to 
want  what  you  have  to  sell. 

Convince  him  that  he  needs 
what  you  have  to  sell. 

Make  him  think   as  you  think.- 

Note  down  all  the  good  selling 
points  you  possibly  can,  about  the 
property  you  are  trying  to  sell. 

Don't  make  any  statement  that 
will  create  doubt  in  the  customer's 
mind. 

Get  his  confidence. 

Keep  it. 

Even  if  you  lose  the  sale. 

Remember  he  has  friends  and 
he'll  always  recommend  the 
Real  Estate  Broker  in  whom  he 
has  the  most  confidence. 

Personality  plays  a  very  im- 
portant part. 

Get  close  to  your  client. 

Impress  him  with  your  integrity. 

Show  him  you  have  his  interests 
at  heart. 

Don't  waste  time  on  people 
when  you  question  their  sincerity. 


7  How  to  Close,  Get  a  Deposit. 
Examine  Title,  Final  Papers. 

The  Closing  of  a  Real  Estate 
Sale  depends  largely  upon  your 
knowledge  of  Salesmanship,  de- 
pendent upon  personality,  energy 
and  familiarity  with  the  strong 
Selling  features  connected  with 
the  subject  of  Selling  Real  Estate. 

Keep  good  arguments  in  reserve. 

Hold  back  a  few  good  points  for 
closing. 

Hold  back  one  or  two  strong 
arguments. 

Try  hard  to  land  your  man  with- 
out using  your  reserve. 

Before  giving  up  entirely  try  a 
SPECIAL  DELIVERY  letter. 

It  very  often  has  a  good  and 
clinching  effect. 

Close  the  sale  satisfactory  to 
both  Buyer  and  Seller. 

Draw  your  own  contract.  (See 
form) . 

Prepare  the  deed  yourself.  Pre- 
pare it  correctly. 

Close  the  whole  transaction  in 
your  own  office. 

Handle  the  money  yourself. 

Deduct  your  commission. 

Pay  balance  over  to  Seller. 

Give  him  receipt  for  your  com- 
mission. 

Get  receipt  from  him  for  amount 
of  money  you  paid  him. 

Keep  a  record  of  each  sale  you 
make. 

Keep  a  book  exclusively  for 
closing  deals. 

Take  a  full  page,  or  two,  if 
necessary,  and  show  exact  settle- 
ment of  each  sale  you  close.  If 
there's  interest  to  compute,  show 
the  figures. 


144 


THE  REAL  ESTATE 


Names,  date  and  the  exact 
figures  in  each  transaction. 

Put  them  down  in  black  on 
white. 

You'll  be  surprised  how  con- 
venient it  will  be  for  future  refer- 
ence. 

Don't  burden  your  memory  with 
details. 

Keep  memoranda  of  every  busi- 
ness transaction,  write  'em  down. 

File  for  future  reference. 

Don't  forget  to  transfer  Insur- 
ance. 

Don't  forget  the  Tax  receipts. 

Don't  forget  to  have  abstract 
down  to  date  of  closing  sale. 

The  last  act  before  closing  a  deal 
should  be  to  take  a  glance  at  the 
records  and  see  if  anything  has 
been  filed  since  last  examination. 

Last  word  to  Seller,  "Glad  you 
are  pleased,  and  believe  you  are 
satisfied." 

"When  ready  to  buy  again 
would  be  glad  to  serve  you." 

Last  word  to  buyer,  "Glad  you 
bought  the  property,  believe  you 
are  pleased  and  if  you  ever  want 
to  sell,  1  sincerely  hope  to  get  your 
business." 

After  you  close  the  sale  do  not 
leave  your  customer  to  his  own 
devices. 

Call  upon  him  and  see  that  he  is 
satisfied. 

See  that  the  repairs  he  asked  for 
are  done  for  him. 

Make  him  a  satisfied  customer. 

8.    How  to  Sell  Real  Estate. 

Before  trying  to  sell  a  piece  of 
Real  Estate  to  a  man,  sell  it  to 
yourself. 
.    THINK  OF  ITS  VALUE. 

REALIZE  ITS  VALUE. 


BURN  ITS  VALUE  ON  YOUR 
MIND. 

ENUMERATE  ITS  GOOD 
QUALITIES. 

THINK  OF  THE  MONEY  IT 
WILL  MAKE  FOR  THE  BUYER. 

MAKE  HIM  BELIEVE  THAT 
HE  NEEDS  IT. 

MAKE  HIM  BELIEVE  THAT 
HE  MUST  HAVE  IT. 

Make  him  believe  that  you  are 
helping  him  to  increase  his  profits. 

Make  him  believe  that  you  are 
doing  him  a  great  favor. 

Say  •  all  these  things  over  to 
yourself. 

Think  them  in  your  heart. 

Make  yourself  believe  all  these 
things  first. 

Then  "when  you  have  sold  the 
property  to  yourself,  you  believe 
in  your  own  proposition,  heart  and 
soul. 

Remember  it  takes  solar-plexus 
punches  to  sell  Real  Estate  to  some 
people. 

Nothing  great  was  ever  done 
without  enthusiasm. 

It  will  take  you  a  long  time  to 
explain  what  you  don't  know. 

Never  stop  studying  your  propo- 
sition. 

Always  know  all  the  objections 
that  can  be  raised  against  your 
proposition. 

Raise  always  a  good  answer  to 
each  objection. 

Selling  Real  Estate  is  like  playing 
base  ball. 

The  Salesman  is  the  batter,  and 
the  Prospect  is  the  pitcher. 

The  Prospect  will  strike  you  out 
if  he  knows  how. 


BROKER'S  CYCLOPEDIA 


145 


No  Real  Estate  man  ever  made 
a  three  base  hit,  who  was  afraid  of 
the  pitcher. 

Very  few  sales  are  gotten  up  in 
such  a  hurry  that  a  day  or  two 
cannot  be  given  to  the  considera- 
tion of  such  points  as  special  cuts 
to  be  made,  special  spaces  to  be 
contracted  for,  special  notices  to 
be  written  up  and  strong  business 


bringing  advertising  prepared. 

The  secret  is  this : 

Get  ahead  of  competition  and 
stay  ahead. 

Get  so  far  ahead  of  your  neigh- 
bor in  advertising  methods,  that 
you  may  look  upon  that,  once 
dreaded  foe,  competition,  with 
a  sardonic  smile  and  a  feeling  of 
content  and  triumph. 


Importance  of  Correct  and  Truthful  Description  of  Properties. 

There  is  very  likely  to  be  a  question  in  the  mind  of  some  owners 
and  prospective  purchasers,  as  to  what  constitutes  correct  and  not 
overdrawn  descriptions  of  property  otiered  for  sale  or  exchange. 

Truthful. and  correct  descriptions  should  consist  of  statements  the 
owner  would  personally  make  to  his  best  friend. 

Truthful  and  correct  descriptions  should  consist  of  statements  which 
do  not  need  to  be  justified  to  one's  conscience. 

Truthful  and  correct  descriptions  should  consist  of  statements,  as 
will  never  result  in  an  agent's,  or  prospective  buyer's  disappointment. 

Aim  to  underestimate,  and  the  frailties  of  nature — the  inborn 
tendency  of  human  beings  to  exaggerate — will  swing  the  balance  back 
to  where,  at  least,  nearly  full  justice  is  done  to  the  property  described. 

As  a  matter  of  business  policy  it  is  desirable  that  the  prospective 
buyer  find  your  property  better  than  the  description,  and  goes  away 
agreeably  surprised  and  very  much  pleased,  ready  to  tell  his  friends, 
and  always  will  be  a  profitable  client  thereafter. 

Be  careful  how  you  describe  your  property. 

If  it's  hilly,  don't  say  it  is  level. 

If  the  fences  are  poor  don't  say  they  are  in  good  condition. 

If  it's  poor  land,  don't  say  it  is  the  best  in  the  world. 

If  your  farm  is  twelve  miles  from  the  nearest  town,  don't   say   six. 

If  mortgage  bears  7  percent,  don't  say  5  percent. 

If  there  are  three  or  four  mortgages  on  your  property,  say  so. 

If  you  have  owned  the  farm  nine  months,  don't  say  five  years." 

Thousands  of  deals  are  lost  every  year  from  overdravm  and  incorrect 
descriptions;  not  only  that,  but  thousands  of  customers  are  lost  forever. 

When  giving  a  description  of  your  property,  be  able  to  back  it  up 
to  the  letter  when  your  agent  shows  the  property. 

There  is  nothing  in  this  world  that  helps  to  close  and  clinch  a  deal 
so  quickly  as  to  please  and  surprise  your  prospective  purchaser  by  show- 
ing him  exactly  the  picture  you  painted  in  his  mind,  before  going  to  see 
the  property. 

A  farm  a  store,  a  home  that  is  truthfully  and  correctly  described, 
is  half  sold  when  listed  with  a  Real  Estate  Broker  who  will  follow  the 
foregoing  suggestions. 


146 


THE  REAL  ESTATE 


9.    How  to  Describe  And  Sell 
Suburban  Property. 

The  average  man  wants  two 
things  when  investing  in  Real 
Estate. 

1.  A  profitable  place  for  the 
investment  of  his  savings. 

2.  A  pleasant  and  conveniently 
located  home.  Suburban  property 
fulfills  both  desires. 

Base  your  selling  talk  on  these 
two  points. 

1.  Desirability  of  the  property 
as  an  investment  proposition. 

2.  Desirability  of  the  property 
as  a  residence  location. 

Convince  your  customer  that  his 
home  is  conveniently  within  reach 
of  the  business  district. 

In  your  most  hopeful  moments 
you  have  pictured  yourself  the 
owner  of  a  cozy  home  on  the  banks 
of  the  beautiful  Ohio. 

Orchard  trees  all  around  you, 
a  garden  at  the  back,  and  cooling 
breezes  at  all  times  throughout 
the  day  and  throughout  the  night. 

But  every  time  you  allow  your- 
self to  dream  of  the  possibility,  the 
vision  vanishes  at  the  thought  of 
how  you  would  pay  for  it. 

In  your  dreams  you  said  to 
yourself,  "Some  day,  perhaps,  but 
not  now." 

But  by  a  happy  chain  of  fortun- 
ate circvunstances,  our  Company 
has  wrought  a  revolution  in  subur- 
ban property  prices,  and  the  home 
you  hoped  to  own  some  day  is 
ready  for  you  now,  at  a  price  that 
you  can  afford  to  pay. 

To  put  it  in  the  fewest  possible 
words,  is  a  triumph  of  big  buying. 


Nature  has  made  it  a  cozy  nest 
for  several  hundred  happy  homes. 

If  our  property  had  been  intended 
for  the  precise  purpose  for  which 
it  is  now  being  applied,  the  con- 
ditions could  not  have  been  more 
ideal  from  one  end  of  the  macad- 
amized boulevard  to  the  other. 

The  eye  rests  upon  and  is  rested 
by  beautiful  groves  of  large  maple 
trees,  elms,  oaks  with  just  a  gentle 
undulation  to  the  ground  to  keep 
the  property  from  being  monoton- 
ously level. 

Down  at  the  end  (^f  the  macada- 
mized boulevard,  flanked  on  either 
side  by  cement  sidewalks,  is  a 
beautiful  rounded  hill  which  runs 
right  down  to  one  of  the  finest 
bathing  beaches  in  this  part  of  the 
world. 

Looking  across  the  level  your 
eye  first  lights  on  the  beautiful 
mountain  side,  and  it  sees  nothing 
up  or  down  but  what  is  restful 
and  pleasing. 

The  roar  of  the  city  is  hushed 
and  the  smoke  from  its  factories 
dissipated. 

The  air  is  clear,  fresh  and 
invigorating. 

You  are  actually  in  the  country 
with  all  that  that  term  implies, 
and  still  right  in  front  of  two 
street  car  lines,  which  will  hustle 
you  down  to  the  heart  of  the  city 
in  seventeen  minutes. 

Now  don't  allow  yourself  to 
sleep  and  wait  as  long  as  you  like. 

These  are  not  mere  generalities, 
but  undeniable  facts. 

Come  to  our  office  and  let  us 
get  together  in  the  "Money  lan- 
guage." 

Don't  wait  a  day. 

Every  hour  counts. 


BROKER'S   CYCLOPEDIA 


147 


(See     Advertising     and    Selling; 
Phrases  for  Suburban  Property.) 

10.    How  to  Describe  And  Sell 
Farm  Property. 

THERE  ARE  TWO  CLASSES 
OF  FARM  BUYERS. 

1.  Town  or  City  people  who 
wish  to  buy  a  farm  either  to  move 
on  themselves  or  to  place  a  tenant 
on  so  they  can  secure  the  benefit 
of  its  products. 

2.  Farmers  who  wish  to  acquire 
additional  property  to  cultivate, 
or  who  wish,  for  some  particular 
reason  to  change  their  location. 

The  city  prospect  must  be  reach- 
ed through  advertising  in  the  daily 
papers.     (Sunday  issue) . 

The  former  must  be  reached 
through  advertising  in  the  country 
newspapers,  not  only  his  own  local 
paper  but  throughout  different 
counties  and  states. 

If  you  want  to  build  up  a  per- 
manent business  among  farmers 
give  them  a  square  deal. 

HOW  TO  DESCRIBE  A  FARM. 

Send  a  photograph  to  your 
prospect  showing  the  country  in 
full  verdure. 

Send  a  photograph  showing  the 
cattle  in  the  fields. 

Send  a  photograph  showing  the 
horses  standing  knee-deep  in  the 
grass. 

Send  a  photograph  showing  re- 
presentative seeding  and  harvest- 
ing scenes. 

Send  a  photograph  showing  sub- 
stantial farmhouses  and  out  build- 
ings. 

Send  a  photograph  showing  a 
few  of  the  best  residences  in  the 
nearest  town. 


Send     a    photograph     to     your         "^^ 
prospective  buyer  showing  an  out- 
ing  scene    illustrative    of   the   re- 
creation side  of  life  in  that  particu- 
lar section. 

It's  just  such  accessories  that 
turn  the  scale  of  decision. 

Impress  upon  your  prospective 
purchaser  that  drudgery  is  not 
essential  to  success  in  living  on  a 
farm. 

Always  keep  the  idea  before  your 
Farm  Buyer  that  he  is  going 
among  bright,  happy  people. 

Take  great  pains  in  your  corres- 
pondence with  farmers. 

Learn  to  know  your  people  in 
the  distance  by  studying  those 
around  you. 

Give  the  population  of  nearest  ,; 

town.  ../^ 

Give  the  population  of  Coynty 
Seat.  .  .,  /   ^    . 

Give  the  distance  to  County 
Seat.  ,     - 

Give  the  general  character  and 
proportionate  nationality  of  the 
people. 

Give  facts  about  local  industries. 

Compare     the     property     being  . 
offered  with  other  property  recent- 
ly sold  and  paying  their  purchasers 
a  good  income.  .  •  - 

Nature  of  crops,  describe  in 
detail. 

Give  authoritive  data  regarding 
every  crop  that  can  be  grown  in 
the  neighborhood. 

Give  average  yield  of  crops. 

Give  comparison  of  profits  on 
basis  of  the  value  of  the  land. 

Tell  your  prospect  all  about  the  ^ 
educational  advantages. 

Tell  your  prospect  all  about  the 
marketing  facilities. 


148 


THE   REAL   ESTATE 


Tell  your  prospect  all  about  the 
climate. 

Tell  your  prospect  all  about  the 
rainfall. 

Tell  your  prospect  all  about  the 
prices  of  land  generally. 

Tell  your  prospect  all  about  the 
reasons  why  values  are  advancing. 

Tell  your  prospect  all  about  the 
least  amount  of  money  needed  to 
make  a  start. 

Tell  your  prospect  all  about  the 
amount  of  land  required  for  pro- 
fitable farming. 

Tell  your  prospect  all  about  the 
prices  of  commodities. 

Tell  your  prospect  all  about  the 
prices  of  stock. 

Tell  your  prospect  all  about  the 
prices  of  Farm  Labor. 

Always  take  the  initiative  in  the 
transaction. 

Show  your  prospect  how  a  new- 
comer can  succeed. 

Tell  your  prospect  the  reasons 
for  selling. 

Name  the  price. 

Name  the  terms. 

And. 

Above  all  give  a  truthful  and 
correct  description. 

Describe  improvements  correct- 

HOUSE,  if  its  old,  say  so. 

BARN,  if  no  good,   say  so. 

OUTBUILDINGS,  if  none,  say 
so. 

FENeRS,  if  poor,  don't  say  they 
are  good. 

WATER,  if  only  one  well,  don't 
say  water  in  every  field. 

Selling  a  farm  at  long  distance. 

Everything  depends  upon  the 
Real  Estate  Salesman. 

If  you  finally  persuade  a  pros- 
pect to  come  200  miles  to  see  a 


farm  you  have  for  sale,  and  he 
finds  everything  as  you  repre- 
sented, it  don't  take  long  to  close 
the  sale. 

If  you  disappoint  him  you  not 
only  lose  that  sale  but  the  next 
farm  you  advertise  that  man  will 
pay    no     attention     to     it. 

He'll  tell  others  too. 
(See  Selling  Phrases  for  Farms.) 

1 1 .  How  to  Describe  Land  in 
the  South,  South=west  and 
West. 

No  pen  can  adequately  describe. 

No  brush  delineate. 

No  human  tongue  recount. 

A  capacious  field  for  activity. 

Many  new  and  unexploited  paths. 

Recreation  for  the  Traveler. 

Sights  for  the  tourist. 

Homes  for  the  Homeseeker. 

Health  for  the  invalid. 

Sport  for  the  sportsman. 

Sentiment  for  the  poet. 

Inspiration  for  the  artist. 

Wonders  for  the  scientist. 

Prospects  for  the  prospector. 

Wealth  for  the  Inventor. 

A  sky  that  rivals  that  of  Italy. 

Scenery  which  vies  with  that  of 
Switzerland. 

Soil  which  emulates  that  of  the 
Delta  of  the  Nile. 

Climate  unsurpassed. 

Mountains  ribbed  with  veins  of 
precious  metal. 

Good  health  abounds. 

Good  cheer. 

Good  fellowship. 

The  fullest  enjoyment,  of  liberty 
and  the  pursuit  of  happiness. 

Pure  air. 

Good  water. 

Golden  sunshine. 

(See  Selling  Phrases  for  Lands.) 


BROKER'S  CYCLOPEDIA 


149 


12.    How  to  Make  the  Real 
Estate  Business  a  Success. 

A  REAL  ESTATE  BROKER 
WHO  DOES  THINGS  might  be 
described  as  the  man  who  thinks. 

A  Real  Estate  Broker  who  does 
things  might  be  described  as  the 
man  who  plans,  concentrates  his 
mind  on  the  thing  he  wills  to  be 
done  until  he  has  thought  his  way 
through  to  the  end,  then  he  directs 
the  plan  to  be  carried  out. 

A  Real  Estate  Broker  who  does 
things  is  a  Salesman. 

Is  a  good  salesman, 

And 

A  successful  salesman. 

The  Real  Estate  Broker  who 
does  things  keeps  his  engagements, 

And 

Keeps  his  promises. 

The  Real  Estate  Broker  who 
does  things  advertises. 

Advertises  continuously. 

Advertises  in  the  Newspapers. 

Advertises  in  the  vStreet  Cars. 

Advertises  on  Bill  Boards. 

Advertises  with  Bill  Posters. 

Advertises  with  Electricity. 

Advertises  with  Booklets. 

Advertises  with  Leaflets. 

Advertises  with  Circulars. 

Advertises  with  Personal  letters. 

And 

Advertises  with  "Follow  Up" 
letters. 

The  Real  Estate  Broker  who 
does  things  makes  personal  calls. 

Makes  friends. 

Makes  customers. 

Makes  sales.  ^ 

And 

Makes  money. 

The    Real    Estate    Broker    who 


does    things    pays    his    help    good 
wages. 

And. 

Pays  his  salesmen  liberal  com- 
missions. 

The  Real  Estate  Broker  who 
does  things  stays  out  of  politics. 

Stays  out  of  saloons. 

And 

Stays  out  of  litigation. 
''The    Real    Estate    Broker   who 
does    things   is  '  ftiendly   with   his 
competitor. 

And, 

Friendly  with  everybody. 

The  Real  Estate  Broker  who 
does  things  has  his  life  insured. 

Has  a  few  enemies, 

And 

Jealous  competitors. 

The  Real  Estate  Broker  who 
does  things  don't  go  to  the  races, 

And 

Don't  gamble. 

The  Real  Estate  Broker  who 
does  things  always  secures  an 
Exclusive  Sale  Contract. 

The  Real  Estate  Broker  who 
does  things  always  gives  value 
received. 

The  Real  Estate  Broker  who 
does  things,  never  promises  any- 
thing he  can't  deliver. 

The  Real  Estate  Broker  who 
does  things  is  polite. 

Is  truthful. 

Is  courteous. 

Is  punctual. 

Is  energetic. 

Is  ambitous. 

Is  courageous.   . 

Is  persevering. 

Is  aggressive. 

Is  progressive. 

And 

Is  a  church  member. 


150 


THE  REAL  ESTATE 


The  Real  Estate  Broker  who 
does  things  works  hard,  j  ■ 

Plays  hard, 

And 

Sleeps  hard. 

The  Real  Estate  Broker  who 
does  things  forgets  the  past, 

And 

Lives  in  the  present. 

The  Real  Estate  Broker  who 
does  things,  has  a  plan, 

And  .. 

Works  that  plan. 

The  *Real  Estate  Broker  who 
does  things  makes  mistakes. 

And 

Profits  by  them. 

The  Real  Estate  Broker  who 
does  things,  saves'. 

The  Real  Estate  Broker  who 
does  things  is  economical. 

Is  judicious. 

And 

Is  unselfish; 

The  Real  Estate  Broker  who 
does  things  keeps  a  Bank  account. 

And 

Invests  his  savings  in  Real 
Estate. 

The  Real  Estate  Broker  who 
does  things,  takes  a  day  now  and 
then  for  recreation. 

The  Real  Estate  Broker  who 
does  things,  is  strictly  temperate. 

And 

Strictly  honest. 

The  Real  Estate  Broker  who 
does  things  knows  his  business 
from  A  to  Z,  and  minds  his  own 
business. 

VALUABLE  SUGGESTIONS 
FOR  ANY  REAL  ESTATE 
SALESMAN. 

The  wish-bone  is  alright  but  you 


cannot  substitute  it  for  a  back- 
bone. 

Don't  satisfy  yourself  with  pre- 
tense, hopes  or  wishes. 

Get  the  confidence  of  your  client. 

The  rest  is  easy. 

"FamiUarity  breeds  blindness." 

The  secret  to  success  is  a  pro- 
blem very  difficult  for  most  people 
to  solve. 

If  you  want  to  know  the  value 
of  money — go  try  to  borrow  some. 

Get  married. 

Make  your  wife  your  Backer. 

Own  your  own  home. 

Take  care  of  your  property. 

Be  honest. 

Invest  your  savings. 

Practice  the  Golden  Rule. 

Save  the  pennies. 

Never  borrow.  ' 

Don't  gamble.  .  ;.  ■ 

Leave  liquor  and  tobacco  alone. 

Don't  endorse  notes. 

Seize  opportunities. 

Keep  out  of  lawsuits. 

Take  care  of  your  health. 

Live  the  simple  life. 

Work  as  hard  to  save  as  to  make. 

Trust  in  God  and  keep  busy. 

The  Real  Estate  Broker  who  is 
always  complaining  that  business 
is  dull  and  not  what  it  used  to  be, 
is  the  Broker  who  doesn't  adver- 
tise or  believe  in  advertising. 

He  is  dead  and  doesn't  know  it. 

The  successful  selling  of  Real 
Estate  rests  on  the  foundation  of 
confidence. 

Destroy  confidence  and  you  de- 
stroy Business. 

Confidence  creates  Business. 

Confidence  makes  your  pros- 
pective buyer  think  as  you  think. 

Every  Real  Estate  Salesman 
should  have  faith. 


BROKER'S   CYCLOPEDIA 


151 


Every  Real  Estate  Salesman 
should  have  Enthusiasm. 

Every  Real  Estate  Salesman 
should  have  honesty. 

Every  Real  Estate  Salesman 
should  have  industry. 

Every  Real  Estate  Salesman 
should  have  ability. 

Every  Real  Estate  Salesman 
should  have  initiative  tact. 

Every  Real  Estate  Salesman 
should  have  sincerity. 

Every  Real  Estate  Salesman 
should  have  open-mindedness  and 
knowledge  of  his  own  particular 
line  of  the  Real  Estate  Business. 

Mr.  Real  Estate  Broker,  if  you 
must  take  a  drink  never  do  so 
until  after  your  days  business  is 
over. 

A  Real  Estate  Broker  who  is  not 
honest  is  a  fool. 

Knowledge  of  the  Real  Estate 
Business  means  great  Power. 

Ask  a  successful  Real  Estate 
Broker  why  he  succeeds. 

He  will  always  answer  "I  defy 
any  man  to  ask  me  a  question 
about  my  business  that  I  cannot 
answer." 

That  is  the  secret. 

You  can  always  tell  whether  a 
Real  Estate  Broker  is  sincere  or 
not  by  his  talk.  ^ 

Young  man  be  sincere. 

Throw  sincere  thoughts  and  your 
Buyer  will  catch  sincere  thoughts. 

If  you  throw  insincere  thoughts, 
how  can  your  Buyer  catch  sincere 
thoughts. 

If  you  throw  a  glass  tumbler  at 
a  man  you  can't  expect  him  to 
catch  a  wash  basin. 

Be  sincere  in  all  your  statements. 

Sincerity  wins. 

Never  jolly  your  prospect. 


Friends  criticise. 

Enemies  jolly. 

Be  open-minded. 

Always  be  willing  to  take  sug- 
gestions. 

The    "Know-It-AU"    stands    on 
slippery  places. 

Be  an  enthusiast. 

What  is  enthusiasm? 

It's   the   steam   that  makes  the 
Pot  boil  over. 

Enthusiasm   makes  you  almost 
irresistible. 

Enthusiasm    is    what    makes    a 
man  boil  over  for  his  Business. 

To  be  courteous  is  to  be  polite 
at  heart. 

To  be  courteous  is  to  think  of 
the  feelings  of  the  other  fellow. 

Mind   your   own   business,    and 
put  others  in  mind  of  it. 

To   get  what  you   want,   make 
others  want  what  you've  got. 

When  you  get  things  going  keep 
your  head. 

Simply  talk. 

Be  sincere. 

Make  your  words  ring  true. 

Do  things. 

Do  them  right. 

Get  ahead. 

Get  there. 

Save  money. 

Invest  it. 

Make  it  grow. 

Don't  be  caught  napping. 

It's  now  or  never. 

It's  up  to  you. 

Power   flows    to    the   man    who 
knows  how. 

Do  first  what  the  other  broker 
does  last. 

A  satisfied  customer  proves  to 
be  a  permanent  customer. 

Sell     property    that    is    proof 
against  criticism. 


152 


THE  REAL  ESTATE 


It's  only  a  notion  that  dull 
seasons  must  occur  in  the  Real 
Estate  Business. 

Real  Estate  can  be  sold  every 
day  in  the  year. 

Be  alive. 

Don't  be  a  dead  one. 

Don't  let  past  disappointment 
mar  your  hopes  for  the  future. 

Despondency  is  the  paralysis 
of  incentive. 

The  loss  of  hope  is  the  surest 
passport  to  failure. 

Don't  let  past  defeat  diminish 
your  efforts  toward  providing  for 
future  contingencies. 

The  man  of  sterling  worth  is  he 
who  succeeds  by  unceasing  per- 
severance. 

The  successful  man  is  he  who 
profits  by  the  experience  of  hard 
knocks. 

The  pleasure  in  life,  is  to  win  out. 

Many  men  have  wish-bones 
where  their  back-bones  ought  to  be. 

Don't  be  a  wisher  of  wishes. 

Don't  be  a  dreamer  of  dreams. 

Wishing  alone  never  got  any- 
body anything. 

Be  a  doer  of  deeds. 
.  Wish  for  something,  then  jump 
in  the  air,  crack  your  heels  and 
start  something. 

Wish  for  a  beautiful  home. 

Wish  for  financial  independence. 

Wish  for  long  life. 

Wish  for  good  health. 

Wish  for  many  good  friends. 

Save  $10,  $15,  $20  a  month  and 
put  yourself  on  "Easy  Street." 

Let  Progress  be  your  watch- 
word. 

V^igilance  in  business  is  the  price 
of  success. 

The  word  vigilance  inspires  at- 
tention and  respect. 


The  word  vigilance  suggests  ac- 
tion. 

The  word  vigilance  spells  "BUSI- 
NESS." 

Eternal  vigilance  is  the  price  of 
salvation. 

"Imitation  is  the  sincerest  form 
of  flattery." 

Intention  is  good  but  accomplish- 
ment is  better. 

One  of  the  hardest  tasks  in  the 
world  is  to  make  people  think. 

The  success  of  the  Real  Estate 
Broker  is  due  to  the  study  or  work 
he  puts  in  his  business. 

Whatsoever  you  desire  of  good 
is  yours. 

You  have  but  to  stretch  forth 
your  hand  and  take  it. 

Learn  that  the  consciousness  of 
dominant  power  within  you  is  the 
possession  of  all  things  attainable. 

Have  no  fear  of  any  sort  or  shape, 
for  fear  is  an  adjunct  of  the 
minus-entity. 

If  you  have  skill,  apply  it. 

The  world  must  profit  by  it, 
and  therefore,  you. 

Make  a  daily  and -nightly  com- 
panion    of     your     plus-entity. 

Remember,  philosophy  is  an 
argument. 

The  world,  which  is  your 
property,  is  an  accumulation  of 
facts. 

Go  therefore,  and  do  that  which 
is  within  you  to  do. 

Take  no  heed  of  gestures,  which 
would  beckon  you  aside. 

Ask  of  no  man  permission  to 
perform. 

The  minus-entity  grants  them. 
Fortune  waits  upon  every  foot- 
step you  take. 


BROKER'S   CYCLOPEDIA 


153 


Seize  her,  blind  her,  hold  her, 
for  she  is  yours;  she  belongs  to  you. 

Start  out  now,  with  these  ad- 
monitions in  your  mind. 

Stretch  out  your  hands,  and 
grasp  the  plus,  which  maybe,  you 
have  never  made  use  of;  save  in 
grave  emergencies. 

Life  is  an  emergency  most  grave. 

Your  plus-entity  is  beside  you 
now. 

Cleanse  your  brain,  and  strength- 
en your  will. 

It  will  take  possession. 

It  waits  upon  you. 

Start  to-day. 

Start  now  upon  this  new  journey. 

Be  always  on  your  guard. 

Whichever  entity  controls  you, 
the  other  hovers  at  your  side. 

Beware  lest  the  evil  enter,  ever 
for  a  moment. 

Enthusiasm  will  bring  good  re- 
sults. 

Promptness  will  gain  trade. 

Politeness  will  attract  attention. 

Faithfulness  will  be  appreciated. 

Cool  -mindedness  will  avoid 
trouble. 

Intelligence  will  be  respected. 

Honesty  will  be  respected. 

Tenacity  will  make  you  firm. 

Energy  will  bring  you  success. 

Cheerfulness  will  make  good 
spirit. 

Youth,  health,  willing  hands  and 
an  hoj3.est  heart  is  sufficient  capital 
for  any  man  to  start  with. 

Study  your  mistakes. 

Study  them  carefully. 

Study  mistakes  of  others. 

Study  how  to  avoid  them. 

Don't  make  the  same  error  twice. 

Profit  from  experience. 

Achieve  success  through  failure. 

Success  comes  from  hard  work. 


Success  comes  from  frugality. 

vSuccess  comes  from  the  utility 
of  experience. 

Success  comes  from  safe,  shrewd 
investments. 

Many  times  the  reading  of  a 
book  has  made  the  man  who  read 
it  a  fortune. 

Be  your  own  counselor. 

Be  your  own  legal  advisor. 

Be  your  own  secret  partner. 

Be  your  own  Silent  Salesman. 

Many  times  a  single  Selling 
Phrase  has  changed  the  Buyers 
mind  from  "NO  to  YES." 

If  your  competitor  talks  about 
you  put  him  on  your  payroll. 

Never  mind  what  he  says  so 
long  as  he  talks. 

Every  successful  Real  Estate 
Broker  has  some  special  plan  to 
follow. 

There's  no  money  in  kicking 
about  hard  times. 

Don't  be  afraid  to  appear  at  your 
best  all  the  time. 

Don't  try  to  be  a  jack-of-all- 
trades.  ^ 

Try  to  master  your  own. 

Look  your  afi"airs  over  occasion- 
ally with  the  eye  of  an  outsider. 

Treat  the  man  with  a  subscrip- 
tion paper  decently. 

He  doesn't  like  his  job. 

Don't  look  for  a  fortune  in  any 
one  deal. 

Your  health  is  more  to  you  than 
a  fortune. 

The  good  books  you  don't  read 
won't  help  you  any. 

Even  if  you  do  know  it  all,  keep 
something  to  yourself. 

You've  made  some  enemies. 

Get  them  back  on  your  side. 

It's  easier  to  do  business  with  a 
man  who  feels  comfortable. 


154 


THE  REAL  ESTATE 


Every  man  you  meet  can  tell  you 
something  worth  knowing. 

The  morning  is  the  best  time  of 
day  to  work. 

THREE  THINGS  EVERY 
REAL  ESTATE  BROKER 
SHOULD     NEVER    FORGET. 

1.  TO  KNOW  YOURSELF. 

2.  TO  KNOW  YOUR  BUSI- 
NESS. 

3.  TO  KNOW  THE  OTHER 
FELLOW. 

You'll  make  a  conspicuous  suc- 
cess if  you  practice  the  above. 

Seek  and  keep  the  company  of 
live  men. 

Your    unparalleled    reputation 
should   stand   behind   your   state- 
ments, each  and  every  word. 

Follow  thought  with  action. 

Start  something,  though  small. 

All  things  are  possible  to  the  Real 
Estate  man  who  has  ambition  and 
persistence. 

Start  and  stick  to  the  main  line 
and  you'll  reach  your  destination. 

The  main  line  has  two  tracks 
both  lead  in  the  same  dii  ection,  to 
a  station  called  Independence. 

Use  vim  and  vigor  and  victory 
is  yours. 

Stop  scheming  and  dreaming 
and  start  into  DO. 

Don't  envy  the  Broker  who 
masters  you. 

Find  out  the  method  of  your 
competitor  and  do  it  too. 

The  fighter  who  is  fearless  will 
always  get  through. 

Planning  for  the  future  guaran- 
tees prosperity  later  on. 

A  smile,  its  worth  a  million  dollars, 
and  doesn't  cost  a  cent. 

The  successful  Real  Estate  Brok- 
er pushes  for  more  business  in  busy 


seasons,   and  in  dull  seasons  still 
pursues. 

Don't  worry  over  trifles. 

Keep  agoin'. 

Keep  a-puUin'. 
^    You  are  not  a  Real  Estate  Broker 
if  you  don't  know  more  today  than 
you  did  yesterday. 

Nobody  knows  what  he  can  do 
until  he  tries. 

Failure  is  the  price  of  careless- 
ness. 

Everything  comes  to  him  who 
hustles  while  he  waits. 

Promise  little  and  do  much. 

Stand  by  your  convictions. 

The  fortunate  Real  Estate  Brok- 
er is  the  Broker  who  sees — who 
grasps. 

To  do  anything  you  must  make 
a  start. 

Easy  victories  are  mostly  cheap. 

Deal  justly. 

Trade  on  broad  principles. 

Don't  be  jealous  of  your  com- 
petitor. 

Cultivate  a  warm  feeling  toward 
all  your  competitors. 

A  sweet  gracious  personality  is 
better  than  a  bank  account. 

Keep  sweet  and  saw  wood. 

The  only  Real  Estate  Broker 
who  never  makes  a  mistake  is  the 
one  who  NEVER  does  ANY- 
THING. 

Don't  get  cold  feet. 

Its  sales  that  move  the  wheels 
of  business. 

The  Real  Estate  Business  will 
not  run  itself,  you  must  push  it 
along. 

Success  in  the  Real  Estate  Busi- 
ness is  like  climbing  a  hickory  nut 
tree,  you  must  always  reach  for  a 
grip  higher  up. 


BROKER'S   CYCLOPEDIA 


155 


Perseverance  laid  the  Atlantic 
Cable. 

Every  Real  Estate  Broker  should 
keep  the  following  printed  in  big 
letters  on  his  desk,  where  he  can 
see  it  every  morning,  namely, 
HARD  WORK,  PERSISTENCE, 
and  GRIP. 

Don't  be  an  automaton. 

Study  the  methods  of  other 
successful  Real  Estate  Brokers. 

The  Real  Estate  Broker  who 
stands  still  never  gets  anywhere. 

A  few  maxims  which  will  not 
hurt  any  Real  Estate  Broker's 
practice,  viz: 

Keep  happy. 

Drink  at  least  three  quarts  of 
water  a  day — between  meals. 

Sleep  eight  hours  out  of  twenty- 
four  every  day. 

Breathe  plenty  of  fresh  air. 

Take  plenty  of  exercise. 

Take  cold  baths. 

Wear  few  clothes. 

Never  wear  a  heavy  overcoat. 

Take  long  walks. 

Play  baseball. 

Don't  permit  old  age. 

Don't  drink  alcoholic  bever- 
ages. 

Smoke  with  moderation  if  you 
must  smoke. 

Get  the  right  start. 

It's  just  as  easy  to  start  to  get 
business  on  Thursday  afternoon 
as  it  is  on  Friday  morning. 

Time  is  capital. 

Every  day  wasted  is  throwing 
away  commissions. 

Remember  the  Japs. 

The  day  Russia  declared  war, 
the  Japs  began  to  fight. 

Don't  sit  around  the  office  every 
morning  waiting  for  some  person 
to  come  in  to  do  business  with. 


The  Real  Estate  Broker  who 
waits  for  things  to  turn  iip  often 
tarns  himself  up  in  the  poor-house. 

Nothing  is  going  to  throw  itself 
in  your  way,  unless  you  go  out 
and  start  it  yourself. 

The  grass  on  the  hillside  in  the 
distance  always  looks  greenest,  but 
when  you  get  to  the  hillside  the 
color  turns  out  to  be  about  the 
same  shade  of  dull  green  as  the 
hill  from  which  you  left. 

It  isn't  the  business  that  gets 
the  commission,    its    the    Broker. 

Some  Brokers  can  do  more 
business  with  deskroom  than  others 
with  an  elaborate  office  equip- 
ment. 

Pearls  of  precious  value  don't 
float  on  top  of  the  water. 

It  takes  belief,  earnestness,  en- 
thusiasm and  warm  hearted  per- 
sonality to  sell  Real  Estate. 

Be  original. 

Start  a  six  months  advertising 
campaign. 

Advertise,  but  do  it  judiciously. 

Go  into  the  Real  Estate  Business 
properly  equipped,  and  you  will 
soon  become  one  of  the  prosperous 
and  prominent  men  in  your  com- 
munity. 

Remember  the  word  "NO" 
doesn't  always  mean  "NO"  to 
Buyers. 

Stick  to  your  prospect  until  he 
says  "YES." 

It's  the  continuous  pounding 
that  puts  the  deals  through. 

A  great  many  Real  Estate  Sales- 
men move  on  the  principle  of  old 
Methusala. 

Some  Real  Estate  Salesmen 
never  move  out  of  a  walk. 

When  a  Real  Estate  Broker 
goes  to  his  office  in  the  morning. 


156 


THE   REAL   ESTATE 


he  should  immediately  go  to  work. 

Reading  the  newspapers  every 
morning  in  the  office  don't  make 
sales. 

"Up to  the  minute"  Real  Estate 
Brokers  never  sit  in  their  office 
chairs  with  their  heels  on  top  of 
the  desk. 

Its  the  little  things  that  count. 

The  successful  Real  Estate  Brok- 
er regards  every  minute  of  time  as 
part  of  his  capital. 

No  Real  Estate  Broker  makes 
a  success  until  he  learns  the  value 
of  time. 

Genius  is  inspiration. 

An  up-to-date  farmer  does  not 
expect  for  his  land  to  yield  a 
bountiful  harvest  without  cultiva- 
ting it. 

Weeds  are  the  only  crop  that 
grow  of  themselves. 

If  a  Real  Estate  Man  expects 
big  results  he  should  get  into  his 
field  of  work  at  sun  up  and  stay 
there  until  sun  set. 

Some  Real  Estate  Salesmen  are 
like  a  switch  engine  in  a  freight 
yard. 

They  never  get  out  on  to  the 
main  line. 

Consequently  get  no  where. 

Every  successful  Real  Estate 
Broker  should  think  out  a  plan 
for  every  day's  work  before  he 
turns  on  the  steam. 

Every  Real  Estate  Broker  should 
invest  in  a  genial  laugh  three  or 
four  times  daily. 

Good  humor  is  more  powerful 
than  anger. 

To  be  a  good  Real  Estate  Sales- 
man you  should  have  good  health. 

Every  time  a  Real  Estate  Broker 
takes  a  drop  of  alcohol  he  puts  a 
mortgage  on  his  success. 


A  jag  occasionally  costs  several 
big  commissions. 

A  successful  Real  Estate  Broker 
is  a  business  man. 

A  business  man  is  a  man  who 
does  business. 

A  successful  Real  Estate  Broker 
is  a  man  who  gets  results. 

Luke-warm  water  won't  make  an 
engine  run. 

A  Real  Estate  Broker  who  gets 
anything  is  the  Broker  who  goes 
after  his  object. 

Don't  be  a  lump  of  dough. 

Fortunes  in  Real  Estate  have 
been  made,  and  are  being  made  by 
others. 

Why  not  by  you? 

Something  attempted,  something 
done. 

You  cannot  be  successful  in 
anything  these  days  if  you  attempt 
it  in  a  half-hearted  way. 

The  Real  Estate  Broker  who 
attempts  to  run  his  business  with- 
out advertising,  is  like  the  man 
who  attempted  to  teach  his  horse 
to  live  without  eating;  just  as  the 
horse  got  used  to  it  he  up  and  died. 

The  Real  Estate  Broker  who 
goes  after  business  with  a  one 
time  advertising  campaign,  is  like 
a  man  who  takes  a  hunting  trip 
with  one  cartridge. 

Know  your  business  before  you 
attempt  to  talk  it. 

Waste  no  time  on  dead  ones. 

The  successful  Real  Estate  Brok- 
er is  always  cheerful. 

The  successful  Real  Estate 
Broker  has  a  trained  mind. 

Has  a  trained  will. 

Has  trained  feelings. 

And 

Trained  action. 


BROKER'S  CYCLOPEDIA 


157 


The  successful  Real  Estate  Brok- 
er is  brief. 

Is  persistent 

And 

Is  always  wiser  today  than  he 
was  yesterday. 

The  successful  Real  Estate  Brok- 
er is  systematic. 

Is  optimistic. 

Is  prompt. 

Is  thorough  in  his  work. 

Is  courteous. 

Is  honest. 

Is.  one  who  never  whines. 

Is  never  a  quitter. 

Is  full  of  pluck. 

Is  always  industrious. 

And 

Doesn't  condescend  to  penuri- 
ousness. 

EVERY  REAL  ESTATE 
BROKER  TO  BE  SUCCESSFUL 
SHOULD  BE: 

1.  Cheerful. 

2.  Energetic. 

3.  Tenacious. 

4.  Honest. 

5.  Intelligent. 

6.  Cool-headed. 

7.  Faithful. 

8.  Polite. 

9.  Prompt. 

10.  Enthusiastic. 

11.  Persevering. 

12.  Courageous. 

13.  Systematic. 

14.  Optimistic. 

15.  Thorough. 

16.  Trained. 

17.  Brief. 

18.  Persistent. 

19.  Courteous. 

20.  Industrious. 

21.  Dignified. 


THREE  THINGS  TO  REMEM- 
BER IN  MAKING  A  SALE: 

1.  Think. 

2.  Study. 

3.  Work. 

Some  Real  Estate  Men  are  dead 
long  before  they  are  buried. 

A  Real  Estate  Salesman  without 
nerve  is  like  a  jelly-fish. 

The  world  loves  a  Real  Estate 
Broker  who  is  a  fighter. 

The  world  hates  a  Real  Estate 
Broker  who  is  a  quitter. 

FOUR  THINGS  EVERY  REAL 
ESTATE  BROKER  MUST  EX- 
PECT. 

1.  Indifference. 

2.  Prejudice. 

3.  Objection. 

4.  Strenuous  opposition 
THREE  QUESTIONS. 
EVERY        REAL        ESTATE 

SALESMAN  WHO  FAILS  •  TO 
MAKE  A  SALE  SHOULD  ASK 
HIMSELF  THREE  QUESTIONS. 
1  Is  it  the  fault  of  the  prop- 
erty? 

2.  Is  it  the  fault  of  the  pro- 
spective Buyer? 

3.  Is  it  the  fault  of  the  Sales- 
man? 

Nine  Hundred  and  ninety-nine 
times  out  of  every  thousand  the 
correct  answers  to  the  first  two 
questions  will  be  "NO",  and  to  the 
third,  "YES." 

EVERY  REAL  ESTATE 
BROKER  SHOULD  ASH  HIM- 
SELF TWO  QUESTIONS. 

1.  Am  I  a  hustler? 

2.  Am  I  a  man  who  does  things? 
DAILY  REMINDERS. 

Have  an  object  in  view. 
Be  cheerful. 
Be  systematic. 
Don't  be  miserly. 


158 


THE  REAL  ESTATE 


Give  a  square  deal. 

Mind  your  own  business. 

THE  UNSUCCESSFUL  REAL 
ESTATE  BROKER. 

The  unsuccessful  Real  Estate 
Broker  has  a  cold  head  and  a  cold 
heart. 

The  unsuccessful  Real  Estate 
Broker  is  the  Broker  who  is  satis- 
fied with  things  as  they  are,  and 
never  makes  them  any  better. 

The  unsuccessful  Real  Estate 
Broker  usually  is  an  over-anxious 
salesman. 

The  unsuccessful  Real  Estate 
Broker  often  is  a  know-it-all  sales- 
man. 

The  unsuccessful  Real  Estate 
Broker  sometimes  is  a  quick- 
tempered Salesman. 

The  unsuccessful  Real  Estate 
Broker  occasionally  is  a  sky  rocket 
Salesman. 

The  unsuccessful  Real  Estate 
Broker  is  the  man  who  sits  down 
and  waits  for  business  to  come  to 
him. 

The  successful  Real  Estate  Brok- 
er never  cries  over  his  mistakes. 

Never  thinks  of  failure. 

Never  worries  over  trifles. 

Never  misrepresents. 

And 

Never  shirks  his  duty. 

OPPORTUNITY. 

The  successful  Real  Estate  Brok- 
er makes  his  own  opportunities. 

Thousands  of  opportunities  are 
lost  just  because  the  salesman  fails 
to  act. 

The  lack  of  opportunity  is  the 
excuse  only  of  the  weak  minded 
salesman. 

The  life  of  every  Real  Estate 
Broker  is  full  of  opportunities. 


Every  newspaper  Real  Estate 
advertisement  is  an  opportunity. 

Every  client  is  an  opportunity. 

Every  customer  is  an  opportun- 
ity. 

Every  business  transaction  is  an 
opportunity. 

It's  the  idle,  indolent  Real  Es- 
tate Broker  who  is  always  com- 
plaining. 

Keep  your  eyes  open  and  you'll 
discover   opportunities. 

Keep  your  ears  open  and  you'll 
discover  opportunities. 

An  opportunity  will  only  make 
you  ridiculous  unless  you  are 
prepared  for  it. 

Don't  wait  for  your  opportunity. 

Make  it  yourself. 

Educate  yourself  to  be  master 
of  what  you  undertake. 

Educate  yourself  to  be  master  of 
your  line. 

Give  common  sense  the  right  of 
way. 

The  interrogation  of  the  Real 
Estate  business  is  what  you  can  do 
and  not  what  you  know. 

Put  your  brains  in  your  business. 

Put  energy  in  your  business. 

Broaden  your  business  with  origi- 
nal methods. 

Extend  your  business  by  enter- 
prise. 

Extend  your  business  by  in- 
dustry. 

Learn  everything  that  is  to  be 
known  about  the  Real  Estate 
business. 

Concentrate  your  faculties  upon 
your  business. 

Get  to  the  bottom  of  your  busi- 
ness. 

Nothing  is  small  which  con- 
cerns your  own  business. 


BROKER'S  CYCLOPEDIA 


159 


Never  bother  yourself  about 
what  you  can't  help. 

Never  bother  yourself  about 
circumstances  that  you  did  not 
decree. 

The  young  man  going  into  the 
Real  Estate  business  should: 

1st     Get  something  to  sell. 

2nd     Keep  his  own  counsel. 

3rd     Be  observing. 

4th     Be  faithful. 

5th  Make  your  client  think  that 
he  would  be  lost  in  a  fog  without 
you. 

6th     Be  polite. 

7th     Close  application. 

8th     Integrity. 

9th     Attention  to  details. 

10th     Judicious  advertising. 

Go-at-a-tive-ness  is  the  first  re- 
quisite of  success  in  the  Real  Estate 
business. 

Stick-to-a-tive-ness  is  the  second 
requisite  to  make  the  Real  Estate 
business  a  success. 

Don't  wait  for  bigger  deals. 

Don't  wait  for  bigger  commis- 
sions. 

Make  the  deal  at  hand  big  or 
little. 

Put  originality  of  method  into  it. 

Be  more  prompt  than  your 
competitor. 

Be  more  energetic  than  your 
competitor. 

Be  more  thorough  than  your 
competitor. 

Be  more  polite  than  your  com- 
petitor. 

Study  your  business. 

Devise  new  methods  of  opera- 
tion. 

Educate  your  hand  to  be  grace- 
ful, steady  and  strong. 


Educate  your  eye  to  be  alert, 
discriminating  and  microscopic. 

Educate  your  heart  to  be  tender, 
sympathetic  and  true. 

Educate  your  memory  to  be 
accurate. 

Educate  your  memory  to  be 
retentive. 

Educate  your  memory  to  be 
comprehensive. 

Give  your  business  your  mind. 

Give  your  business  your  heart. 

Give  your  business  your  soul. 

Give  your  business  your  body. 

Then  stick  to  it. 

Don't  try  to  be  a  lawyer  and  a 
Real  Estate  Broker. 

One  business  supremely,  is  the 
demand  of  the  hour. 

It's  not  the  amount  of  work 
done. 

It's  the  amount  of  work  intelli- 
gently done. 

Grasp  circumstances  and  turn 
them  into  opportunities. 

Turn  honest  defeats  into  telling 
victories. 

Concentrate  your  energy. 

Specialize  your  energy. 

Scatteration  is  the  curse  of  any 
business. 

What  can  you  do. 

Is  the  question  of  today. 

Indecision  is  a  disease. 

Procrastination  is  the  forerunner 
of  indecision. 

Do  instantly  whatever  is  to  be 
done. 

Take  your  recreation  after  busi- 
ness hours. 

Get  the  habit  of  early  rising. 

Late  rising  is  one  of  the  first 
signs  of  family  degeneracy. 

Eight  hours  sleep  is  enough  for 
any  Real  Estate  Salesman. 


160 


T  H  E   RE  A  L   ESTATE 


Punctuality  is  the  soul  of  busi- 
ness. 

Punctuality  is  said  to  be  the 
politeness  of  Kings. 

Promptness  is  the  mother  of 
confidence. 

Promptness  is  the  mother  of 
credit. 

The  punctual  man  can  be  count- 
ed on  as  keeping  his  word. 

Better  find  one  of  your  own 
faults  than  ten  of  your  competitors. 

"Common  sense  bows  to  the 
inevitable,  and  makes  use  of  it." 

Tact  is  the  open  eye. 

Tact  is  the  quick  ear. 

Tact  is  the  judging  taste. 

Tact  is  the  keen  smell. 

Tact  is  the  lively  touch. 

Tact  is  the  surmounter  of  all 
difficulties. 

Tact  is  the  remover  of  all 
obstacles. 

Tact  is  a  national  trait. 

Tact  is  a  child  of  necessity. 

Every  Salesman  stamps  his  own 
value  upon  himself,  and  shouldn't 
expect  to  pass  for  more. 

Self-confidence  indicates  reserve 
power. 

It's  safe  to  trust  those  who  can 
trust  themselves. 

TRAINING  IS  EVERYTHING. 

The  peach  was  once  a  bitter 
almond. 

The  Cauliflower  is  cabbage  with 
a  college  education. 

KEEP  A  STIFF  UPPER  LIP. 

A  brave  man  faces  defeat  in- 
trepidly. 

A  brave  man  faces  defeat  with  a 
stiff  upper  lip. 

Headlong  retreat  is  a  shameful 
confession. 


A  brave  man  defies  adversity. 

A  brave  man  baffles  adversity. 

If  things  have  gone  astray  bury 
them. 

Let  the  dead  past  bury  its  dead. 

Blot  out  all  bitterness  of  its 
memory. 

Face  today's  battle  with  hope. 

Face  today's  battle  with  a  reso- 
lute will. 

Face  today's  battle  with  a  stiff 
upper  lip. 

You'll  win. 

Prefer  simplicity. 

Abhor  shame. 

It  isn't  always  the  biggest  steam- 
boat in  the  biggest  lake  that  makes 
the  biggest  noise. 

You  are  as  good  as  you  think  you 
are. 

But  you  have  to  prove  it. 

The  Salesman  who  brings  in  the 
shekels  is  the  only  Salesman  sure 
of  his  job. 

Some  Salesmen  think  big 
thoughts  and   then  stop. 

THE    HUNT    FOR    BUYERS. 

The  Real  Estate  Brokerage  Busi- 
ness CENTERS  in  the  search  for 
buyers. 

Any  number  of  people  can  be 
FOUND  who  wish  to  sell. 

But  the  main  object  of  the  Real 
Estate  Salesman  is  to  secure  a  way 
of  CONNECTING  with  "parties 
of  the  second  part." 

Every  Broker  has  his  own 
method. 

From  an  abstract  view-point,  all 
the  methods  are  the  same. 

They  are  based  primarily  on 
ADVERTISING. 

Putting  up  a  sign  on  the  property 
is  ONE  kind  of  advertising. 

Usually  the  LEAST  effective 
kind  a  Broker  can  use. 


BROKER'S   CYCLOPEDIA 


161 


The  card  in  the  window  is 
ANOTHER  variety  (obsolete). 

Telling  half  a  dozen  other  Brok- 
ers what  you  have  for  sale  is  still 
another  (hardly  ever  productive). 
Would  if  gone  after  earnestly. 
Would  if  Brokers  would  co-operate. 

The  wise,  progressive  Real  ins- 
tate Broker  realizes  and  knows  it  is 
necessary  to  REACH  OUT. 

Reach  out  into  a  broader  field. 

He  knows  he  must  GO  after 
them. 

He  knows  also  that  the  only 
successful   way  is  by   advertising. 

Advertise  every  day  in  the  year. 

Buy  newspaper  space. 

Buy  it  daily. 

Fill  that  space  with  words  and 
phrases  that  will  TALK. 

Fill  that  space  with  words  and 
phrases  that  will  PULL. 

Fill  that  space  with  words  and 
phrases  that  will  SELL. 

If  you  are  selling  farms. 

Secure  photographs. 

Get  cuts  made. 

Use  folders. 

Use  circulars. 

Use  "follow  up"  letters. 

But  use  the  newspaper  daily 
(If  but  two  lines  a  day.) 

Get  a  PHOTOGRAPH  (if  possi- 
ble) of  every  piece  of  property  you 
take  for  sale. 

NEVER  SAY  CAN'T. 

You  never  can  tell  till  you  try. 

What  is  impossible  for  one  Real 
Estate  Broker  is  easy  for  another. 

Everything  is  possible  to  the 
man  who  knows  how. 

TACT. 

Tact  is  the  act  of  keeping  quiet 
at  the  right  time. 

Tact  is  the  act  of  being  agreeable 
with  yourself. 


THERE    ARE    FOUR   STEPS 
TO  SUCCESS. 

1.  Decide  what  you  are  going 
to  do. 

2.  Start  immediately  doing  it. 

3.  Stick  to  it  if  it  takes  24 
hours  a  day. 

4.  Finish  it  if  it  takes  a  life 
time. 

SOME  REAL  ESTATE  BROK- 
ERS: 

Are   brilliant. 

Know  a  great  deal. 

Are  well  educated. 

BUT 

They  lack  sand. 

They  lack  staying  power. 

They  can't  stand  by  a  proposi- 
tion through  thick  and  thin,  to  the 
end. 

They  lack  Bull-dog-grit. 

They  lack  the  clinging  ability. 

They  work  well  when  things  go 
smoothly. 

They  are  fair  weather  sailors. 

They  are  terrified  in  a  storm. 

They  are  paralized  in  an  emer- 
gency. 

Hang  on  until  you  triumph  or 
die,  is  the  motto  of  a  Bull-dog. 

A  good  motto  for  Real  Estate 
Brokers  also. 

The  largest  business  assets  any 
Real  Estate  Broker  can  have  are 
satisfied  clients. 

WHY  HE  SUCCEEDS. 

A  Real  Estate  Broker  succeeds 
not  because  he  advertises 

BUT 

Because  he  lives  it. 

Because  he  eats  it. 

Because  he  dreams  it. 

Because  he  builds  air  castles 
about  it. 

The    Real    Estate    Broker    who 


162 


THE  REAL  ESTATE 


never  built  an  air  castle  never 
builds  castles  of  any  kind. 

Watch  the  rut. 

A  business  that  does'nt  move 
up,  moves  down. 

Keep  out  of  the  rut. 

As  soon  as  a  Real  Estate  Broker 
gets  into  a  rut,  the  spiders  begin 
spinning  cobwebs  before  his  door. 

A  Real  Estate  Sg,lesman  does 
business  and  sells  property  on  the 
same  plane  on  which  he  thinks. 

If  a  Real  Estate  Broker  thinks 
of  the  Real  Estate  Business  as  a 
small  business,  he  will  certainly  do 
a  small  business. 

Think. 

Think  hard. 

Think  big  business. 

Do  big  business. 

Don't  allow  your  gray  matter  to 
become  hardened  and  difficult  to 
cultivate. 

Raise  a  crop  of  new  ideas  every 
year. 

Sow  service. 

Sow  excellence. 

Sow  honor. 

Sow  progress. 

TO  BE  SUCCESSFUL. 

Your  mind  should  be  unfettered. 


Your  mind  should  be  imagina- 
tive. 

Your  mind  should  be  creative. 

Exchange  ideas. 

Relax  occasionally. 

Secure  a  change  of  thought. 

Do  things. 

WHAT  IT  TAKES. 

It  takes  brains. 

It  takes  pluck. 

It  takes  foresight. 

It  takes  perseverance. 

It  takes  capital. 

To  establish  a  Real  Estate  Busi- 
ness and  keep  it  moving   success- 
ward. 
,  WHAT  YOU  MUST  DO. 

Advertise  judicipuly. 

Advertise  continuously. 

BRAIN  POWER. 

Brain  power  wins. 

This  is  the  age  of  brains. 

Brain  power  is  not  inherited. 

Brain  power  is  acquired. 

Every  Real  Estate  Broker  is  the 
builder  of  his  own  career. 

PLOD. 

Plod  is  the  history  of  the  wage 
earner  who  never  aspires  to  rise 
above  wages. 


REMEVIBER. 


Remember  this,  in  after  years, 
Tho*  man  and  grief  be  kin. 

If  you  put  your  heart  in  what  you  do, 
You're  simply  bound  to  win. 


BROKER'S   CYCLOPEDIA 


163 


CHAPTER  III. 

Advertising  Suggestions. 


1 — What  is  advertising 
2 — What  is  an  advertisement? 
3 — Words   and    how    to    use    them   in 
advertising. 

4 — How  to  write  good  copy. 


I    What  is  Advertising? 

The  object  of  advertising  is  to 
turn  people's  minds  tow^ard  buying 
what  the  advertiser  has  to  sell. 

Advertising  is  one  element  of 
vSalesmanship. 

Advertising  implies  contract  by- 
proxy. 

Advertising  is  the  brain  of  selling. 

Advertising  is  an  invitation. 

Advertising  is  the  soul  of  busi- 
ness. 

Advertising  is  only  common 
sense  put  in  print. 

Advertising  creates  business. 

Advertising  gets  people  in  the 
notion  of  buying. 

Advertising  spurs  the  people  on 
after  they  have  purchased  property. 

Advertising  is  a  trade. 

Advertising  is  an  art. 

Advertising  is  a  science. 

Advertising  is  the  greatest  crea- 
tive business  force  in  the  world. 

Advertising  should  be  treated  as 
a  science. 

Advertising  should  be  studied  as 
a  science. 

Advertising  should  be  practiced 
as  a  science. 

Advertising  is  to  business  w^hat 
electricity  is  to  a  big  city,  Light 
and  Power. 


5 — How  to  advertise. 
6 — How  to  save  money  in  buying  ad- 
vertising space. 

7 — How  to  make  advertising  pay. 
8 — Technical  terms  in  advertising. 


Advertising  makes  things  clear. 

Advertising  is  an  irresistible 
force. 

Advertising  makes  things  go. 

Advertising  sends  old  fogy  meth- 
ods to  the  scrap-heap. 

Advertising  has  revolutionized 
business. 

Advertising  is  a  Salesman  that  is 
^always  at  work. 

Advertising  never  wearies  a  cus- 
tomer. 

Advertising  calls  on  the  same 
man  until  convinced. 

Advertising  never  annoys  a  cus- 
tomer with  insistence. 

Advertising  wastes  no  tim.e. 

Advertising  wastes  no  words. 

Advertising  can  always  gain  an 
audience. 

Advertising  can  always  get  a 
hearing. 

Advertising  has  free  access  to 
big  libraries. 

Advertising  marches  past  the 
.secretary  into  the  main  office. 

Advertising  goes  to  the  homie  if 
turned  down  at  the  office - 

Advertising  never  gets  the  door 
slammed  in  its  face. 

Advertising  travels  to  the  most 
remote  country. 

Advertising  travels  to  the  most 
humble  village. 


164 


THE   REAL   ESTATE 


Advertising  should  be  a  live 
wire  but  must  be  properl}^  safe 
guarded. 

Advertising  can  do  lots  of  evil. 

Advertising  can  do  lots  of  good. 

WHAT  GOOD  ADVERTISING 
WILL  DO? 

Good  advertising  helps  Salesmen. 

Good  advertising  sells  Real  Es- 
tate. 

Good  advertising  saves  expense. 

Good  advertising  creates  riew 
business. 

Good  advertising  enlarges  old 
business. 

Good  advertising  revives  dull 
business. 

Good  advertising  rescues  lost 
business. 

Good  advertising  saves  many  a 
failing  business. 

Good  advertising  secures  buyers* 
for  any  business. 

Good  advertising  brightens  back- 
ward business. 

Good  advertising  catches  circula- 
ting coin. 

Good  advertising  is  good  talk. 

Good  advertising  is  honest. 

Good  advertising  is  frank. 

Good  advertising  convinces. 

Good  advertising  must  be  sincere. 

Good  advertising  must  be  truthful 

Good  advertising  must  be 
straight-f  orvi^ard . 

Good  advertising  is  teaching  the 
people  to  believe  in  you,  and  in 
what  you  have  to  sell. 

It  is  good  advertising  for  a 
Salesman  to  study  voice  modula- 
tion. 

It  is  good  advertising  for  a 
Salesman  to  control  his  temper. 

Good  advertising  is  Salesman- 
ship multiplied. 


Goo4  advertising  might  be  term- 
ed Salesmanship. 

Good  advertising  is  read  with 
as  much  interest  as  news. 

Good  advertising  inspires 
thought. 

Good  advertising  will  create 
prompt  buying. 

Good  advertising  will  inspire 
action.  • 

Advertising  is  selling  and  selling 
is  advertising. 

Th€  permanent  results  of  ad- 
vertising rest  upon  the  satisfaction 
of  your  customer. 

Good  advertising  should  be  con- 
scientiously planned. 

Advertising  to  the  Real  Estate 
Business  is  what  steam  is  to  a 
locomotive. 

It's  impossible  to  build  up  a  big 
Real  Estate  Business  without  ad- 
vertising. 

MEDIUMS  IN  WHICH  TO  AD- 
VERTISE. 

Newspapers. 

Street  Cars. 

BilLBoards. 

Bill  Posters. 

Booklets. 

Leaflets. 

Circulars. 

Follow  up  letters. 

Program  advertising  is  throwing 
money  in  the  river. 

Office  calendars  are  good  if  you 
print  the  ©ne  that'll  stay  up  on 
the  wall  one  year. 

Blotter  advertising  is  poor  for 
Real  Estate. 

Don't  do  any  kind  of  advertising 
unless  you  do  it  continuously. 

If  you  can't  advertise  in  all  the 
mediums,  don't  fail  to  stick  to  the 
Newspapers. 


BROKER'S   CYCLOPEDIA 


165 


TWO  KINDvS  OF  ADVERTIS- 
ING. 

There  are  two  sorts  of  adver- 
tising. 

The  negative. 

And  the  positive. 

The  lirst  is  lifeless,  flat  and  re- 
pels interest. 

The  latter  is  direct. 

The  latter  is  interesting  and 
sparkling  with  bright  twists  and 
clever  thoughts. 

All  advertising  is  good  because 
it  is  better  than  no  advertising  at 
all,  (of  course  -there  are  varying 
degrees  of  goodness). 

You  can  use  advertising  to  ex- 
cess as  you  can  whiskey. 

Advertising  should  be  bought 
and  used  wisely. 

Advertising  is  the  training  of 
your  business. 

Advertising  keeps  your  business 
healthy. 

Advertising  tones  up  the  liver  of 
your  business. 

Advertising  strengthens  the  bi- 
ceps of  your  business. 

Advertising  steadies  the  heart  of 
your  business. 

Advertising  keeps  the  nerves  of 
your  business  in  order. 

Advertising  is  one  of  the  most 
powerful  forces  that  marks  human 
progress. 

Advertising  is  a  process  of  Sales- 
manship. 

The  advertising  man  should 
study  his  readers  with  great  con- 
sideration. 

Advertising,  in  a  sense,  may  be 
defined  as  the  influence  of  mind 
over  mind. 

Therefore,  the  psychological  ele- 
ment in  advertising  is  a  most 
important  one. 


Get  the  ideas  right  from  facts 
regarding  the  pen. 

Then  get  the  ideas  right  from 
fancies  conjured  regarding  the 
pen. 

See  that  these  ideas  make  a 
distinct,  positive  and  pleasant  im- 
pression. 

Advertising  gives  the  public 
knowledge  about  you  and  your 
business. 

Advertising  unconsciously  cre- 
ates confidence. 

Advertising  is  the  Great  Builder 
of  Confidence. 

Persistent  and  continuous  ad- 
vertising will  bring  success  any 
time. 

The  best  advertising  is  the 
naked  truth. 

If  opportunity  don't  knock  at 
your  door,  advertise  for.it. 

The  purpose  of  Real  Estate  Ad- 
vertising is  not  merely  to  sell  one 
property  but  to  sell  more  property. 

Make  friends,  build  up  a  trade. 

If  you  haven't  a  good  business, 
advertise  and  get  one. 

If  you  have  a  good  business, 
advertise  and  keep  it. 

Confidence  follows  the  stayer. 

Never  undertake  to  prove  what 
nobody  doubts. 

If  you  can't  find  a  good  way  to 
advertise  your  business,  make  one. 

When  you  speak  of  advertising 
you  speak  of  anything  connected 
with  your  business  that  makes  an 
impression  upon  the  public. 

When  you  have  something  to 
sell,  tell  the  people  about  it. 

Telling  is  selling. 

Telling  is  advertising. 

Advertising  should  be  to  your 
business  what  bone  dust  is  to  poor 
land. 


166 


THE   REAL   ESTATE 


Your  object  in  advertising  should 
be  to  make  the  public  understand 
what  you  have  to  sell. 

POvSTER  ADVERTISING: 
A  poor  poster    is    an    abomina- 
tion. 

Get  the  best  or  none. 
It  costs  just  as  much  to  post  a 
bad  poster  as  a  good  one. 

Don't  expect  a  poster  to  carry 
a  detailed  story. 

The  poster  should  be  judged 
from  a  distance. 

Posters  are  read  from  a  distance. 
Have  your  posters  made  by  a 
poster  artist. 

Posters  should   be   made   to   be 
perfectly    clear    and    readable    40 
feet  away. 
A  picture. 
An  argument. 

A  catch  phrase  is  enough  for  a 
poster. 

Have  a  good  poster. 
Have  a  trade  mark  if  possible. 
Constant  repetition   of   a   trade 
mark    is    what    makes    the    trade 
mark  valuable. 

Keep   your    trade    mark    before 
the  public  day  after  day. 
Week  after  week. 
Month  after  month. 
Year  after  year. 

In  newspapers,  street  cars,  bill 
boards  and  posters 
ELECTRICITY. 
Electrical    advertising   is    in    its 
infancy. 

One  good  well-designed  electri- 
cal sign  board,  placed  where  it 
can  be  seen  and  read  by  the 
masses  at  night,  is  invaluable. 

Seventy  percent  of  a  newspaper 
advertisement  is  credited  to  at- 
tention. 


Advertising  is  the  real  main- 
spring of  business. 

Advertising  (the  right  kind) 
welds  the  buyer  to  the  Seller. 

Advertising  (the  right  kind)  is 
an  automatic  welding  device. 

The  process  of  welding  involves 
intense  heat  and  heavy  hammering 
with  the  use  of  welding  flux  (bo- 
rax).   (Salemanship.) 

DOES    ADVERTISING    PAY? 
If  it  did  not,  do  you  think  that 
one  billion  (1,000,000,000)  dollars, 
would  be  spent  in  it  every  year? 
A  billion  dollars  annually. 
Try' to  grasp  what  that  means. 
Then  you  will  get  some  idea  of 
the  exten  to  fmodern  advertising. 
Good  advertising  pays. 
Judicious  advertising  pays. 
Continuous  advertising  pays. 
If   you   have   but   one   hundred 
dollars  to  spend  in  advertising. 

Take  one  hundred  days  to  spend 
it. 

At  the  rate  of  $1.00  a  day. 
It'll  bring  better  results. 
THE   RIGHT   KIND   OF   AD- 
VERTISING. 

The  right  kind  of  advertising  is 
simply  telling  the  people  the  things 
which  they  want  to  know. 

The  right  kind  of  advertising  is 
simple. 

The  right  kind  of  advertising  is 
mighty. 

The  right  kind  of  advertising  is 
profitable. 

Just  what  to  say  to  draw  cus- 
tomers is  the  whole  secret  of  ad- 
vertising. 

Advertising  is  the  foundation 
upon  which  every  successful  and 
prosperous  Real  Estate  Business 
must  be  established. 


BROKER'S  CYCLOPEDIA 


167 


Don't  load  your  advertising  gun 
with  only  one  kind  of  powder. 

Don't  shoot  at  birds  when  your 
gun  is  loaded  for  duck. 

Get  the  breath  of  individual  life 
into  your  advertisements. 

Advertising  is  no  longer  a  busi- 
ness luxury. 

Advertising  is  a  sane  certain 
business-getting  force. 

Advertising  is  useful  to  the 
Salesman. 

Advertising  is  profitable  to  the 
Real   Estate   Broker. 

Advertising  reaches  buyers  that 
can't  be  reached  by  two-legged- 
solicitors. 

Advertising  changes  opinion. 

Advertising  alters  minds. 

Advertising  creates  demand. 

Advertising  opens  pocket-books. 

DON'TS    IN    ADVERTISING. 

Don't  use  long  words. 

Don't  use  technical  words. 

Don't  use  more  than  two  faces 
of  type. 

Don't  use  all  cap  headlines. 

Continuous  advertising  is  the 
only  propelling  forces  that  gains 
the  confidence  and  influence  of  the 
buying  public. 

Continuous  advertising  creates 
demand. 

If  business  slackens,  don't  stop 
advertising,  cutting  off  advertising 
does  not  reduce  the  expense  ac- 
count. 

Don't  waste  good  space  on 
generalities. 

Tell  the  people  what  you  have 
to  sell. 

Tell  the  people  the  truth. 

Tell  them  something  that  will  be 
to  their  advantage. 

Tell  them  what  they  need. 

Tell  them  they  should  act  now. 


There  is  only  one  man  who 
should  not  advertise. 

The  man  who  can't  make  good 
his  "ad." 

Advertising  is  far  reaching. 

Advertising  is  influential  in  de- 
termining plans. 

Advertising  is  influential  in  de- 
termining policies. 

Advertising  is  influential  in  de- 
termining profits. 

Study  and  practice  is  what 
makes  good  advertising. 

Keep  pace  with  the  progress  of 
the  art. 

Good  ideas  are  development  of 
other  ideas. 

A  suggestion  starts  a  train  of 
thought. 

A  suggestion  travels  over  a  new 
mental  road. 

Somewhere  on  that  mental  road 
you'll  stop  and  pick  up  the  idea 
you've  been  looking  for. 

REAL  EvSTATE  ADVERTIS- 
ING: 

Isn't  grammar. 

Isn't  a  picture. 

Isn't  position  at  top  of  the  page. 

BUT. 

Real  Estate  Advertising. 

Is  the  art  of  making  cold  type 
talk. 

Is  the  art  of  making  the  proper 
telepathic  connection  between  you 
and  the  Reader. 

Unique  advertising  pays. 

Forceful  advertising  pays. 

Comprehensive  advertising  pays. 

Advertising  tells  the  value. 

Advertising  does  not  create  value- 
Advertising  must  be  believable, 

Or  it  will  not  pull. 

SOMETHING  TO  BE  vSOLD. 

The  message. 

The  messenger. 


168 


THE   REAL   ESTATE 


In  Salesmanship  the  Salesman 
carries  the  message. 

In  advertising  the  medium  takes 
the  place  of  the  Salesman. 

The  copy  is  what  he  says. 

2.    What  is  an  Advertisement. 

What  is  an  advertisement? 

Reputation  is  an  advertisement. 

Honesty  is  an  advertisement. 

Correspondence  is  an  advertise- 
ment. 

Catalogues  are  advertisements. 

Circulars  are  advertisements. 

Neatness  is  an  advertisement. 

Promptness  is  an  advertisement. 

Thoroughness  is  an  advertise- 
ment. 

Conversation  is  an  advertise- 
ment. 

Your  statement  in  the  news- 
paper is  an  advertisement. 

Your  Salesmen  are  advertise- 
ments. 

It  has  been  said  that  the  reader 
of  a  newspaper  does  not  see  the 
first  insertion  of  any  ordinary 
advertisement. 

The  second  insertion  he  sees  but 
doesn't  read. 

The  third  insertion  he  reads. 

The  fourth  insertion  he  looks  at 
the  price. 

The  fifth  insertion  he  speaks  to 
his  wife  about  it. 

The  sixth  insertion  he  is  ready 
to  purchase. 

The  seventh  insertion  he  closes 
the  sale. 

Its  a  better  advertisement  to 
under  estimate  than  over  estimate. 

Every  advertisement  should  be 
thought  out  and  written. 

Every  advertisement  should  con- 
tain direct  statements. 


Every  advertisement  should  con- 
tain clear  arguments. 

Every  advertisement  should  con- 
tain information. 

Every  advertisem.ent  should  con- 
tain information  that  will  save 
trouble. 

Every  advertisement  should  con- 
tain information  that  will  save 
time. 

Every  advertisement  should  con- 
tain information  that  will  save 
money. 

FOUR  QUESTIONS. 

Before  beginning  to  write  an 
advertisement  answer  the  follow- 
ing questions,  viz : 

1 — What  class  of  prospective 
purchasers  am  I  trying  to  influ- 
ence? (Men  or  women?  City  peo- 
ple or  country  people,  or  both? 
Well-to-do,  poor,  or  middle  class 
etc.) 

2 — What  are  the  tastes,  needs, 
and  manner  of  reasoning  of  these 
three  kinds  of  people? 

What  will  probably  be  their 
objections  to  buying,  and  how 
may  these  objections  be  overcome? 

3 — In  what  medium  is  the  ad- 
vertisement to  appear?  (News- 
paper, Magazine,  Street  Car,  Bill 
Board,  etc.) 

4 — What  is  the  size  of  the  ad- 
vertisement?    Width?     Depth? 

EVERY  ADVERTISEMENT 
SHOULD  BE  DIVIDED  INTO 
FOUR  (4)   PARTS: 

1  — Description. 

2 — Explanation. 

3 — Argument. 

4 — Persuasion. 

LOGICAL  POINTS. 

There  are  four  logical  steps  to 
be  followed  in  preparing  an  ad- 
vertisement. 


BROKER'S   CYCLOPEDIA 


169 


First,  secure  attention. 

Second,  arouse  an  interest. 

Third,  instill  conviction. 

Fourth,  stimulate  the  reader 
into  action. 

A  good  advertisement  of  50 
words  should  make  the  reader 
think  a  thousand  words. 

A  good  advertisement  is  just 
long  enough  to  make  its  point. 

A  good  advertisement  is  just 
long  enough  to  inspire  action. 

A  good  advertisement  is  always 
interesting. 

A  good  advertisement  is  written 
to  SELL. 

PUT  LIFE  IN  YOUR  AD- 
VERTISEMENTS. 

Nine  out  of  ten  Real  Estate 
Advertisements  are  dead  as  Egyp- 
tian mummies. 

Nine  out  of  ten  Real  Estate 
Advertisements  are  : 

Beautifully  decorated. 

Twined  around  with  fine  linen. 

Draped  and  boxed  ready  for 
burial. 

Nine  out  of  ten  Real  Estate 
Advertisements : 

Have  no  eyes. 

Have  no  nose. 

Have  no  mouth. 

Can't  speak. 

Neither  can  they  see. 

Faces  either  made  out  of  putty 
or  beautiful  marble. 

No  throbbing  pulse. 

3.    Words   And  How  to  Use 
Them  in  Advertising. 

Words  are  powerful,  although 
but  the  expression  of  ideas. 

The  shortest  words  are  the  best. 

The  briefest  sentences  are  the 
best. 

The  "ad"  writer  finds  that  a 
clean-cut,    distinct    impression    is 


best  conveyed  by  short  words  and 
short  sentences. 

Study,  absorb,  think  out  new 
ideas  by  all  means. 

Words  are  but  the  vehicles  of 
ideas,  types  are  the  vehicles  of  words 
and  ideas  are  the  prime  and  prime- 
val  requisites    of    advertisements. 

IDEAS. 

Ideas  may  consist  of: 

First,  simply  facts  connected 
with  business. 

Second,  facts  connected  with 
business,  together  with  outside 
thoughts. 

Third,  outside  thoughts,  i.e., 
thoughts  having  but  an  indirect 
bearing  upon  the  business.   ' 

All  are  valuable. 

Probably  the  least  valuable  are 
the  latter,  as  in  the  hurry  and 
stress  of  today's  progress,  people 
have  little  or  no  time  to  consider 
non-essentials. 

The  growth  of  ideas  is  a  marvel- 
ous matter. 

How  some  ideas  arise  in  the 
human  mind  is  an  impenetrable 
mystery. 

Ideas  expand. 

All  human  progress  is  based 
upon  two  factors: 

Ideas  and  the  communication  of 
ideas. 

Ideas. 

Communication  of  ideas. 

Multiplication  of  ideas. 

Every  Real  Estate  Broker  needs 
the  ideas  of  other  Real  Estate 
Brokers. 

Every      advertising      counselor 
needs    the   ideas   of   other   adver-- 
tising  counselors. 

The  impressions  come,  grow 
stronger  and  burst  into  full  life. 


170 


THE  REAL  ESTATE 


Which  of  the  five  senses  received 
the  impression? 

When  was  the  impression  re- 
ceived? 

How  long  did  the  thought  lie 
dormant,  awaiting  the  silent,  yet 
powerful  mental  call,  to  arouse  it 
into  fullest  expression? 

Possibly  the  suggestion  origin- 
ally came  from  generations  back, 
received  only  at  birth. 

It  may  be  that  the  mind  received 
the  impression  during  childhood. 

The  expression  was  pigeon-holed 
with  thousands  of  other  impres- 
sions stored  away  in  brain  cells,  and 
never  used  until  memory  reaches 
out  and  resurrects  them  in  response 
toademand  by  the  entire  mentality. 

IDEAS  COME  FROM  ALL 
SOURCES. 

Pick  up  a  newspaper  and  the 
brain  receives  a  score  or  more 
ideas,  evanescent  'tis  true  but 
sufficiently  tableted  upon  the  mem- 
ory to  jump  into  instant  signifi- 
cance when  the  mind  calls. 

Pick  up  a  book  and  presently 
the  author's  ideas  are  tincturing 
the  reader's  mind. 
■  Come  in  contact  with  other 
people,  particularly  forceful  people 
and  you  are  at  once  inoculated 
with  their  suggestions. 

Words  rightfully  chosen,  right- 
fully grouped,  have  the  power  to 
accomplish  what  you  desire. 

WORDS  ARE  THINGS. 

Words  are  things. 

Employ  men  who  can  wield 
them. 

Studying  other  men's  ideas 
makes  more  of  your  own. 

Words  can  make  sales. 

Words  can  break  sales. 

Words  can  build  up  a  business. 


Words  can  tear  down  a  business. 

Words  can  bring  fortune. 

Worde  can  bring  ruin. 

Words  can  bring  happiness. 

Words  can  bring  grief. 

Words  can  bring  worry. 

Words  can  bring  serenity. 

Words  in  advertising  copy  are 
more  important  than  the  adver- 
tising space. 

Words  control  the  mind. 

Words  suggest. 

Words  hypnotize. 

Words  change  beliefs. 

Words  change  creeds. 

Words  can  plunge  nations  into 
bloody  conflicts. 

All  in  all  words  are  powerful. 

Words  can  be  described  as: 

Notes. 

Sentences. 

Bars. 

Paragraphs. 

Melodies. 

Words  create  mind  impressions. 

Words  as  with  sunbeams  the 
more  condensed  they  are  the 
deeper  they  burn. 

THE  POWER  OF  WORDS. 

The  power  of  words  is  what  the 
Salesman  says. 

The  power  of  voice  is  how  the 
vSalesman  says  what  he  says. 

The  power  of  Pantomine  is  the 
picture  formed  by  the  physical 
expression  in  face  and  body  as  it 
accompanies  what  he  says. 

Ideas,  combined  with  presenta- 
tion produce  salesmanship. 

Proper  words  make  people  think. 

The  selling  secret  is  simply  the 
choice  and  combination  of  words. 

Advertising  can  change  the  opin- 
ions of  alife  time  in  twentv  minutes. 


BROKER'S   CYCLOPEDIA 


171 


4.    How  to  Write  Good  Copy. 

ADVERTISING  TALK. 

Back  up  your  catch  line  with 
good  argument. 

Back  up  your  arguments  with 
facts. 

Attracting  attention  don't  al- 
ways attract  trade. 

Merit  wins. 

Never  try  to  get  blood'  out  of  a 
turnip. 

Make  your  "ad"  stick  out  where 
it  can't  be  missed. 

Talk  to  the  public  in  your  ad- 
vertisements just  as  you  would 
talk  to  a  client  in  your  office. 

Make  your  advertisement  at- 
tractive. 

Make  your  advertisement  defi- 
nite. 

Make  your  advertisement  inter- 
esting. 

Make  your  advertisement  pleas- 
ing. 

Make  your  advertisement  sug- 
gestive. 

Make  your  advertisement  con- 
vincing. 

Make  your  advertisement  order- 
ly- 

Never  fuss  over  your  advertising 
copy. 

Make  your  advertisement  na- 
tural. 

The  result  is  bound  to  be  poor 
if  you  do. 

Good  advertising  copy  is  talking 
to  the  reader  the  same  as  you 
.  would  talk  to  him  in  your  office. 

Good  copy  should  be  attractive. 

Good   copy  should  be  readable. 

Good  copy  should  have  plenty 
of  space. 


Good  copy  should  contain  per- 
sonality. 

Good  copy  should  be  new. 

Good  copy  should  be  pleasing. 

Good  copy  should  be  convincing. 

Good  copy  should  be  extremely 
brief. 

Good  copy  should  consist  of  a 
few  words  only. 

Good  copy  always  says  some- 
thing. 

Good  copy  strikes  the  mind  as 
well  as  the  eye. 

Good  copy  educates. 

Good  copy  consists  mainly  in 
telling  the  truth  about  what  you 
have  to  sell  in  simple  words  and 
sentences. 

Good  copy  gives  information. 

A  good  advertisement  should 
attract  favorable  attention,  awaken 
interest,  create  desire,  inspire  con- 
fidence and  influence  the  reader  to 
buy. 

It  dosen't  matter  how  cleverly 
yoiir  "ad"  may  be  written,  you 
cannot  expect  the  fullest  measure 
unless  there  is  a  plan  behind  it. 

Never  make  a  statement  in  your 
advertisement  you  can't  live  up  to. 

Don't  make  a  statement  in  an 
advertisement,  even  if  true,  unless 
it  sounds  true. 

A  complete  advertisement  to  be 
most  effective,  should  attract  favor- 
able attention,  awaken  interest, 
create  desire,  carr}'-  conviction. 

Inspire  confidence  and  influence 
the  reader  to  buy. 

Attracting  favorable  attention 
and  awakening  interest  are  ac- 
complished by  appropriate  head- 
ings, attractive,  informing  illustra- 
tions, arid  good  typographical  dis- 
play. 

Creating  desire  is  accomplished 


172 


THE   REAL   ESTATE 


by  appealing  to  the  senses  of  sight, 
hearing,  taste,  smell  and  touch. 

If  I  (the  "ad"  writer)  were  one 
of  these  prospective  customers, 
what  would  interest,  influence  and 
convince  me?  (The  "ad"  writer). 
Would  ,llu;trations  strengthen 
the  copy. 

If   so,    what    style    and    size    of 
illustration  should  be  used? 
Shall  price  be  presented? 
In  heading  or  near  the  end  of  the 
advertisement? 

Is  it  best  to  try  to  have  the  ad- 
vertisement complete  the  sale,  or 
must  this  be  left  to  a  salesman  or 
to  a  catalogue,  booklet,  etc.? 

If  the  advertisement  is  to  com- 
plete the  sale  what  is  the  strongest 
closing  point? 

Is  the  copy  clear? 
Is  the  copy  concise? 
Is  the  copy  complete? 
Is  the  copy  truthful? 
Is  the  copy  interesting? 
Is  the  copy  logical? 
Is  the  copy  convincing? 
Is  the  copy  grammatical? 
Is  the  copy  properly  spelled? 
Is    the    copy    properly    punctu- 
ated :> 

Is  the  copy  properly  paragraph- 
ed? 

Creating  desire  is  accomplished 
by  appealing  to  the  senses  of  sight, 
hearing,  taste,  smell  and  touch,  as 
well  as,  to  the  desires,  needs 
sentiments,  emotions  and  preju- 
dices of  the  reader. 

To  carry  conviction,  the  adver- 
tisement should  appeal  to  the 
reader's  reason,  should  show  by 
logical  information  and  argument 
why  he  should  buy. 

To  carry  conviction,  the  adver- 
tisement   sh-uld    answer    the    ob- 


jections in  his  mind  as  to  the 
necessity  or  desirability  of  the 
article  or  service. 

Confidence  is  inspired  by  an 
earnest  style  and  the  avoidance  of 
extravagant  claims. 

It  is  advisable  to  make  a  sug- 
gestion near  the  end  of  the  adver- 
tisement that  will  cause  the  reader 
to  act.  ^ 

Put  confidence,   sureness,  inter- 
i   est,    conviction,    and   information, 
and  then  see  if  you  don't  have  good 
and  effective  copy. 

You  don't  have  to  be  a  college 
graduate  to  write  good  advertising 
copy. 

Any  advertivsing  copy  that  gets 
results  is  "good  copy." 

The  most  scholarly  copy  is  not 
always  "good  copy." 

Put  sincerity  into  your  copy. 

Put  enthusiasm  into  your  copy. 

The  strongest  weapon  for  the 
advertiser  is  original  and  forcible 
copy. 

Copy  that  will  obtain  results  is 
good  copy. 

Copy  that  will  create  business  is 
good  copy. 

Copy  that  will  beat  down  all 
obstacles  between  you  and  success 
is  good  copy. 

It  is  on  copy  that  your  campaign 
succeeds  or  fails. 

TWO  KINDS  OF  COPY. 

Good  copy. 

Bad  copy. 

Good  advertising  copy  is  copy 
that  is  good  enough  to  sell  Real 
Estate. 

Copy  that  sells  pays. 

Paying  copy  is  good  copy. 

Make  your  copy  clear. 

Study    the    class    of    people    to 


BROKER'S   CYCLOPEDIA 


173 


whom  your  advertisement  is  in- 
tended for. 

You  can  say  things  that  will 
shoot  directly  over  their  heads. 

Say  things  that  will  hit  the  mark. 

Say  things  that  will  meet  the 
customers  age. 

Say  things  that  will  meet  the 
customers  sex. 

Say  things  that  will  meet  the 
customers  intelligence. 

•  Don't  say  the  same  thing  to  every 
class. 

Don't  give  every  person  the 
same  dose. 

What  will  cure  one  person 

Often  will  kill  another. 

People  are  different. 

Your  copy  should  be  different. 

Use  words  of  one  syallable. 

Use  words  that  are  apt. 

Use  words  that  have  plenty  of 
real  life. 

Don't  use  words  that  are  sus- 
ceptible of  double  meaning. 

Don't  use  fancy  "figures  of 
speech." 

Don't  use  high  sounding  words. 

Don't  use  words  of  a  doubtful 
meaning. 

.  In  beginning  your  copy  say 
something  in  the  first  two  or  three 
lines  to  hold  the  readers  attention. 

Say   something   that   will   make  . 
the  reader  think  as  you  think. 

Say  something  that  will  create 
a  desire  to  learn  more  about  your 
proposition. 

Talk  to  your  reader  sensibly  as 
man  to  man. 

Write  facts— not  fancies. 

Write  sense — not  nonsense. 

Put  argument  in  your  copy. 

Prove  each  point. 

Give  a  reason. 

Search  every  cell  of  your  brain. 


Pull  at  your  mind. 

Tug  at  your  mind. 

Gouge  at  your  mind. 

For  something  to  say  about 

Your  business  that  the  other 

Fellow  has  left  unsaid. 

Hurl  out  lumps  of  truth. 

Big  lumps. 

Huge  lumps. 

Solid  lumps. 

Stir  up  interest  but  be  truthful. 

Avoid  stirring  up  doubt. 

Be  moderate. 

Hold  back. 

Keep  on  this  side  of  the  line. 

Give  more  than  you  promise. 

Find  out  who  you  are  talking 
to. 

Don't  make  your  copy  too  stiff. 

Don't  make  your  copy  too  digni- 
fied. 

Don't  make  your  copy  too 
deadly. 

The  idea  of  advertising  is  to  at- 
tract. 

The  idea  of  advertising  is  to 
tempt. 

The  idea  of  advertising  is  to 
create  a  desire  in  the  readers  mind 
to  come  and  see  you. 

Advertise  every  day. 

IN  WRITING  COPY: 

Learn  what  not  to  say,  as  well 
as  what  to  say. 

Its  easy  to  be  smart  in  adver- 
tising. 

Its  not  easy  to  be  sane  in  ad- 
vertising. 

Smart  advertising  is  expensive. 

Sane  advertising  is  profitable. 

GOOD  COPY. 

Good  copy  must  contain  the 
truth. 

Good  copy  must  create  confi- 
dence. 


174 


THE   REAL   ESTATE 


To  create  confidence  use  simple 
words. 

Make  your  copy  attractive  to 
the  reader. 

Tell  your  story  in  dead  earnest, 
what  you  think. 

Know  what  you  are  trying  to 
accomplish. 

If  you  can't  tell  the  truth  don't 
advertise. 

CHANGE  OF  COPY. 

Change  your  copy  every  day. 

Handing  the  public  the  same 
copy  every  day  is  like  a  hotel  that 
serves  the  same  food  xmtil  it  is  all 
gone. 

Its  the  message  that  counts. 

5.    How  to  Advertise. 

Advertise  forcibly. 

Advertise  directly. 

Advertise  pointedly. 

Advertise  with  cuts  if  possible. 

Arouse  an  interest. 

Create  a  desire. 

Do  not  be  too  terse. 

Hew  to  the  line  of  truth. 

Use  forcible  words. 

Eliminate. 

Condense. 

Tell  your  proposition  simply. 

Tell  it  plainly. 

Tell  it  briefly. 

Write  as  if  you  were  talking. 

Talk  in  the  language  of  your 
readers. 

Never  juggle  with  truth  in  your 
advertising. 

Photographs  tell  the  story  quick- 
er than  type. 

Illustrations  and  type  make  a 
winning  combination. 

Never  engage  in  spurt  adver- 
tising. 

Keep  on  the  lookout  always  for 


new  ideas,  new  ways  and  new 
methods. 

Spasmodic  advertising  will  dis- 
appoint you  in  the  end. 

Fill  your  advertisements  full  of 
ideas. 

Advertise  for  results. 

Artistic  advertising  may  be  ad- 
mired for  its  beauty,  but  seldom 
brings  satisfactory  results. 

Advertising  is  a  broad  subject. 

THREE  OBJECTS  TO  BE  AC- 
COMPLISHED IN  ADVERTIS- 
ING. 

1 — Get  your  name  before  the 
Public. 

2 — Tell  them  what  you  are 
selling. 

3 — Sell  v/hat  you  offer  for  sale. 

Advertising  is  a  straightforward 
business  proposition  from  begin- 
ning to  end. 

No  chance. 

No  luck. 

Intention  should  be  honest. 

Speak  frankly. 

Make  your  advertisement  con- 
vincing. 

Make  it  short. 

Make  it  comprehensive. 

Don't  exaggerate. 

Don't  use  senseless  words. 

Inspire  confidence. 

Leave     a     little     unsaid. 

Explain  the  merits  of  your 
property. 

Your  advertisements  should  at- 
tract attention. 

Your  advertisement  should  have 
certain  striking  features  to  hold 
the  eye,  to  create  an  interest. 

If  you  use  cuts  or  illustrations 
make  them  talk. 

In  advertising  Real  Estate,  when 
convinced   that  your  selling  story 


BROKER'S   CYCLOPEDIA 


175 


is  right,  don't  make  the  mistake  of 
trying  to  claim  everything. 

1 — Have  a  good  story. 

2— Tell  it  well. 

3— Tell  it  in  different  ways. 

4 — Persevere  in  telling  it. 

5 — Where  there's  a  reason  it 
always  pay^  to  advertise. 

Two  things  to  remember  when 
you  start  to  write  an  advertise- 
ment. 

1— To  know  how  to  begin. 

2 — To  know  where  to  stop. 

There  is  danger  in  saying  too 
much. 

There  is  danger  in  not  saying 
enough. 

Make  your  point  then  stop. 

Never  tell  it  all. 

Leave  something  for  the  Sales- 
man to  say. 

Facts  is  what  the  prospective 
btiyer  wants  to  know. 

Tell  those  facts  in  the  clearest, 
briefest  way  possible. 

If  you  don't  advertise  nobody 
will  know  that  you  are  doing 
business,  and  it  won't  be  long  before 
you'll  know  it  yourself. 

Never  say  more  in  your  adver- 
tisement than  is  SAYABLE. 

Get  an  idea. 

Make  that  idea  readable. 

Make  it  interesting. 

Then  you'll  have  a  good  adver- 
tisement. 

Don't    let    some    one    do    your , 
advertising  who  doesn't  have  the 
time  to  give  it  careful  thought. 

You   will   waste   most   of   your ' 
money  if  you  do. 

Many  Real  Estate  Brokers  place 
advertising  last  in  the  list  of  duties. 

Advertising  should  be  the  first. 

For   because   if   you    don't   get 


business,  there  will  be  no  duties  to 
perform. 

Don't  do  things  simply  because 
your  competitor  does  them. 

Do  your  own  thinking. 

Back  your  own  judgment. 

Measure  the  business  you  are 
going  after. 

A  Real  Estate  Broker  cannot 
give  diamonds  away  in  return  for 
dollar  commission  accoimts. 

A  Real  Estate  Broker  should  not 
use  buck  shot  on  a  sparrow,  nor 
bird  shot  on  a  bear. 

Millions  of  dollars  are  wasted 
by  Real  Estate  Brokers  on  the 
foolish  idea  that  they  must  do  a 
certain  amoimt  of  advertising,  sim- 
ply because  some  other  Broker 
does  the  same  thing. 

No  Real  Estate  man,  however 
conservative,  can  deny  that  he 
believes  in  publicity. 

Real  Estate  advertising  like  all 
other  advertising,  should  be  done 
with  a  reason. 

You  should  carefully  and  sys- 
tematically plan  for  every  dollar 
you  spend  in  advertising,  so  that 
the  best  possible  results  be  ob- 
tained. 

If  more  thought  were  given  by 
the  Real  Estate  Broker  to  his  ad- 
vertising, there  would  be  more 
dividends  declared  at  the  end  of 
each  year. 

Every  Real  Estate  Broker  should 
have  some  form  of  Trade  Mark  on 
all-  his  printed  matter,  and  in  all 
his  advertisements. 

It  might  be  a  peculiar  form  of 
type  for  your  name. 

It  might  be  a  Catch  Phrase. 

A  Trade  Mark  impresses. 

Use  the  pronoun  "YOU"  as 
much  as  possible. 


176 


THE   REAL   ESTATE 


Every  Real  Estate  Broker  should 
get  near  to  the  masses. 

Take  them  into  your  confidence. 

Converse  with  them  in  a  per- 
sonal way. 

Don't  make  speeches. 

Don't  sermonize. 

Familiarize  the  public  with  your 
location. 

Try  to  get  them  to  call  at  least 
once  and  see  where  and  how  you 
do  business. 

Never  exaggerate. 

Never  make  questionable  state- 
ments. 

Don't  look  for  immediate  results 
on  all  3'^our  advertising. 

Some  of  it  will  bring  quick  re- 
turns. 

Most  of  it  will  not. 

Don't  charge  all  of  one  years 
advertising  appropriation  to  one 
year's  new  business. 

If  you  do,  you  will  become  dis- 
couraged. 

Never  refer  to  a  competitor  in 
your  advertisement. 

Never  refer  to  a  competitor  in 
your  talk. 

If  you  do,  say  something  good 
about  him. 

Never  border  on  controversy. 

Avoid  political  issues. 

Avoid  religious  issues. 

Don't  arouse  prejudice. 

Be  original. 

Be  catchy. 

Be  interesting. 

Steer  clear  of  sarcasm. 

Never  violate  the  principle  of 
common  sense. 

Make  your  "ad"  talk. 

Make  your  "ad"  sell. 

Space  filling  is  not  alwa^^s  adver- 
tising. 


Literary  gems  are  poor  adver- 
tisements. 

The  time  is  coming  that  every 
Real  Estate  Broker  who  doesn't 
advertise  must  get  out  of  business. 

Your  headlines  should  be  full 
of  meaning. 

Don't  advertise  too  much. 

Don't  advertise  too  little. 

Don't  put  too  much  matter  in 
too  little  sfDace. 

Don't  put  too  little  matter  in 
too  much  space. 

Too  much  is  better  than  too 
little,  but  just  enough  is  the  best. 

It's  not  the  big  space. 

It's  how  to  fill  it. 

It's  how  to  use  it. 

Retain  every  word  necessary. 

Eliminate  every  word  unneces- 
sary. 

Don't  be  abrupt. 

Never  allow  your  name  to  ap- 
pear twice  in  a  single  advertise- 
ment. 

Don't  advertise  your  name  for 
sale. 

Interest  the  reader  in  your 
property. 

They'll  find  where  you  are  locat- 
ed. 

Change  your  "ad"  daily. 

Every  proposition  to  be  sold  by 
advertising  must  be  its  own  argu- 
ment, as  the  amount  of  money  to 
be  used  in  advertising  its  sale. 

There  is  danger  of  loss  in  spend- 
ing too  little. 

There  is  danger  of  loss  in  spend- 
ing too  much. 

The  Real  Estate  Broker  who 
advertises  daily,  year  in  and  year 
out  will  build  a  greater  reputation 
than  the  Broker  who  only  adver- 
tises occasionally. 

Make  your  "ad"  say  something. 


BROKER'S  CYCLOPEDIA 


177 


Don't  make  your  statements  so 
strong  that  the  Public  will  doubt 
your  honesty. 

Don't  make  your  statement  so 
weak  that  the  Public  will  doubt 
your  confidence. 

Say  exactly  what  you  feel  your 
proposition  will  justify. 

Say  something  new  every  day. 
Make  your    "ad"    strong   in   its 
honesty. 

Talk  quality  instead  of  cheap- 
ness. 

Make  your  space  stand  out. 
Clarify. 

Ideas  should  be  expressed  with 
force,  yet  with  grace.- 
Know  your  subject. 
You   can    tell   your   story   in    a 
thousand  different  ways,  and  tell 
it  truthfully  each  time. 
Use  different  words. 
Use  different  sentences. 
Use  different  phrases. 
Shoot  at  different  angles. 
If  you  can't  hit  your  mark  from 
one  angle,  try  another. 

You'll  finally  hit  the  Bull's  eye 
(your  commission ; . 

Let  your  first  aim  in  preparing 
an  advertisement  be  to  catch  the 
eye. 

Then  say  something  that  will 
hold  the  attention  of  the  reader, 
and  don't  forget  to  finish  up  by 
saying  something  that  will  pro- 
duce action. 

Remember  advertising  is  not 
literature. 

Advertising  is  the  literature  of 
business. 

If  bad  grammar  will  get  you 
more  buyers,  why  use  bad  gram- 
mar. 

A  good  advertisement  can't  be 
slapped  together  in  a  few  minutes. 


Real  Estate  Broker's  don't  give 
advertising  enough  thought. 

Real  Estate  Brokers  don't  give 
enough  attention  or  thought  to 
the  kind  of  copy  they  use. 

Many  Real  Estate  Brokers  write 
their  copy  while  the  advertising 
solicitor  waits. 

That's  burning  up  your  money. 
Think  what  a  good  pulling  "ad" 
means. 

Take  an  hour. 
Take  two  hours. 
Take  a  day. 

Prepare  your  "ad"  make  your 
copy  pull. 

If  that  "ad"  which  you  spent  a 
full  day  to  prepare  brings  you  one 
Buyer  you  have  been  well  paid. 

REAL    ESTATE    BROKERS 
WAKE  UP. 

Take  more  time  to  prepare  your 
advertising. 

Give  your  advertising  depart- 
ment more  thought. 

Don't  advertise  but  once  a  week. 
A  four  line   "ad"  every  day  is 
better  than   a  hundred  line   "ad" 
once  a  week. 

Never  allow  the  same  "ad"  to 
appear  twice  in  succession. 

Write  a  different  "ad"  each  day. 

If  you  are  advertising  in  three 

or  four  different  newspapers  in  the 

same  city,   write  a  different  "ad". 

for  each  paper. 

Put   personality   in   your    "ad." 
Preserve  your   individuality. 
Stick  to  the  truth. 
Avoid  uncertainties. 
Maintain  uniformity  in  appear- 
ance. 

Use  simple  words. 
Study  tasteful  display. 
Write  from  the  viewpoint  of  the 
reader. 


178 


THE  REAL  ESTATE 


Do  not  detract  from  the  ine/it 
of  others. 

Use  illustrations  when  practi- 
cable. 

Adapt  yonr  text  to  the  medium 
used. 

Make  your  newspaper  "ads" 
brief. 

Make  your  newspaper  "ads" 
newsy. 

Make  your  circulars  complete 
and  descriptive. 

Make  your  booklets  interesting. 

Put  into  your  copy  attention — 
compelling  power. 

Put  into  your  copy  desire — creat- 
ing power. 

Put  into  your  copy  sales — pro- 
ducing power. 

Put  into  your  copy  sales — build- 
ing power. 

Make  your  advertisement  a  pro- 
fit-bringer. 

Remember  local  sales  are  im- 
possible without  newspaper  adver- 
tising. 

Remember  hundreds  of  millions 
of  dollars  are  wasted  each  year  in 
advertising. 

These  millions  would  not  all  be 
wasted  if  spent  on  newspaper 
advertising. 

Newspapers  are  not  perfect. 

They  are  human. 

Use  newspapers  always. 

Newspapers  will  do  all  any  maga- 
zine can  do— oft-times  more. 

If  you  want  to  stay  in  business, 
stay  in  the  advertising  field. 

No  matter  how  much  business 
you  are  doing,  keep  up  the  energy 
(advertising)  that  made  it. 

Ygu  might  as  well  cut  off  your 
legs  because  you  are  running  well 
in  a  foot  race,  as  to  cut  off  your 


advertising  because  your  business 
is  too  good. 

The  only  man  who  doesn't  need 
to  advertise  is  the  man  who  has 
retired  from  business. 

Every  catch  phrase  shoiild  carry 
with  it  an  important  idea  of  why 
to  buy. 

A"  catch  phrase  should  not  be 
merely  an  eye-catcher. 

Every  catch  phrase  should  make 
a  Brain  impression. 

Get  the  idea  past  the  eye. 

Fix  the  idea  on  the  Brain. 

ECONOMY. 

Economy  in  advertising  is  im- 
portant. 

An  advertisement  is  economical 
only  when  it  produces  maximum 
results. 

The  test  of  advertising  is 
'SALES." 

Getting  people  to  look  at  the 
property  is  half  the  battle. 

An  advertisement  which  exag- 
gerates is  dangerous. 

Type  to  be  effective  must  sink 
into  the  brain. 

Tell  your  story  enticingly. 

6    How  to    Save    Money    in 
Buying  Advertising  Space. 

Write  your  advertisement  two 
or  three  days  before  you  want  it 
inserted  in  the  newspaper. 

For  illustration  say  you  want  to 
prepare  an  "ad"  for  next  Sunday's 
paper.      ' 

BEGIN  THURSDAY. 

Write  just  as  though  you  were 
talking. 

Write  in  accordance  to  the  many 
suggestions  contained  in  this  chap- 
ter. 

Use  simple  words  but  make 
them  talk. 


BROKER'S   CYCLOPEDIA 


179 


Read  it  over  and  over. 

Eliminate  every  word  unneces- 
sary. 

Retain  every  word  necessary. 

FRIDAY  READ  IT  AGAIN. 

Eliminate  every  word  unneces- 
sary. 

Retain  every  word  necessary. 

SATURDAY  READ  IT  AGAIN. 

Eliminate  every  word  unneces- 
sary. 

Retain  every  word  necessary. 

By  following  the  above  sug- 
gestions you  will  not  only  save 
money  in  buying  space,  but  you'll 
have  an  advertisement  that  will — 

Attract  attention. 

Arouse  an  interest. 

Create  a  desire. 

You'll  have  an  "ad"  that  will  pull. 

You  will  have  an  "ad"  that  will 
bring  you  inquiries. 

Then,  its  up  to  you  and  your 
salesman  to  close  the  deal  and 
collect  your  commission. 

Advertising  space  properly  used 
is  the  cheapest  commodity  offered 
today. 

Advertising  space  improperly 
used  is  the  dearest  commodity 
offered  today. 

There  are  no  "cut  and  dried" 
rules  for  using  advertising  space. 

Look  well  to  the  words  which 
you  use  in  filling  advertising  space. 

7    How  to  Make  Advertising 
Pay. 

Inspire  confidence  in  the  general 
buying  Public. 

Reinforce  confidence  by  fair  deal- 
ing with  your  clients  at  ail  time's. 

FIRST  STEP. 

The  first  step  in  gaining  the  con- 
fidence and  good  will  of  the  buying 
public  is  advertising. 

Use  sio:n  boards. 


on    your 


Don't   say   too    much 
sign  boards — be  brief. 

Always  leave  something  for  the 
Salesman  to  say. 

Blotter  advertising  is  poor  for 
Real  Estate. 

Calendar  advertising  is  still  poor- 
er for  Real  Estate. 

Use  the  daily  Newspaper. 

Use  the  Street  Cars,  if  your 
proposition  is  big  enough. 

Your  advertising  must  be  full  of 
pulling  power. 

The  morning  paper  is  the  best. 

The  business  man  reads  the 
morning  paper  for  facts. 

The  business  man  reads  the 
evening  paper  for  recreation. 

Display  advertising  brings  the 
best  results. 

Classified  advertising  is  good. 

Use  the  Sunday  paper  always. 

Don't  state  too  many  facts  in 
your  advertisement. 

Always  leave  an  opening  for  the 
reader  to  come  to  the  Real  Estate 
Broker's  office  and  make  "Inquiry." 

THE  INQUIRY. 

The  inquiry  is  the  first  step  to 
retain  him. 

Try  not  only  to  make  friends  but 
to  keep  friends. 

Keep  your  name  in  the  news- 
papers daily-^if  but  a  two  line 
"ad"  keep  it  there  every  day  in  the 
year. ' 

Change  your  "ad"  every  day. 

The  truth  can  be  told  in  more 
ways  than  one. 

Advertise  in  the  right  mediums 
and  you'll  be  sure  to  find  Buyers. 

Persistent  "follow-up"  is  the 
secret  of  advertising. 

Advertise  in  Country  Newspaper.'; 
if  you  wish  to  sell  your  farm 
quickly. 


180 


THE   REAL   ESTATE 


The  day  you  don't  advertise 
your  competitor  who  does  is  earn- 
ing doUars  you  should  have. 

THREE  WAYS  TO  MAKE  AD- 
VERTISING PAY. 

1 — Keep  at  it. 

2— Keep  at  it. 

3 — Keep  at  it. 

Make  your  headline  tell  the  story. 

Make  your  advertising  sell. 

If  you  have  a  good  business, 
advertise  it  and  keep  it. 

If.not,  advertise  it  and  get  it. 

One  cent  postage  never  was 
known  to  pay  in  Real  Estate  Ad- 
vertising. 

A  well-dressed  advertisement, 
like  a  well-dressed  person  com- 
mands attention  by  sheer  force  of 
appearance  alone. 

Other  things  being  equal,  the 
well-displayed  advertisement  has 
an  immense  a^dvantage  over  the 
other  sort. 

vSuccessful  advertising  requires  a 
thorough  knowledge  of  the  prop- 
erty, the  people  and  the  condition 
of  trade. 

Advertising  to  be  successful  must 
be  continuous. 

To  expect  a  single  advertisement 
to  pay,  is  as  foolish  as  to  expect 
to  grow  fat  on  the  effect  of  one 
dinner. 

Single  -insertion  advertising 
NEVER  pays. 

Select  clever  headlines. 

Select  pointed  headlines. 

Set  forth  strong  arguments. 

Set  forth  clear  arguments. 

Set  forth  satisfactory  details. 

The  closest  relationship  in  the 
world  is  the  relationship  between 
Selling  and  Advertising. 

The  great  selling  force  now  is  the 


combination    of    Advertising    and 
Selling. 

It  takes  Brains  to  create  good 
advertising  and  it  requires  nerve 
to  pull  the  trigger. 

Never  use  big  words  in  your 
advertisements. 

Convince  your  Buyer. 

Make  your  Buyer  understand 
your  proposition. 

Dress  your  advertisement  just 
as  you  would  dress  a  Salesman. 

Make  the  first  three  lines  of  your 
advertisement  so  interesting  that 
your  reader  is  anxious  to  read  the 
rest. 

Advertise  first,  then  theorize. 

Advertising  should  never  take  a 
day  off. 

Sweet  are  the  uses  of  advertising. 

No  day  without  an  advertise- 
ment. 

The  path  to  the  purse  is  publi- 
city. 

Don't  let  the  Public  guess. 

Tell  them. 

Advertise  today. 

Sell  tomorrow. 

No  man  buys  what  he  never 
heard  of. 

Trust  in  Providence. 

Trust  in  printer's  ink. 

Poor  advertisements  are  better 
than  none. 

Advertising  that  costs  nothing  is 
worth  it. 

If  you  are  ashamed  of  your 
business,  keep  it  dark. 

There  is  nothing  so  "lucky"  as 
advertising. 

•    Plant  your  advertisements  that 
sales  may  grow. 

.    The     best     advertising     is     the 
cheapest  in  the  end. 

You  know  what  is  advertised  and 
so  do  others. 


BROKER'S   CYCLOPEDIA 


181 


If  you  don't  advertise  your  busi- 
ness the  sheriff  may. 

Fishing  without  bait  is  business 
without  advertising. 

Never  put  off  till  tomorrow  the 
advertising,  of  today. 

Every  advertisement  hits  some- 
body. 

Some  advertisements  hit  every- 
body. 

You  can  speak  to  friends  but 
advertise  to  strangers. 

The  Real  Estate  Broker  \^o 
doesn't  advertise  ought  to  chum 
with  a  mummy. 

Succes.sful  advertising  is  more 
than  addition,  it  is  multiplication. 

The  greatest  advertisers  do  not 
advertise, over  and  over  simply  for 
amusement. 

The  chain  of  thought  which  you 
advertising  is  what  counts. 

Even  the  newspaper  which  has 
the  least  power  to  sell,  usually 
makes  the  loudest  shout  about  it's 
circulation. 

Good  advertising  comes  from 
hammering  away  at  the  same 
crowd. 

There  are  no  clouded  specula- 
tions about  the  power  of  advertis- 
ing. 

There  is  nothing  vague  about  the 
power  of  advertising. 

A  man  doesn't  need  to  have 
extraordinary  nerve  to  advertise. 

You  do  not  have  to  be  over- 
crowded with  optimism  to  be 
satisfied  with  the  results  of  adver- 
tising. 

If  you  have  something  to  sell, 
advertise  it  and  sell  it. 

One  huge  splash  of  publicity 
is  soon  lost  sight  of,  but  the  con- 
stant use  of  even  small  advertising 
finally    ripples    its    way    into    the 


attention  of  thousands  of  homes. 

In  and  out  advertising  catches 
some  of  the  buyers  some  of  the 
time. 

Many  times  a  single  Selling 
Phrase  has  changed  the  Buyers 
mind  from  "NO"  to  "YES." 

Too  much  advertising  is  better 
than  not  enough. 

8    Technical  Terms  in  Adver= 
tising. 

ADVERTISING— Advertising  is 
influencing  the  minds  of  the  people. 
It  is  making  others  think  as  you 
desire.  It  means  utilizing  all  those 
forces  which  produce  impressions 
and  crystalize  opinions. 

ADVERTISING  AGENCY— An 
organization  of  men  competent  to 
select  suitable  advertising  media, 
buy  space,  write  advertisements, 
create  ideas  for  illustrations,  pre- 
pare and  forward  copy  to  publisher, 
see  that  same  is  correctly  executed, 
collect  from  the  advertiser,  pay  the 
publisher  and  cooperate  vvith  the 
advertiser  in  conceiving,  developing 
and  perfecting  those  collateral 
forms  of  advertising  effort  which 
are  necessary  to  make  a  campaign 
fully  successful. 

The  advertising  agency's  ser- 
vices cost  the  advertiser  nothing 
as  they  are  paid  by  the  publisher 
in  the  commission,  or  lower  price 
which  is  secured  by  the  agency. 
(Mahin). 

AGATE— 5^  point  type.  The 
standard  for  measuring  advertis- 
ing. Fourteen  lines  set  solid  make 
ons-inch.  Note — While  it  is  true 
that  there  are  14  lines  of  agate  type 
to  the  inch,  you  will  notice  that  5^ 
point  type,  the  type  that  has  re- 
placed agate,  is  77  points  for  each 
14  lines;  14  lines  agate  are  always 


182 


T  HE  RE  AL  ESTATE 


charged  for  one  inch,  the  adver- 
tiser getting  the  advantage. 

ANTIQUE  —A  face  of  type  much 
used  in  advertising;  it  is  a  little 
heavier  than  Roman,  and  has  the 
cross-ending  stroke  slightly  promi- 
nent. 

ASCENDING  LETTERS— Let- 
ters reaching  upwards:  b,  d,  f,  h,  k, 
1.  t. 

ARTIST^ — Artists  are  engaged 
to  design  illustration  for  adver- 
tisements. They  are  usually  paid 
by  the  hour. 

AUTHOR'S  CORRECTIONS— 
The  changes  or  corrections  the 
author  makes  in  the  proofs.  When 
there  are  many  of  these  the  paper 
usually  charges  for  making  them. 

The  printer  is  responsible  only 
for  incorrect  spelling,  punctuation, 
and  typographical  errors. 

AUTHOR'S  PROOF. 

The  proof  3ent  to  the  writer. 

BAD  COPY— Manuscript  diffi- 
cult to  read.  All  copy  should  be 
written  very  carefully,  proper 
names,  technical  terms,  etc.,  es- 
pecially. 

BASTARD  TITLE— A  short, 
secondary  title,  preceding  the  gen- 
eral title  of  a  work. 

BASTARD  TYPE  -A  type  with 
its  face  larger  or  smaller  than  its 
body,  as,  a  10  point  face  on  a 
11  point  body,    or  vice-versa. 

Also  used  to  designate  a  type 
made  on  other  than  the  point 
system. 

BI-WEEKLY— A   paper  issued 
every  two  weeks. 
B.  W.— Bi-weekly.  . 

BI-MONTHLY.— Issued  every 
two  months. 

B.  M.— Bi-monthly. 


BLACK  FACE— Any  type  with 
a  full  black  face. 

BLANK  LINE— The  space  be- 
tween two  paragraphs,  the  depth 
of  a  line  of  type  in  which  the  type 
is  set. 

BODY — The  metal  which  sup- 
ports the  face  of  the  type. 

Caps  TYPE— The  type  used  for 
reading  matter  in  newspapers,  peri- 
odicals and  books. 

BOOKLET— A  small  book  or 
pamphlet  having  paper  covers. 

BOOK  PAPER— The  general 
term  given  to  paper  of  various 
sizes,  quality  and  finish  to  dis- 
tinguish it  from  commoner  grades 
used  for  newspapers. 

The  standard  size  of  a  sheet  of 
book  paper  is  25  x  38  inches. 
Half  sheets  are  19  x  25  inches. 

BOLD  FACE— A  style  of  type 
resembling  Roman,  but  having 
shaded  strokes  much  heavier.  Al- 
so called  "fall  face." 

BORDER— Plain  or  ornamental 
lines  around  any  style  of  printed 
matter. 

BRASS  RULES— Strips  of  brass, 
type  high,  printing  straight,  paral- 
lel or  waved  lines  or  borders.  A 
rule  is  often  inverted  to  print  a 
heavier  line. 

BREAK  LINE— A  short  line  at 
the  end  of  a  paragraph. 

CATALOGUE— A  book  or  book- 
let containing  descriptions  and 
prices  of  goods. 

CAPS--Capital  letters. 

CAPTION— The,  title  of  an  il- 
lustration appearing  above,  below 
or  at  the  side  of  it. 

CASE — The  drawer  that  holds 
the  type. 

CHASE— The    metal    frame    in 


BROKER'S  CYCLOPEDIA 


183 


which  the  page  or  pages  of  type 
are  locked,  ready  for  the  press. 

CATCH  LINE— A  bold  display 
line  intended  to  catch  the  eye. 

CLEAN  PROOF— A  proof  con- 
taining very  few  errors. 

CLOSE  MATTER— Type  set 
closely  together  with  few  para- 
graphs, and  with  neither  break 
lines  nor  leads. 

COLUMN  WIDTH— The  ordi- 
nary newspaper  column  is  two  and 
one-sixth  inches  wide,  the  magazine 
column  two  and  five-eigths  inches. 

Columns  may  be  of  any  width 
the  publisher  fancies,  but  the  ones 
given  are  standard. 

COMPOSING  STICK— The  me- 
chanical contrivance  in  which  type 
is  set. 

COMPOSITION— The  setting  of 
type  into  words  and  sentences,  and 
arranging  them  into  lines. 

COPY — The  printer's  term  for 
all  manuscripts. 

CUT-IN-LETTER— The  initial 
letter  larger  than  the  body  type, 
sometimes  plain,  sometimes  fancy, 
used  at  the  beginning  of  an  article 
or  chapter. 

CUT — The  printer's  term  for  all 
engravings. 

D— Daily. 

DASH— A  line,  plain  or  orna- 
mental, between  type  lines. 

DEAD  MATTER— Type  matter 
that  is  not  to  be  used. 

DEvSCENDING  LETTERS— 
Those  that  run  downwards,  as  g, 

j.p.  q.y- 

DISPLAY— Words  set  in  larger 
type,  than,  or  separate  from,  the 
surrounding  matter  by  spaces  or 
I  ules. 

DISTRIBUTION  —  Replacing 


type  that  has  been  set  up  into  its 
proper  place  in  the  case. 

DOUBLE  COLUMN— Matter  set 
across,  or  in  the  space  of  two  col- 
ums. 

DOUBLE  LEADED—  Type 
matter  with  two  leads  between  the 
lines. 

DUMMY— A  lay-out  of  an  ad- 
vertisement, or  job,  showing  the 
exact  size,  general  appearance  and 
make-up,  as  it  is  intended  to  be 
when  printed. 

DUODECIMO— Half  a  sheet  of 
book  paper  (19x25  inches),  folded 
into  twelve  leaves  or  twenty-four 
pages,  makes  a  book  called  duo- 
decimo. 18  mo,  18  leaves,  36 
pages;  24  mo.  24  leaves,  48  pages. 

E.  D. — Every  day. 

E.  I. — Every  Issue. 

ELECTRO— An  electrotype. 

ELECTROTYPE— A  duplicate 
of  an  engraving,  or  type  matter 
made  into  a  solid  body.  The  sur- 
face of  an  electrotpye  is  of  copper. 

EM — The  square  of  the  type 
body,  called  "em"  on  the  supposi- 
tion that  the  body  of  the  letter 
"m"  in  Roman  type  is  square. 

E.  M. — Every  month. 
■    E.  O.  D. — Every  other  day. 

E.  O.   I. — Every  other  issue. 

E.  O.  M. — Every  other  month. 

E.  O.  W. — Every  other  week. 

EVEN  PAGE— The  even  num- 
bered pages  of  a  book,  such  as  2, 
4,  6,  8,  10,  12,  etc. 

FANCY  LETTERS— Type  faces 
that'  are  not  plain  and  simple  in 
style. 

FORM  LETTERS— These  are 
really  circulars,  used  by  adver- 
tisers to  answer  the  purpose  of 
letters  used  most  frequently  in  a 
"follow-up"  system. 


184 


THE   REAL   ESTATE 


FOREIGN  ADVERTISING— 
An  advertisement  from  a  city  other 
than  the  one  in  which  the  paper  is 
published. 

Usually  applied  to  all  mail  order 
and  general  advertising. 

FLAT  RATE— A  set  price  per 
inch  or  line  for  each  insertion,  no 
matter  how  many  times  it  appears 
or  how  much  space  is  used. 

FOLIO— Half  sheet  of  book 
paper  (19x25  inches)  folded  into 
two  leaves  or  four  pages,  makes  a 
book  called  Folio.  Also  applied 
to  running  number  of  pages  in  a 
book. 

FOLLOW  COPY— When  "fol- 
low copy"  is  written  on  the  copy 
it  means  that  the  typographical 
style  of  the  copy  must  be  followed 
closely. 

FOOT-NOTE— Printed  matter 
at  the  bottom  of  the  page,  usually 
set  in  small  type,  preceded  by  a 
reference  mark,  corresponding  with 
a  similar  mark  in  the  text. 

FORM — A  page  or  number  of 
pages  locked  in  the  chase,  ready 
for  the  press. 

FOUL  PROOF— A  proof  con- 
taining many  errors. 

FULL  POSITION— A  position 
at  top  of  column,  or  next,  after 
reading  matter  in  a  broken  column. 

F.  F.— Full  face  (see  Bold  Face) . 

GALLEY  PROOF— The  first 
proof,  before  the  matter  is  paged 
or  arranged. 

GET  IN — Set  words  close  to- 
gether. 

GOTHIC— A  perfectly  cleaa-cut 
type  face,  without  points,  or  shad- 
ing, and  with  all  the  lines  of  the 
same  thickness. 

It  may  be  heavy  or  light-faced. 
There  are  many  styles  of  Gothic, 


as  Gothic  Extended,  Gothic  Con- 
densed, Lining  Gothic,  etc.  Go- 
thic is  a  face  much  used  in  setting 
advertisement.'. 

GUARDS— Slugs  type-high, 
used  to  protect  the  edges  of  the 
type  in  stereotyping  and  electro- 
typing. 

HEADING— The  headline  of  an 
advertisement. 

HANGING  INDENTION— The 
first  line  of  the  paragraph  begin- 
ning flush  with  the  column  rule, 
and  the  foUowiag  lines  set  two 
"ems"  or  more  to  the  right,,  allow- 
ing a  white  space,  or  indention, 
on  the  left. 

HALF  SHEET— A  half  sheet  of 
"news"  paper  is  usually  the  size  of 
one  page  of  a  newspaper. 

HALF-TONE— An  engraving 
made  by  photographing  a  photo- 
graphic print  or  wash  drawing, 
through  a  fine  screen  upon  a  copper 
plate  which  is  afterwards  treated 
to  an  acid  bath,  which  eats  away 
the  surface  of  the  plate  unneces- 
sary to  reproduce  the  picture. 

HALF-TITLE— The  title  of  a 
book  or  pamphlet,  placed  at  the 
upper  portion  of  first  page. 

INSERT— Pages  bound  in  with 
the  regular  pages  of  a  book,  cata- 
logue or  magazine. 

IMPOSING— Arranging  the 
composed  type  for  the  form. 

INDP:NTI0N— The  space  to  the 
left  of  a  line  at  the  beginning  of  a 
paragraph.  All  the  white  space 
around  an  advertisement,  between 
the  border  and  solid  "type  matter. 

IMPRINT— The  publisher's  or 
printer's  name  and  address  on  a 
job  or  printing  or  book. 


BROKER'S   CYCLOPEDIA 


185 


CHAPTER  IV. 

Salesmanship  Suggestions. 


1 — What  is  Salesmanship? 
2— The  Philosophy  of  Selling  (How  to 
Sell?) 


1.    What  is  Salesmanship. 

Salesmanship  is  a  bigger  word 
than  advertising. 

Salesmanship  is  essentially  an 
appeal  to  the  mind  of  a  prospec- 
tive buyer. 

The  first  step  in  salesmanship  is 
confidence. 

Salesmanship  is  the  oldest  pro- 
fession in  existence. 

Stick  to  the  facts. 

Before  driving  a  nail  get  your 
eye  on  the  nail. 

You  can't  make  a  customer 
understand  your  proposition  unless 
you  know  something  about  it 
yourself.     ~ 

Never  try  to  tell  a  customer 
something  you  don't  know  yourself. 

Always  study  your  prospect  be- 
fore you  call  on  him. 

Find  out  what  kind  of  a  man 
your  prospect  is  before  you  put 
your  proposition  up  to  him. 

Success  in  salesmanship  is  the 
product  of  being  fore-warned,  free- 
knowledge  and  preparation. 

UNLIMITED. 

The  field  for  good  Real  Estate 
Salesmanship  is  tremendous  and 
unlimited. 

Salesmanship  and  advertising 
have  practically  the  same  object. 


2 — Qualifications  of  a  Salesman. 
4 — How   to  become  a  successful  Real 
Estate  Salesman. 


Salesmanship  embraces  the  whole 
of  advertising. 

The  object  of  salesmanship  is  to 
sell. 

It  is  good  salesmanship  for  a 
salesman  to  dress  neatly. 

It  is  good  salesmanship  for  a 
salesman  to  have  patience. 

Salesmanship  implies  personal 
contact. 

Success  in  salesmanship  calls  for 
a  constant  struggle  upward. 

There  is  no  top  to  salesmanship. 

KNOWLEDGE  OF  vSALES- 
MANvSHIP. 

TWO  KINDS: 

L — Knowledge  acquired  from 
books  and  schools. 

2. — Knowledge  acquired  from 
actual  experience  and  observation. 

The  knowledge  of  salesmanship 
acquired  from  books  and  schools 
is  necessary,  but  only  when  sup- 
plemented by  actual  experience. 

Such  knowledge  can  be  intel- 
ligently utilized. 

In  any  event  a  salesman  cannot 
study  too  much  or  analyze  too 
thoroughly. 

Inspiring  confidence  is  vital  in 
Salesmanship. 

Every  sentence  the  Salesman 
utters  should  ring  true. 

The  business  of  the  world  is  built 
on  Salesmanship. 


186 


THE   REAL   ESTATE 


Every  Salesman  is  a  Business 
Builder. 

Salesmanship  requires  tireless  ef- 
fort. 

Salesmanship  requires  acquired 
skill. 

Salesmanship  requires  intellec- 
tual strength. 

Salesmanship  consists  of  what 
you  are. 

Salesmanship  consists  of  what 
you  do. 

Salesmanship  consists  of  how 
well  you  do  it. 

The  science  of  Salesmanship 
involves  the  exercise  of  the  positive 
qualities  of  the  body,  mind  and 
soul. 

Successful  Salesmanship  is  the 
product  of  positive  qualities. 

Salesmanship  is  a  professsion. 

Salesmanship  is  also  a  game. 

Salesmanship  is  making  the  mind 
of  others  agree  with  your  mind. 

A  sale  always  takes  place  in  the 
mind  first. 

The  same  broad  principle  in 
Salesmanship  applies  in  selling  a 
roll  of  barb  wire,  as  in  selling  a 
piece  of  Real  Estate. 

The  permanent  results  of  Sales- 
manship depend  upon  the  satis- 
faction of  the  customer. 

The  greatest  faculty  in  Sales- 
manship is  the  power  to  persuade 
others. 

The  welding  flux  in  Salesman- 
ship is  the  satisfaction  handed  out 
by  the  Salesman. 

Sell  satisfaction. 

The  Salesman  who  sell  satis- 
faction is  a  Business  Builder. 

CONCENTRATION. 

The  ability  to  concentrate  energy 
is  the  prerogative  of  higher  intelli- 
gence. 


The  lower  the  intelligence  the 
less    ability    to  concentrate. 

Scattered  effort  will  not  pro- 
duce results  like  well  directed  con- 
trolled energy. 

Don't  choose  the  line  of  least 
resistance, 

Get  on  the  hard  line  of  direct 
concentrated  effort. 

The  skilled  Salesman  concen- 
trates his  efforts  backed  by  knowl- 
edge. 

The  skilled  Salesman  is  like  a 
skilled  boxer — does  not  strike  tmtil 
he  sees  an  opening. 

Effort  backed  by  ignorance  is 
disorderly,  scattered,  hits  at  ran- 
dom and  achieves  nothing. 

Effort  backed  by  knowledge  is 
concentrated  and  applied  at  the 
point  and  in  the  manner  that 
gives  maximum  results  with  the 
minimum  expenditure  of  energy. 

Loss  of  energy  means  loss  of 
profit. 

2.    The  Philosophy  of  Selling 
(How  to  Sell). 

There  are  no  precise  rules. 

Many  things  are  learned  by  ex- 
perience. 

The  principle  underlying  all 
selling  is  the  same. 

The  art  of  selling  is  the  art  of 
interesting. 

Selling  requires  the  proper  entry, 
lead,  approach  or  introduction. 

Selling  requires  the  proper  proof 
of  facts. 

Selling  requires  convincing  clos- 
ing points. 

In  selling  it  is  absolutely  es- 
sential to  be  genuine. 

Selling  requires  self-respect. 

Success  in  selling  means  that  the 


BROKER'S   CYCLOPEDIA 


1S7 


buyer  must  be  satisfied,   not  the 
property  sold. 

Selling 'requires  fairness. 
Selling  controls  production  and 
distribution. 

Selling  is  the  body  of  business. 

Drive    your    points    home    with 
faith. 

Clinch  your  arguments  with  faith . 

Don't  allow  your  faith  to  weaken. 

Successful  selling  depends  upon 
the  Salesman's  ability  to  lead. 

Leaders  are  finders. 

Successful   selling   is   the   power 
to  persuade. 

Persuade  your  prospect  to  Buy 
that  the  seller  may  make  a  profit. 

It's  not  Selling  to  Sell  at  a  loss. 

It's  not  Selling  to  trade  Dollars. 

Confidence  created  in  the  mind 
of  the  buyer  makes  Selling  easy. 

THERE  ARE    THREE    PRO- 
GRESSIVE STEPS  IN  SELLING: 

1 — Getting  the  proper  hearing. 

2 — Creating  a  real  desire. 

3 — Inspiring  action  and  closing 
the  sale. 

Get  your  Prospects  name. 

Address  him  pleasantly  by  name. 

Look  him  square  in  the  eye. 

Don't  stare. 

There  is  power  in  the  human  eye. 

Don't  cringe  or  be  over-humble. 

Be  respectful. 

Be  self-respecting. 

Be  patient. 

Be  persevering. 

Be  considerate. 
.  Study  cheerfulness. 

Desire  must  precede  demand. 

Desire  is  not  spontaneous. 

You  must  create  desire. 

It's  your  business  to  arouse  an 
interest. 

It's  vour  business  to  be  earnest. 


Don't  hurry. 

Keep  cool. 

Be  concise. 

Don't  be  afraid  to  talk. 

Talk  to  the  point. 

Be  exceedingly  respectful. 

Be  polite. 

Don't  weary  your  prospect. 

Don't  talk  price  too  much. 

Keep  your  temper  invariably. 

Be  frank  and  courteous. 

Keep  your  own  counsel. 

Competition  in  the  Real  Estate 
Business  is  war,  and  advertising  is 
the  ammunition. 

When  you  and  your  customer 
get  down  to  a  point  of  taking  op- 
posite sides  the  sale  is  gone. 

Attention  properly  sustained 
changes  into  interest. 

Show  your  prospect  how  it  will 
pay  him  to  buy. 

The  sale  always  takes  place  in 
the  mind  of  the  buyer  before  he 
says  "YES"  to  the  Salesm.an. 

The  first  point  to  be  gained  in 
approaching  your  prospect  is  to 
look  like  a  gentleman. 

Act  like  a  man. 

And. 

Make  your  prospect  listen  to  you. 

Second : 

Disarm  his  mind,  at  the  start  of 
the  impression  that  you  are  tryi  ng 
to  force  him  into  buying  something 
he  doesn't  want. 

Third: 

Insist  that  it  is  a  matter  of  such 
importance  that  he  positively 
ought  to  investigate  and  judge  for 
himself. 

Show  your  prospect  how  he  can 
save  money  and  you'll  sell  him 
sure. 

Get  the  wife  interested  as  quick- 


188 


THE   REAL   ESTATE 


ly  as  you  can  when  selling  Real 
Estate,  if  for  a  home. 

Please  the  wife  and  you  usually 
please  the  husband  and  the  sale 
is  closed. 

Many  a  vSalesman  loses  the  sale 
before  he  has  spoken  the  first 
dozen  words  to  his  prospective 
customer. 

First,  last  and  foremost  be  gen- 
uine. 

^Timidity 'shows  that  you  don't 
understand  your  business  as  a 
Real  Estate  Salesman. 

UNTRAINED. 

Untrained  Salesmen  are  always 
timid. 

Fear  is  written  all  over  the  face 
of  an  untrained  salesman. 

Fear  comes  from  being  ignorant 
of  what  you  are  trying  so  sell. 

Lack  of  experience  in  selling 
creates  fear. 

A  satisfied  customer  is  the  best 
advertisement  on  earth. 

The  successful  Salesman  never 
asks  favors  from  his  prospect. 

The  successful  down-to-the-min- 
ute  Salesman  never  has  anything 
to  apologize  for. 

When  approaching  your  pro- 
spect for  the  first  time  hold  your 
head  straight  above  your  shoulders. 

Never  carry  your  head  to  the 
right  or  to  the  left. 

A  strong  Salesman  never  tilts 
his  head. 

The  smile  that  won't  come  off 
is  very  essential  in  selling  Real 
Estate. 

SMILE! 

Practice  the  smile  on  your  fami- 

Practice  the  smile  on  your 
friends. 


Practice  the  smile  on  your  mir- 
ror. 

Practice   the  smile  everywhere. 

Learn  to  live  that  smile. 

Learn  to  be  known  by  the 
"smale  that  won't  come  olT." 

Learn  to  be  a  bearer  of  sunshine. 

Many  Real  Estate  Sales  have 
been  closed  where  the  Salesman 
went  in  with  the  words,  "Good 
morning!  I  just  came  in  to  bring 
you  a  little  sunshine." 

That  smile  will  make  you  friends. 

That  smile  will  get  you  cus- 
tomers. 

That  smile  will  sell  Real  Estate. 

After  you  have  learned  to  smile 
the  next  thing  is  to  learn  how  to 
say  "Good  morning!" 

After  having  mastered  "Good 
mornfng"  then  learn  to'  say,  "I'm 
glad  to  see  you." 

Call  your  prospect  by  name 
always. 

Say,  "I'm  glad  to  see  you,"  with 
all  the  snap  in  your  nature. 

Make  the  word  "Glad"  sound 
like  sweet  music. 

And  mean  it. 

Mean  it  to  your  heart's  core. 

A  Real  Estate  Salesman  who  is 
often  tempted  to  tell  his  prospect 
to  go  to  the  Devil,  will  never  bea 
successful  Real  Estate,  Salesman  or 
any  other  kind  of  a  Business  man. 

Don't  lose  your  nerve. 

Untrained  vSalesmen  lose  their 
temper. 

Unexperienced  Salesmen  lose 
their  nerve. 

Keep  your  eye  peeled,  and  your 
ears  wide  open. 

Always  stand,  if  possible,  when 
trying  to  make  a  sale. 

Remember  every  person  is  to  be 
approached  in  a  different  way. 


BROKER'S   CYCLOPEDIA 


189 


Knowledge  of  human  nature  is 
just  as  essential  as  knowledge  of 
your  business. 

Look  your  prospect  straight  in 
the  eye  when  you  are  talking  to 
him. 

Observe  your  prospect  every 
minute. 

Human  nature  is  a  book,  learn 
to  read  it. 

Never  try  to  cross  the  finish  line 
until  you  have  made  the  start. 

There  is  only  one  way  to  do 
anything,  keep  at  it  until  it  is 
finished. 

To  arouse  a  prospect  get  over  on 
his  side  of  the  fence  as  soon  as  you 
can. 

Be  prudent  when  good  chances 
come  your  way. 

Anger  is  worse  than  poison. 

We  are  all  judged  by  our  worst 
work. 

Booze  butts  in  where  angels  fear 
to  tread. 

Hell  is  not  as  pleasant  as  the  road 
to  it. 

You  always  get  nothing  for 
nothing. 

■  Think  of  others  as  if  you  were 
the  others. 

Waste  no  time  in  saying  what 
you  don't  know. 

Be  bigger  than  your  troubles. 

Ahyayg  do  the  thing  you  are 
afraid  to  do. 

All  Salesmen  should  work  on  a 
commission  basis  rather  than  on 
salaries. 

Never  let  yourself  be  drawn 
into  argument. 

Avoid  religion  and  politics. 

Its  your  business  to  sell,  not 
convert. 


3.     Qualifications  of  a  Sales= 
man. 

A  GOOD  SALESMAN. 

A  good  salesman  is  business-like 
in  his  utterances. 

Is  devoid  of  frills. 

Is  devoid  of  foibles. 

Is  devoid  of  fakerism. 

A  good  salesman  gives  his  cus- 
tomer the  impression  that  he 
knows  what  he  is  talking  about.  ^ 

Every  good  salesman  uses  four 
(4)  weapons:         , 

1— Truth. 

2 — Character. 
.    3 — Magnetism. 

4 — Knowledge. 

The  good  salesman  talks  directly 
to  the  point. 

The  good  salesman  will  waste 
no  time  in  non-essentials. 

A  good  salesman  never  says  too 
little. 

Never  says  too  much. 

Never  stops  over. 

A  good  salesman  is  always  inter- 
esting and  business-like  in  his 
remarks. 

Is  natural  in  his  utterances. 

Is  not  spontaneous  in  his  utter- 
ances. 

A  good  salesman  studies  his 
prospects  and  their  activities. 

A  good  salesman  always  has  at 
}  his  command  a  diversified  fund  of 
general  information. 

A  good  salesman  wears  neat 
clothes. 

A  good  salesman  never  dresses 
loud  or  in  a  careless  manner. 

A  good  salesman  is  always  able 
to  view  things  in  more  ways  than 
one. 

A  good  salesman  is  quick. 

Is  firm. 


190 


THE   REAL   ESTATE 


Is  ready. 

Is  good  tempered. 

Is  never  easily  offended. 

A  good  salesman  never  excites 
jealousy. 

A  good  salesman  never  provokes 
rivalry. 

A  good  salesman  is  a  keen 
observer. 

A  good  salesman  is  constantly 
on  the  alert. 

Is  a  diligent  student  of  human 
nature. 

A  good  salesman  has  power  of 
imagination. 

A  good  salesman  will  not  wear 
soiled  linen. 

Will  not  wear  a  dusty  hat. 

Will  not  wear  a  shabby  hat. 

Will  not  wear  loud  shoes. 

Will  not  wear  unpolished  shoes. 

Will  not  wear  shoes  run  down 
at  the  heel. 

Will  not  wear  ill-fitting  clothes. 

A  good  salesman  knows  that  a 
wrong  word  will  destroy  an  im- 
pression. 

A  good  salesman  thinks. 

A  good  salesman  makes  other 
people  think. 

A  good  salesman  can  take  pos- 
session of  the  other  fellow's  mind 
and  discover  the  real  objection 
which  blocks  the  sale. 

A  good  salesman  uses  words  to 
adjust  the  objection. 

A  good  salesman  understands 
his  work. 

Mere  smartness  don't  make  a 
good  salesman. 

Shrewdness  don't  make  a  good 
salesman. 

Mere  superior  trickery  don't 
make  a  good  salesman. 

Mere  flattery  don't  make  a  good 
salesman. 


Mere  cajolery  don't  make  a  good- 
salesman. 

Mere  gift  of  gab  don't  make  a 
good  salesman. 

•    Mereundue  influence  don't  make 
a  good  salesman. 

Mere  "putting  it  over"  don't 
make  a  good  salesman. 

Neither  can  you  combine  any 
two  of  them  and  make  a  good 
salesman. 

Pleasing  personality  is  one  of  the 
ingredients. 

Knowledge  of  human  nature 
another. 

Knowledge  of  what  you  are 
selling  another. 

Common  business  sense  still  an- 
other. 

Keep  your  eye  on  the  finish. 

What  is  Enthusiasm? 

j  ENTHUSIASM  IS  THE  STEAM 
I  THAT  MAKES  THE  POT  BOIL 
:  OVER. 

A    VALUABLE    ASSET    FOR 
EVERY  SALESMAN. 
'       Every  salesman  should  cultivate 
enthusiasm. 

Enthusiasm    helps     your     asso- 
i   ciates. 
i        Enthusiasm  helps  yourself. 

Enthusiasm  encourages  you  to 
think. 

Enthusiasm  makes  you  a  firm 
believer  in  the  property  you  are 
selling. 

Enthusiasm  is  the  greatest  in- 
vention of  the  world. 

Enthusiasm  keeps  you  living  in 
amounts  of  five  figures,  while  your 
income  is  in  the  four  (4)  figure 
column. 

The  cultivation  of  enthusiasm 
should  go  with  the  cultivation  of 
good  judgment. 


BROKER'S  CYCLOPEDIA 


191 


Judgment  and  enthusiasm  are 
success  twins. 

Judgment  and  enthusiasm  will 
make  your  life's  hill  climb  easy. 

Enthusiasm  makes  a  salesman 
all  interest  in  his  work. 

Enthusiasm  forbids  half-hearted 
devotion  to  your  work. 

Enthusiasm  compels  you  to  de- 
vote all  your  energy  to  accomplish 
the  thing  you  set  out  to  do. 

Enthusiasm  creates  "the  smile 
that  won't  come  off." 

Tact  is  one  of  the  most  import- 
ant qualifications  of  a  salesman. 

Enthusiasm  is  contagious.  See 
if  you  can't  catch  it. 

Enthusiasm  is  manufactured  or 
made  up  from : 

Faith. 

Courage. 

Hopefulness. 

Earnestness. 

Devotion. 

Fervor. 

Intensity. 

Vehemence. 

Ardor. 

Eagerness. 

Ecstacy. 

Excitement. 

Frenz3^ 

Inspiration. 

Passion. 

Rapture. 

Warmth. 

Zeal. 

Boil  daily,  mix  equally,  use 
hourly  and  you'll  have  enthusiasm 
that  will  sell  anything. 

THE  BEST  SALESMAN. 

The  best  Salesman  is  the  Sales- 
man who  can  tell  the  most  truth. 

The  best  Salesman  don't  try  to 
tell  everything  in  a  single  sentence. 

The   best   Salesman   knows   it's 


very  dangerous  to  make  sentence^ 
too  long. 

The  Past-master  is  the  Salesman 
who  makes  good  his  promises. 

The  best  Salesman  stops  talking 
when  all  is  said. 

The  best  Salesman  tells  it  as 
it  is,  not  as  it  will  sound  best. 

The  best  Salesman  is  always 
industrious. 

The  best  Salesman  is  always 
busy. 

The  best  Salesman  never  lingers 
to  talk  it  over  after  the  sale  is 
closed. 

The  best  Salesman  wears  a  suit 
of  grit  and  perseverance. 

The  best  Salesman  is  the  best 
posted. 

The  best  Salesman  wins. 

4.    How  to  BecomeaSuccess= 
ful  Real  Estate  Salesman. 

A  successful  Real  Estate  Sales- 
man will  never  dress  in  a  loud 
manner. 

A  successful  Real  Estate  Sales- 
man must  be  honest  to  the  core. 

A  successful  Real  Estate  Sales- 
man never  exaggerates. 

Never  drops  his  nerve. 

A  successful  Real  Estate  Sales- 
man keeps  still. 

A  successful  Real  Estate  Sales- 
man is  cordial. 

Is  never  familiar. 

A  successful  Real  Estate  Sales- 
man gets  close  to  his  prospects 
heart  without  touching  them  physi- 
cally, either  on  the  shoulder  or 
any  other  part  of  the  body. 

The  successful  Real  Estate  Sales- 
man is  always  dignified  and  earnest. 

The  successful  Real  Estate  Sales- 
man never  tries  to  make  a  sale 
through  "Pull." 


X 


192 


THE   REAL   ESTATE 


The  successful  Real  Estate  Sales- 
man never  tries  to  make  a  sale  to 
his  prospect  because  he  is  a  second 
cousin  of  the  second  vice-president 
of  his  firm. 

The  successful  Real  Estate  Sales- 
man stands  squarely  on  his  own 
feet  and  talks  straight  from  the 
shoulder. 

The  successful  Real  Estate  Sales- 
man always  tries  to  figure  out  to 
his  prospect,  how  he  can  save  the 
buyer  money. 

The  successful  Real  Estate  Sales- 
man calls  his  prospect  by  name 
pronouncing  it  correctly  upon  the 
first  interview. 

The  successful  Real  Estate  Sales- 
man makes  a  skillful  approach. 

The  successful  Real  Estate  Sales- 
man wins  from  his  prospect,  due 
confidence. 

The  successful  Real  Estate  Sales- 
man wins  confidence  from  his 
prospect  in  what  he  has  to  sell. 

The  successful  Real  Estate  Sales- 
man demonstrates  with  tact. 

The  successfiil  Real  Estate  Sales- 
man creates  a  desire. 

The  successful  Real  Estate  Sales- 
man compels  action. 

The  successful  Real  Estate  Sales- 
man closes  at  the  right  moment. 

The  successful  Real  Estate  Sales- 
man shows  the  prospect  he  cannot 
lose  and  proves  it. 

Shows  his  prospect  that  he  takes 
no  chance. 

The  successful  Real  Estate  Sales- 
man proves  it  to  him. 

The  successful  Real  Estate  Sales- 
man talks  to  his  customer  about 
his  afTairs. 

The  successful  Real  Estate  Sales- 
man gets  the  pronoun  "YOU"  into 
his  talk  as  quickly  as  possible. 


The  successful  Real  Estate  vSales- 
man  never  takes  a  defensive  atti- 
tude. 

Never  asks  or  expects  a  prospect 
to  understand  in  30  minutes,  what 
has  taken  him  months  to  learn. 

Never  talks  as  if  he  were  to  prove 
to  his  prospect  that  he  wasn't  a 
liar. 

The  successful  Real  Estate  Sales- 
man when  he  says  a  thing,  he 
states  it  as  an  undeniable  fact. 

The  successful  Real  Estate  Sales- 
man learns  to  size  his  prospect. 

Learns  his  prospect's  peculiari- 
ties. 

Learns  his  prospect's  mood. 

The  successful  Real  Estate  vSales- 
man  banks  on  facts  to  fetch  his 
man. 

The  successfal  Real  Estate  Sales- 
man makes  them  clear  as  glass. 

Makes  them  few. 

Makes  them  strong. 

The  successful  Real  Estate  Sales- 
man never  tries  to  drive  his  pros- 
pect. 

The  successful  Real  Estate  Sales- 
man always  tries  to  lead  his  pros- 
pect. 

The  successful  Real  Estate  Sales- 
man looks  into  the  eyes  of  his 
prospect,   steadily  and  frequently. 

The  successful  Real  Estate  Sales- 
man bewares  of  the  prospect  who 
smiles  and  nods  and  never  buys. 

The  successful  Real  Estate  Sales- 
man treats  every  office  caller  as  a 
prospect. 

The  successful  Real  Estate  Sales- 
man casts  aside  all  attempts  at 
being  a  clever  talker. 

The  successful  Real  Estate  vSales 
man  is  always  natural. 
Is  always  sincere. 


BROKER'S   CYCLOPEDIA 


193 


The  successhil  Real  Estate  Sales- 
man gets  admissions  from  his 
prospect  in  the  preliminary  skirm- 
ish. 

The  successful  Real  Estate  Sales- 
man knows  when  to  close. 

The  successful  Real  Estate  Sales- 
man learns  when  the  proper  times 
comes  to  close  the  deal. 

A  successful  Real  Estate  Sales- 
man never  talks  to  a  prospect  v/ho 
is  not  listening  attentively. 

Never  pounds  the  desk  or  shakes 
his  finger  at  his  prospect. 

Never  hollers  at  his  prospect  as 
if  it  would  take  the  place  of  com- 
mon sense. 

Never  talks  excitedly  under  the 
nose  of  his  prospect. 

Never  compels  a  prospect  to  do 
loud  or  fast  talking. 

A  successful  Real  Estate  Sales- 
man makes  his  prospect  believe 
that  he  has  something  to  say  and 
is  going  to  say  it  quickly. 

A  successful  Real  Estate  Sales- 
man never  antagonizes  his  pros- 
pect. 

Never  interrupts  his  prospect 
when  he  is  talking. 

A  successful  Real  Estate  Sales- 
man makes  his  prospect  feel  that 
he  is  honest  with  him  from  start 
to  finish. 

Makes  his  prospect  feel  that  he 
has  come  to  talk  business. 

Makes  his  prospect  feel  that  he 
is  a  gentleman  in  every  .sense  of 
the  word. 

The  successful  Real  Estate  Sales- 
man never  makes  a  long  preamble. 
The  successful  Real  Estate  Sales- 
man when  asked  a  direct  question 
answers  it  directly. 

The  successful  Real  Estate  Sales- 


man makes  his  appointments  defin- 
ite. 

The  successful  Real  Estate  Sales- 
man believes  in  Progress. 

The  successful  Real  Estate  Sales- 
man is  not  a  slave  to  precedent. 
Is  not  a  slave  to  prejudice. 
Is  patient. 
Is  prompt. 

The  successful  Real  Estate  Sales- 
man says  today. 

The  successful  Real  Estate  Sales- 
man never  neglects  his  business. 

Never  waits  for  things  to  come 
his  way. 

The  successful  Real  Estate  Sales- 
man takes  hold  of  things  and  turns 
them  the  way  they  ought  to  be. 

The  successful  Real  Estate  Sales- 
man never  wonders  what  is  going 
to  happen. 

The  successful  Real  Estate  Sales- 
man proceeds  to  create  those  events 
and  circumstances  favorable  to  his 
purpose. 

The  successful  Real  Estate  Sales- 
man searches  for  new  ideas. 

The  successful  Real  Estate  Sales- 
man uses  practical  methods. 

Uses  his  brains  to  influence 
brains. 

The  successful  Real  Estate  Sales- 
man draws  90  percent  of  commis- 
sion on  what  he  knows,  and  the 
remaining  10  percent  for  what  he 
does. 

The  successful  Real  Estate  Sales- 
man don'-t  do  things  in  the  same 
old  way. 

The  successful  Real  Estate  Sales- 
man is  modern. 

Is  down-to-the-minute. 
The  successful  Real  Estate  Sales- 
man  locates    the    "Nigger   in    the 
wood  pile." 


194 


THE   REAL   ESTATE 


The  successful  Real  Estate  Sales- 
man regards  his  work  seriously. 

The  successful  Real  Estate  Sales- 
man is  always  seeking  instruction. 

Is  an  educated  enthusiast. 

Is  alwa3^s  a  clean-cut  gentleman. 

The  successful  Real  Estate  Sales- 
man has  no  time  for  idle  words. 

The  successful  Real  Estate  Sales- 
man never  indulges  in  useless 
sentences. 

Never  is  guilty  of  light  remarks. 

The  successful  Real  Estate  Sales- 
man despatches  his  business  with 
courtesy. 

The  successful  Real  Estate  Sales- 
man backs  up  his  selling  talk  with 
arguments. 

The  successful  Real  Estate  Sales- 
man uses  words  which  put  new 
ideas  in  his  prospects  mind,  favor- 
able to  closing  the  sale  quickly. 

The  successful  Real  Estate  Sales- 
man draws  big  commissions. 

The  successful  Real  Estate  Sales- 
man is  shrewd. 

The  successful  Real  Estate  Sales- 
man has  a  persevering  hustle. 

The  successful  Real  Estate  Sales- 
man in  moments  of  discourage- 
ment hears  a  whisper  "never  lie 
down." 

The  successful  Real  Estate  Sales- 
man when  exhausted,  hears  a  voice 
"Don't  give  up,  I'll  pull  you  out." 

The  successful  Real  Estate  Sales- 
man depends  solely  upon  his  own 
skill  and  energy. 

The  successful  Real  Estate  Sales- 
man has  faith  in  his  own  ability  to 
sell. 

The  successful  Real  Estate  Sales- 
man never  complains  about  his 
surroundings. 

The  successful  Real  Estate  Sales- 
man has  faith  in  what  he  is  selling. 


The  successful  Real  Estate  Sales- 
man when  hunting  for  diamonds 
begins  in  his  own  back  yard. 

The  successful  Real  Estate  Sales- 
man discovers  and  applies  his  own 
powers. 

The  successful  Real  Estate  Sales- 
man stands  what  comes. 

The  successful  Real  Estate  Sales- 
man won't  give  in. 

The  successful  Real  Estate  Sales- 
man says  "NO"  to  discourage- 
ment. 

The  successful  Real  Estate  Sales- 
man never  knocks. 

The  successful  Real  Estate  Sales- 
man goes  out  and  digs  up  business. 

The  successful  Real  Estate  Sales- 
man shows  what  he  is  by  what  he 
does. 

The  successful  Real  Estate  Sales- 
man considers  his  work  a  pleasure. 

The  successful  Real  Estate  Sales- 
man considers  his  work  a  privilege. 

The  successful  Real  Estate  Sales- 
man is  a  Salesman  all  over  and 
through  and  through. 

The  successful  Real  Estate  Sales- 
man stimulates  desire. 

The  successful  Real  Estate  Sales- 
man knows  how  to  talk. 

Knows  what  to  talk  about. 

The  successful  Real  Estate  Sales- 
man always  keeps  a  stock  of  un- 
used power  in  reserve  for  closing. 

The  successful  Real  Estate  Sales- 
man believes  himself  what  he  tries 
to  make  his  prospect  believe. 

The  successful  Real  Estate  Sales- 
man fights  the  hardest  when  on  his 
back. 

The  successful  Real  Estate  Sales- 
man uses  all  the  energies  of  his 
hand. 

Uses  all  the  energies  of  his  eye. 


BROKER'S   CYCLOPEDIA 


195 


Uses  all  the  energies  of  his 
tongue. 

Uses  all  the  energies  of  his  heart. 

UvSes  all  the  energies  of  his  brain. 

The  successful  Real  Estate  Sales- 
man sticks  to  his  business,  that's 
why  it  sticks  to  him. 

The  successful  Real  Estate  Sales- 
man practices  the  rule  of  the  stick- 
to-ative-ness. 

The  successful  Real  Estate  Sales- 
man thinks  more  about  his  work 
than  he  does  about  himself. 

The  successful  Real  Estate  Sales- 
man is  not  a  self-worshipper. 

The  successful  Real  Estate  Sales- 
man has  learned  that  selling  talk 
and  foolishness  do  not  mix  well. 

The  successful  Real  Estate  Sales- 
man is  brim-full  of  knowledge  of 
what  he  is  selling. 

The  successful  Real  Estate  Sales- 
man u.ses  good  judgment. 

The  successful  Real  Estate  Sales- 
man's steam  gauge  registers  120 
degrees  enthusiasm. 

The  successful  Real  Estate  Sales- 
man keeps  posted. 

The  successful  Real  Estate  Sales- 
man loads  his  gun  with  buck  shot 
selling  talk. 

The  .successful  Real  Estate  Sales- 
man takes  careful  aim. 

The  successful  Real  Estate  Sales- 
man trains  the  sight  on  closing  the 
sale. 

The  successful  Real  Estate  Sales- 
man fires  and  hits  the  Bull's  Eye. 

The  successful  Real  Estate  Sales- 
man aims  where  he  hits. 

The  successful  Real  Estate  Sales- 
man hits  where  he  aims. 

The  successful  Real  Estate  Sales- 
man is  a  game  salesman. 


The  successful  Real  Estate  Sales- 
man is  never  afraid  of  his  competi- 
tor. 

The  successful  Real  Estate  Sales- 
man never  mixes  HIMSELF  with 
what  he  is  trying  to  sell. 

The  successful  Real  Estate  Sales- 
man forgets  self. 

The  successful  Real  Estate  Sales- 
man thinks  of  the  Real  Estate 
Business  only. 

The  successful  Real  Estate  Sales- 
man watches  his  temper. 

Watches  his  tongue. 

Watches  his  disposition. 

Watches  within. 

Watches  without. 

The  successful  Real  Estate  Sales- 
man is  vigilant. 

Is  not  easily  surprised. 

The  successful  Real  Estate  Sales- 
man never  fights  back. 

Never  kicks  back. 

Never  talks  back. 

The  successful  Real  Estate  Sales- 
man keeps  himself  under  control. 

Keeps  away  from  the  danger  line. 

The  successful  Real  Estate  Sales- 
man uses  his  head  to  make  his 
plans. 

Uses  his  head  to  carry  them  cut. 

The  successful  Real  Estate  Sales- 
man never  neglects  the  promptings 
of  his  heart. 

The  successful  Real  Estate  Sales- 
man combines  head  action  with 
heart  action. 

The  successful  Real  Estate  Sales- 
man never  insists  upon  keeping 
HIMSELF  before  his  prospect. 

The  successful  Real  Estate  Sales- 
man knows  that  the  prospect  is  not 
interested  in  him. 

Knows  too,  he  is  not  interested 
in  his  prospect. 


196 


THE  REAL  ESTATE 


The  successful  Real  Estate  Sales- 
man begins  as  soon  as  possible  by 
talking  about  his  prospects  situa- 
tion. 

The  successful  Real  Estate  Sales- 
man demonstrates  deep  interest  in 
his  client. 

The  successful  Real  Estate  Sales- 
man has  a  voice  of  cheeriness. 

Has  a  voice  of  gentleness. 

The  successful  Real  Estate  Sales- 
man cultivates  the  hand-shake  of 
sympathy. 

Cultivates  the  hand-shake  of 
whole-souled  genuineness. 

The  successful  Real  Estate  Sales- 
man never  becomes  antiquated  in 
his  selling  methods. 

The  successful  Real  Estate  Sales- 
man is  progressive. 

Is  aggressive. 

The  successful  Real  Estate  Sales- 
man marches  forward  with  the 
times. 

The  successful  Real  Estate  Sales- 
man is  a  Booster. 

Is  a  "Business-Getter." 

Is  always  composed  but  aggres- 
sive. 

Is  keen  and  dignified. 

Is  self-poised  and  genial. 

Is  a  "Wear-weller." 

Is  an  "Up-and-inner." 

The  successful  Real  Estate  Sales- 
man has  educated  enthusiasm. 

Has  unswerving  fidelity  of  pur- 
pose. 

Has  persistent  determination  to 
win. 

Has  a  thorough  knowledge  of 
what  he  is  selling. 

The  successful  Real  Estate  Sales- 
man is  a  hard  worker. 

The  successful  Real  Estate  Sales- 
man combines  work  with  brains. 

Combines  work  with  diplomacy. 


Combines  work  with  optimism. 

The  successful  Real  Estate  Sales- 
man wins  from  the  start. 

The  successful  Real  Estate  Sales- 
man keeps  everlastingly  winning. 

The  successful  Real  Estate  Sales- 
man never  becomes  impatient. 

The  successful  Real  Estate  Sales- 
man keeps  his  viens  filled  full  of 
faith. 

The  successful  Real  Estate  Sales- 
man thinks  thoughts  that  count. 

The  successful  Real  Estate  Sales- 
man thinks  them. 

The  successful  Real  Estate  Sales- 
man acts  them. 

The  successful  Real  Estate  Sales- 
man trains  himself. 

The  successful  Real  Estate  Sales- 
man keeps  himself  in  constant 
training. 

The  successful  Real  Estate  Sales- 
man declares  to  himself  "I  can." 

Declares  to  himself  "I  will." 

The  successful  Real  Estate  Sales- 
man thinks  right. 

The  successfiil  Real  Estate  Sales- 
man does  right. 

The  successful  Real  Estate  Sales- 
man has  no  fear  of  opposition. 

The  successful  Real  Estate  Sales- 
man is  watchful. 

Is  always  optimistic. 

The  successful  Real  Estate  Sales- 
man only  sees  the  winning  side. 

The  successful  Real  Estate  Sales- 
man keeps  his  brain  active. 

The  successful  Real  Estate  Sales- 
man leads  a  strenuous  life. 

The  successful  Real  Estate  Sales- 
man continually  fights  for  bigger 
and  better  results. 

The  successful  Real  Estate  Sales- 
man sets  his  goal-post  far  out  in 
the  field  of  endeavor. 


BROKER'S   CYCLOPEDIA 


197 


The  successful  Real  Estate  Sales- 
man knows  no  rest. 

The  successful  Real  Estate  Sales- 
man is  willing  to  sweat  blood  until 
he  closes  the  sale  he  starts  after. 

The  successful  Real  Estate  Sales- 
man spurns  the  habit  of  indiffer- 
ence. 

The  successful  Real  Estate  Sales- 
man avoids  the  habit  of  fault- 
finding. 

The  successful  Real  Estate  Sales- 
man never  criticises  his  superiors. 

The  successful  Real  Estate  Sales- 
man has  no  use  for  the  order  of 
'^The  Sons  of  Rest." 

The  successful  Real  Estate  Sales- 
man cultivates  confidence  in  the 
value  of  new  ideas. 

The  successful  Real  Estate  Sales- 
man never  skimps  his  work. 

The  successful  Real  Estate  Sales- 
man has  no  dull  months. 
.   The  successful  Real  Estate  Sales- 
man  believes   in   doing   his   duty 
every  day. 

The  successful  Real  Estate  Sales- 
man believes  in  doing  his  duty 
faithfully. 

The  successful  Real  Estate  Sales- 
man has  a  singleness  of  purpose. 

The  successful  Real  Estate  Sales- 
man promises  little  and  does  much. 

The  successful  Real  Estate  Sales-" 
man  believes  that  hard  work  sel- 
dom kills. 

The  successful  Real  Estate  Sales- 
man thinks  deeply. 

That  no  one  can  rise  in  his  pro- 
fession who  slights  his  work. 

The  successful  Real  Estate  Sales- 
man speaks  concisely. 

Possesses  execution. 

And 

Avoids  all  unnecessary  action. 

The  successful  Real  Estate  Brok- 


er does  his  work  not  only  well,  but 
completely. 

The  successful  Real  Estate  Brok- 
er wears  a  smile. 

And 

Never  knows  what  he  can  do 
until  he  tries. 

The  successful  Real  Estate  Brok- 
er works  hard,  plays  hard. 

And 

Knows  that  working  hard  comes 
first. 

The  successful  Real  Estate  Brok- 
er keeps  his  head  cool,  his  feet 
warm,  and  his  mind  busy. 

The  successful  Real  Estate  Brok- 
er plans  his  work  ahead,  and  then 
he  sticks  to  it  rain  or  shine. 

The  successful  Real  Estate  Brok- 
er does  his  today's  work  in  the 
morning,  and  his  tomorrow's  work 
in  the  afternoon. 

The  successful  Real  Estate  Brok- 
er pays  his  bills  promptly. 

The  successful  Real  Estate  Brok- 
er believes  that  ease  is  the  road  to 
disease. 

Real  Estate  vSalesmen  earn  more 
as  they  learn  more. 

The  best  Real  Estate  Salesman 
can  learn  from  the  good  Real 
Estate  Salesman. 

No  one  Salesman  can  know  it  all. 

No  Real  Estate  Salesman  can 
afford  to  bury  his  head  on  his  desk 
and  remain  content  with  his  own 
personal  knowledge  of  the  Real 
Estate  Business. 

Get  new  ideas. 

Get  the  ideas  of  other  Real 
Estate  Brokers. 

Get  vSUggestions  from  other  Real 
Estate  Salesmen. 

Get  information. 

Don't  be  afraid  to  ask  questions. 


198 


THE  REAL  ESTATE 


REAL  ESTATE  BROKERS 
WHO  CAN'T  WIN. 

The  high-sighted  Salesman. 

The  back-boneless  Salesman. 

The  "only"  honest  Salesman. 

The  spendthrift  Salesman. 

The  suspicious  vSalesman. 

The  conceited  Salesman. 

The  modern  Shylock  Salesjnau. 

The  narrow-guage  Salesman. 

The  unfortunate  Salesman. 

The  foolish  Salesman. 

REAL  ESTATE  BROKERS 
WHO  WIN. 

The  Salesman  who  believes  in 
the  stuff  he  is  handing  out. 

The  Salesman  who  believes  in  his 
clients. 

The  Salesman  who  believes  in 
his  ability. 

The  Salesman  who  believes  in 
l)oostinor. 


The  Salesman  who  believes  he 
gets  what  he  goes  after. 

The  salesman  who  believes  in 
doing  things  today. 

The  Salesman  who  believes  in 
faith. 

The  Salesman  who  believes  in 
courtesy. 

The  Salesman  who  believes  in 
kindness. 

The  Salesman  who  believes  in 
generosity. 

The  Salesman  who  believes  in 
good  cheer. 

The  Salesman  who  believes  in 
friendship. 

The  Salesman  who  believes  in 
honest  competition. 

The  Salesman  who  believes  there 
is  something  to  do  somewhere,  and 
he  is  always  ready  to  do  it. 


The  Way  To  Win. 

Say  'T  will!"  and  stick  to  it — 
That's  the  only  way  to  do  it. 
Don't  build  up  a  while  and  then — 
Tear  the  whole  thing  down  again. 
Fix  the  goal  you  wish  to  gain, 
Then  go  at  it  heart  and  brain. 
And,  though  clouds  shut  out  the  blue, 
Do  not  dim  your  purpose  true 

with  your  sighing. 
Stand  erect,  and  like  a  man 
Know  "they  can  who  think  they  can," 

Keep  a-trying. 


BROKER'S   CYCLOPEDIA 


199 


CHAPTER  V. 

Business   Getting  Suggestions,  Adages, 
Maxims,  Wit,  Humor,  Etc. 


Egotism  is  an  aljDhabet  of  one 
letter. 

Philosophy  avails  a  woman  noth- 
ing when  she  feels  there  is  a  mouse 
in  the  room. 

"We  let  other  people  do  our 
thinking  for  us,  and  then  we  com- 
plain of  the  results." 

"ANGER  is  the  worst  leak  in  a 
man's  self-respect." 

The  pessimist  anticipates  the 
worst,  but  the  optimist  makes  the 
best  of  it. 

The  most  difficult  ups  and  downs 
of  this  life  are  keeping  expenses 
down  and  appearances  up. 

Two  sets  of  writers  possess 
genius;  those  who  think  and  those 
who  cause  others  to  think. 

I  look  at  what  I  have  not,  and 
think  myself  unhappy;  others  look 
at  what  I  have,  and  think  me 
happy. 

Nothing  worth  having  comes  to 
us  unless  we  make  an  effort  to  get 
it. 

That  which  deceives  us  and  does 
us  harm,  also  undeceives  us  and 
does  us  good. 

A  fine  quotation  is  a  diamond 
on  the  finger  of  a  man  of  wit,  and 
a  pebble  in  the  hand  of  a  fool. 

"Some  people  take  a  rest  as  if 
they  were  taking  something  that 
didn't  belong  to  them." 

"WAIT  AWHILE"  is  a  very 
serious  menace  to  progress. 


"WAIT  AWHILE"  has  defeated 
many  a  good  intention. 

"WAIT  AWHILE"  has  caused 
innumerable  hardships. 

"WAIT  AWHILE"  works  mis- 
chief. 

Opportunity  passes  behind  the 
man  who  waits  for  it. 

The  man  who  looks  for  trouble 
is  the  man  who  finds  it. 

The  Big  Chief  in  the  lodge  is 
rarely  Big  Chief  in  business  too. 

The  man  with  a  grouch  has  a 
long,  hard  road  to  travel. 

The  man  on  the  firing  line  sees 
the  tactics  that  lead  to  victory. 

Ready  money  is  one  of  the  neces- 
sities of  personal  liberty. 

There  is  always  a  woman  at  the 
beginning  of  our  greatest  things. 

"I  would  rather  have  my  little 
piece  of  pie  every  day  I  live,  than 
wait  until  I  am  old  so  my  teeth 
won't  chew  it."  (F.  Hopkinson 
vSmith.) 

Some  men  look  for  work  and  are 
afraid  they  will  find  it. 

Some  men  are  like  dogs,  pet 
them  on  the  head  and  they  will 
put  their  feet  in  your  lap. 

Happiness  is  a  buy-product  of 
industry. 

Foresight  leads  to  fortune. 

"There's  no  such  motto  as  good 
enough." 

"Better  still,"  is  the  motto  of 
the  hustler. 


200 


THE   REAL   ESTATE 


No  bill  looks  as  big  when  you 
contract  it  as  when  you  pay  it. 

The  value  of  money  isn't  taught 
by  the  handling  of  it,  but  by  the 
earning  of  it. 

There  is  no  such  thing  as  luck. 
— Phil  Armour. 

"There  are  three  faithful  friends: 

AN  OLD  WIFE. 

AN  OLD  DOG. 

AND  READY  MONEY." 

A  man's  life  is  what  he  makes  it.    | 

"Cheerfulness  is  the  daughter  of  } 
employment.     I     have     known     a 
man  to  come  home  in  high  spirits 
from  a  funeral,  merely  because  he 
had  had  the  management  of  it." 

"No  one  ever  got  anywhere  by 
sitting  in  the  depot  and  consulting 
time  tables." 

"Half  the  world  doesn't  know 
how  the  other  half  lives,  but  it  is 
trying  its  level  best  to  find  out, 
just  the  same." 

"There  are  three  kinds  of  people 
in  the  world— the  WILLS,  the 
WONT'S  and  the  CAN'TS.  The 
first  accomplish  everything,  the 
second  oppose  everything,  the  third 
fail  in  everything." 

"When  the  dentists  of  this 
country  can  discover  a  way  to  pull 
teeth  without  making  a  man  wish 
he  had  been  born  a  hen,  life  will 
have  twice  as  much  brightness." 

NO  MAN'S  TROUBLES  ARE 
AS  GREAT  AS  HIS  SIGHS. 

Any  meal  tastes  good  to  a  six- 
teen-year-old-stomach. 

An  engaged  girl  is  kissed  a  great 
deal  more  than  a  married  woman. 

No  man  ever  became  an  anarch- 
ist until  after  he  had  been  a  loafer 
a  long  time. 

Nothing    looks    prettier    on    a 


woman  than  a  white  apron  with 
a  big  bow  at  the  back. 

But  the  dog  isn't  the  only  loafer 
who  is  loved  a  good  deal  more  than 
he  deserves. 

If  a  man  lives  to  be  30,  he  be- 
comes careful  about  risking  his 
life  on  thin  ice,  and  tries  to  eat 
himself  to  death. 

The   list   of   satisfied   customers 
doesn't  include  any  man  who  paid 
a  high  price  for  his  headache  the  '' 
night  before  he  got  it. 

The      colored      preacher      said: 
"Life,    my    brethern,    are    mostly 
made  up  of  prayin'  for  rain  an' 
den  wishin'  'twould  cl'ar  off." 
Though    confidence    is    very    fine, 

And  makes  the  future  sunny, 
I  want  no  confidence  in  mine, 

I'd  rather  have  the  money. 

The  only  man  who  never  makes 
a  mistake  is  the  man  who  never 
does  anything. — Theodore  Roose- 
velt. 

You  find  yourself  refreshed  by 
the  presence  of  cheerful  people. 
Why  not  make  earnest  effort  to  con- 
fer that  pleasure  on  others? 

"Let  the  evening's  amusement 
be  such  as  will  bear  the  morning's 
reflection." 

"It  is  a  pleasure  to  know  that 
thee  has  come  of  good  ancestry, 
but  after  all,  if  thee  does  not  live 
up  to  the  notch  thyself  it  will  do 
thee  very  little  good." 

If  heaven  doesn't  begin  in  this 
world,  we  have  no  guarantee  that 
it  will  ever  begin. 

"If  some  people  knew  that  the 
sun  had  spots  on  it,  they  would 
worry  themselves  to  death." 

A  man  of  character  is  never  con- 
tent unless  he  is  part  of  the  world 
of  action. 


BROKER'S   CYCLOPEDIA 


201 


Great  privileges  never  go  save 
in  company  with  great  responsi- 
bilities. 

"People  are  not  half  so  bad  as 
they  are  kodacked." 

A  waking  dog  barks  from  afar 
at  a  sleeping  lion. 

"He  can  not  provide  for  the 
wants  of  others  whose  own  are 
numerous  and  craving." 

"When  the  outlook  is  not  good, 
^  try  the  uplook." 

"You  are  in  the  very  center 
of  great  opportunities.  Do  not 
seek  them ;  they  are  crowding  upon 
you  constantly.  Be  always 
ready." 

"To  know  thy  bent,  and  then  pur- 
sue, 

Why,  that  is  genius,  nothing  less; 
But  he  who  knows  what  not  to  do, 

Holds  half  the  secret  of  success." 

"Keep  in  the  sunlight;  nothing 
beautiful  or  sweet  grows  or  ripens 
in  the  darkness." 

"There  are  two  sides  to  every 
qiiestion;  ours  and  the  wrong  side," 

"Everyone's  task  is  his  life  pre- 
server." 

"Taste  consists  ia  adopting  wise 
means  to  good  ends.  Whatever  is 
necessary  is  in  good  taste." 

"To  have  what  we  want  is 
riches;  but  to  be  able  to  do  without 
is  power." 

The  wheel  that  turns  gathers  no 
rust. 

When  I  did  well,  I  heard  it 
never;  when  I  did  ill,  I  heard  it 
ever. 

Good  works  will  never  save  you; 
but  you  cannot  be  saved  without 
them. 

Deeds  are  fruits,  words  are  but 
leaves. 

Better  do  it,  than  wish  it  done. 


Brave    actions    never    want    a 
trumpet. 

Don't  make  two  bites  of  a  cherry. 

The   good   you   do   is   not   lost 
though  you  forget  it. 

Learn  the  luxury  of  doing  good. 

Words  are  for  women,   actions 
for  men. 

Never  be  weary  of  well-doing. 

Better  to  wear  out  than  to  rust 
out. 

A  good  action  is  never  thrown 
away. 

The  better  the  day  the  better 
the  deed. 

A  mewing  cat  is  never  a  mouser. 

It  is  not  the  hen  that  cackles 
most  that  lays  the  most  eggs. 

Promise  little  and  do  much. 

Good    actions   carry    their   war- 
rant with  them. 

What  is  done  cannot  be  undone. 

If  you  wish  a  thing  done,  go;  if 
not,  send. 

Do  well  is  better  than  say  well. 

He  that  is  afraid  of-  doing  too 
much,  always  does  too  little. 

If  you  would  have  a  thing  well 
done,  do  it  yourself. 

What   you    do   yourself   is   well 
done. 

j^  Many  ways  to  kill  a  dog  besides 
hanging  him. 

Whipping  the  devil  around  the 
stump. 

A  blunt   wedge  will   sometimes 
do  what  a  sharp  axe  will  not. 

One  must  cut  his  coat  according 
to  his  cloth. 

Where   you   cannot   climb   over 
you  nmst  creep  under. 

Take    things    always     by     the 
smooth  handle. 

It  is  hard  to  teach  an  old  dog  new 
tricks. 

Suit  yourself  to  the  times. 


202 


THE   REAL   ESTATE 


The  right  man  in  the  right  place. 
He  that  maketh  a  fire  of  straw 
hath  much  smoke,  and  but  little 
warmth. 

It  is  no  time  to  swap  horses  when 
you  are  crossing  the  stream. 

Be  slow  of  giving  advice,  ready 
to  do  a  service. 

A  word  before  is  worth  two  after. 
Nothing  is  so  liberally  given  as 
advice. 

It  is  better  to  seek  advice  at  the  4- 
beginning  than  at  the  end. 

Man  gives  nothing  so  willingly 
as  advice. 

Advisers  are  not  givers. 
Give  neither  counsel  nor  salt  till 
you  are  a>'?ked  for  it. 

A   fool   may   give   a   wise   man 
counsel. 

Keep  your  own  counsel. 
Counsel   must   be   followed   not 
praised. 

Good  counsel  has  no  price. 
Counsel  after  action  is  like  rain 
after  harvest. 

Good  coimsel  comes  over  night. 
Happy  counsel  flows  from  sober 
feasts. 

He    that    cannot    be    counseled 
cannot  be  helped. 

It  is  easier  to  give  good  counsel 
than  to  follow  it. 

It  is  well  to  take  counsel  of  one's 
pillow. 

To  give  counsel  to  a  fool  is  like 
throwing  water  on  a  goose. 

kn  indifferent  agreement  is  bet- 
ter than  carrying  a  cause  at  law. 
It  takes  two  to  make  a  bargain. 
Hearts  may  agree,  though  heads 
differ. 

Union  is  strength. 

United  we  stand,  divided  we  fall. 

Practice  what  you  preach. 


No  wind  can  do  him  good  who 
steers  for  no  port. 

Take  the  will  for  the  deed. 
Where  there's  a  will,   there's  a 
way. 

To  him  that  wills,  ways  are  not 
wanting. 

If  the  mountain  will  not  come  to 
Mahomet,  Mahomet  must  go  to  the 
mountain. 

The  paths  of  glory  lead  but  to 
the  grave.  • 

He  has  a  bee  in  his  bonnet. 

He  who  pitches  too  high  won't 
get  through  his  song. 

AMBITION  has  no  rest. 

Ambition  is  the  last  iniirmity  of 
a  noble  mind. 

Ambition,  like  a  torrent,  never 
looks  back. 

Ambition,  thou  powerful  source 
of  good  or  ill. 

Black  ambition  stains  a  public 
cause. 

Much  kindred,  much  trouble. 

Anger  is  often  more  hurtful  than 
the  injury  that  caused  it. 

Wake  not  a  sleeping  lion. 

ANGER  is  the  fever  and  frenzy 
of  the  soul. 

He  overcomes  a  stout  enemy, 
that  overcomes  his  own  anger. 

Anger  makes  a  rich  man  hated, 
and  a  poor  man  scorned. 

Anger  begins  with  folly,  and 
ends  with  repentance. 

The  anger  of  a  good  man  is  the 
hardest  to  bear. 

RAGE  IS  A  BRIEF  INSAN- 
ITY. 

Anger  and  haste  hinder  good 
counsel. 

An  angry  man  heeds  no  counsel. 

Anger  and  love  give  bad  counsel. 

Anger  first  and  pity  afterward. 


BROKER'S  CYCLOPEDIA 


203 


What'er  is  begun  in  anger  ends 
in  shame. 

The  sun  should  never  set  on  our 
anger. 

When  angry,  count  ten;  when 
very  angry  a  hundred. 

The  more  violent  the  storm  the 
sooner  it  is  over. 

Nothing  is'  well  said,  or  done, 
in  a  passion. 

No  man  can  guess  in  cold  blood 
what  he  may  do  in  a  passion. 

When  passion  entereth  at  the 
foregate,  wisdom  goeth  out  of  the 
postern. 

The  end  of  passion  is  the  begin- 
ning of  repentance. 

The  passions  are  like  fire  and 
water;  good  servants,  but  bad 
masters. 

He  that  shows  a  passion,  tells 
his  enemy  where  he  may  hit  him. 

Govern  your  passions,  otherwise 
they  will  govern  you. 

The  wrath  of  brothers  is  the 
wrath  of  devils. 

A  man  never  appreciates  ashes 
until  he  slips  on  the  ice. 

A  BAD  VESSEL  IS  SELDOM 
BROKEN. 

We  never  know  the  worth  of 
water  till  the  well  is  dry. 

What  costs  little  is  little  es- 
teemed. 

A  single  fact  is  worth  a  shipload 
of  argument. 

That  which  proves  too  much 
proves  nothing. 

Use  soft  words  and  hard  argu- 
ments. 

Assertion  is  no  proof. 

A  mischievous  cur  must  be  tied 
short. 

If  you  can't  make  a  man  think 
as  you  do,  make  him  do  as  you 
think. 


The  more  we  have  the  more  we 
want,  and  the  more  we  want,  the 
less  we  have. 

It  is  not  want,  but  abundance, 
that  makes  avarice. 

A  miserly  father  makes  a  prodi- 
gal son. 

The  miser  and  the  pig  are  of  no 
use  till  dead. 

It  matters  less  to  a  man  where 
he  is  born,  than  where  he  can  live. 

Who  buys  has  need  of  eyes,  but 
one's  enough  to  sell  the  stuff. 

Trade  knows  neither  friends  nor 
kindred. 

Change  of  pasture  makes  fat 
calves. 

Business  neglected  is  business 
lost. 

Never  refuse  a  good  offer. 

Keep  thy  shop,  and  thy  shop 
will  keep  thee. 

THE  BEST  IS  CHEAPEST. 

Buyers  want  a  hundred  eyes, 
sellers  none. 

Drive  thy  business;  let  not  that 
drive  thee. 

Do  business,  but  be  not  a  slave 
to  it. 

He  that  cheateth  in  small  things 
is  a  fool,  but  in  great  things  is  a 
rogue. 

Good  ware  makes  a  quick  mar- 
ket. 

Who  sells  upon  credit  has  much 
custom  but  little  money. 

If  thou  wouldst  keep  money, 
save  money. 

Sell  not  thy  conscience  with  thy 
goods. 

He  is  most  cheated  who  cheats 
himself. 

He  who  disparages  wants  to 
buy. 

From  small  profits  and  many 
expenses. 


204 


THE  REAL  ESTATE 


Come  a  whole  life  of  sad  conse- 
quences. 

That  which  is  everybody's  busi- 
ness is  nobody's  business. 

A  fair  exchange  brings  no  quar- 
rel. 

A  man  without  a  smiling  face 
must  not  open  a  shop. 

A  nimble  sixpence  is  better  than 
a  slow  shilling. 

BUSINESS  BEFORE  PLEAS- 
URE. 

Business  sweetens  pleasure,  and 
labor  sweetens  rest 

The  borrower  is  a  slave  to  the 
lender,  the  debtor  to  the  creditor. 

When  one  borrows  one  cannot 
choose. 

He  that  goes  a  borrowing,  goes 
a  sorrowing. 

Neither  a  borrower  nor  a  lender 
be. 

If  you  would  know  the  value  of 
a  dollar,  try  to  borrow  one. 

Borrowing  dulls  the  edge  of 
husbandry. 

Nothing  is  certain  in  this  world 
but  death  and  taxes. 

He  that  is  surety  for  another  is 
never  sure  himself. 

Confidence  begets  confidence. 

Confidence  cannot  be  won  in  a 
day. 

They  conquer  who  believe  they 
can. 

Confidence  is  the  companion  of 
success. 

Three  removes  are  as  bad  as  a 
fire. 

A  rolling  stone  gathers  no  moss. 

It  takes  a  life  time  to  build  up  a 
good  reputation,  it  may  be  lost  in 
a  moment. 

A  good  reputation  is  a  fair  es- 
tate. 


If  a  man  would  know  what  he 
is  let  him  anger  his  neighbor. 

The  iron  will  of  one  stout  heart 
shall  make  a  thousand  quail. 

True  merit  is  like  a  river,  the 
deeper  it  is  the  less  noise  it  makes. 

Who  would  wish  to  be  valued 
must  make  himself  scarce. 

Where  there  is  much  light  the 
shade  is  deepest. 

Every  cloud  has  a  silver  lining. 

If  there  were  no  clouds  we  would 
not  enjoy  the  sun. 

Who  has  no  courage  must  have 
legs. 

Put  a  coward  to  his  mettle,  and 
he'll  fight  the  devil. 

THE  BULL  IS  ALWAYS  A 
COWARD. 

He  that  always  fears  danger 
always  feels  it. 

Fear  kills  more  than  the  physi- 
cian. 

Do  not  hang  all  on  one  nail. 

Don't  put  all  your  eggs  in  one 
basket. 

Never  venture  out  of  your  depth 
till  you  can  swim. 

Who  never  climbed,  never  fell. 

Nothing  venture,  nothing  have. 

He  that  stays  in  the  valley  shall 
never  get  over  the  hill. 

A  pitcher  that  goes  oft  to  the 
well,  is  broken  at  last. 

Try  the  ice  before  you  venl;:ie 
upon  it. 

Venture  a  small  fish  to  catch  a 
great  one. 

If  thou  canst  not  see  the  bottom 
wade  not. 

Keep  the  common  road,  you  are 
safe. 

It  is  easy  to  keep  a  castle  that 
was  never  assaulted. 

Do  not  speak  ill  of  the  dead. 

Dead  men  tell  no  tales. 


BROKER'S  CYCLOPEDIA 


205 


NEVER  SAY  DIE. 

When  the  fox  preaches,  beware 
of  your  geese. 

The  fox  does  not  go  twice  into  the 
same  trap. 

There  is  cunning  in  a  pointed 
chin. 

If  the  camel  once  gets  his  whole 
body  into  the  tent,  his  whole  body 
will  enter. 

Borrowed  garments  never  fit 
well. 

An  ass  is  but  an  ass,  though 
laden  with  gold. 

Many  men  continually  attempt 
to  make  augur-holes  with  a  gimlet. 

The  ass  is  not  learned  though  he 
be  loaded  with  books. 

Defer  not  until  tomorrow  what 
may  be  done  today. 

He  has  three  hands,  right,  left, 
and  a  little-behind  hand. 

It  is  too  late  to  cover  the  well 
when  the  child  is  drowned. 

It  is  too  late  to  lock  the  stable 
when  the  steed  is  stolen. 

No  one  can  have  all  he  desires. 

First  deserve,  and  then  desire. 

If  wishes  were  true,  farmers 
would  be  kings. 

Wishing  never  can  fill  a  sack. 

If  wishes  were  horses,  beggers 
would  ride. 

NECESSITY  IS  A  GOOD 
TEACHER. 

Necessity  is  a  hard  master. 

Necessity  is  a  hard  nurse,  but 
she  raises  strong  children. 

Necessity  is  the  mother  of  inven- 
tion. 

Necessity  hath  no  law. 

If  you  can't  help,  don't  hinder. 

The  cat  in  gloves  catches  no 
mice. 

Pretention  is  better  than  cure. 


Many  go  off  for  wood,  and  come 
home  shorn. 

Reckon  not  your  chickens  before 
they  are  hatched. 

No  one  knows  what  will  happen 
to  him  before  sunset. 

What  keeps  out  the  cold  keeps 
out  the  heat. 

A  monkey  remains  a  monkey 
though  dressed  in  silk. 

Every  bird  is  known  by  his 
feathers. 

Appearances  are  often  deceitful. 
•  He's  not  the  best  carpenter  that 
makes  the  most  chips. 

Never  judge  from  appearances. 

A  broad  hat  does  not  always 
cover  a  venerable  head. 

BLACK  COWS  GIVE  WHITE 
MILK. 

Not  every  one  that  dances  is 
glad. 

All  leaf  and  no  fruit. 

Drink  injures  a  man  externally, 
internally  and  eternally. 

Grape  juice  kills  more  than 
grape  shot. 

Though  you  get  the  best  of 
whiskey,  it  will  get  the  best  of  you. 

Adam's  ale  is  the  best  brew. 

Drunkenness  is  an  egg  from 
which  all  vices  are  hatched. 

Wine  hath  drowned  more  men 
than  the  sea. 

Drunkenness  turns  a  man  out 
of  himself,  and  leaves  a  beast  in 
his  room. 

WHEN  THE  WINE  IS  IN,- 
THE  WIT  IS  OUT. 

Don't  make  your  nose  blush  for 
the  sins  of  your  mouth. 

Wine  neither  keeps  secrets  nor 
fulfils  promises. 

He'd  go  to  mass  every  morning 
if  holy  water  were  whiskey. 


206 


THE   REAL   ESTATE 


Do  unto  others  as  you  would  be 
done  unto. 

Do  what  you  ought,  come  what 
may. 

Speak  when  you  are  spoken  to; 
come  when  you  are  called. 

The  proof  of  obedience  is  found 
in  small  matters  more  than  great. 

He  that  will  thrive,  must  rise  at 
five;  he  that  hath  thriven,  may 
lay  till  seven. 

An  hour  in  the  morning  is  worth 
two  in  the  evening. 

Better  three  hours  too  soon  than 
a  minute  too  late. 

Punctual  pay  gets  willing  loan. 

Punctuality  is  the  soul  of  busi- 
ness. 

Be   slow    to    promise,    quick    to  ' 
perform. 

Where  remedies  are  needed  sigh- 
ing avails  not. 

STRIKE  WHILE  THE  IRON 
IS  HOT. 

No  sooner  said  than  "done. 

Deliberate  slowly,  execute 
promptly. 

Pay  what  you  owe,  and  what 
you're  worth  you'll  know. 

Great  boast,  small  roast. 

If  you  cannot  bite,  never  show 
your  teeth. 

Believe  a  boaster  as  3^ou  would 
a  liar. 

A  barking  dog  was  never  a  good 
hunter. 

'Tis  easier  to  know  how  to  speak 
than  how  to  be  .silent. 

Silence  is  more  eloquent  than 
words. 

Speaking  is  silver,  silence  is 
golden. 

Better  have  a  dog  for  your 
friend  than  for  your  enemy. 

NEVER  GRIEVE  OVER 
SPILT  MILK. 


When  a  thing  is  done,  make  the 
best  of  it. 

Yielding  is  sometimes  the  best 
way  of  succeeding. 

Better  bend  than  break. 

Don't  find  fault  with  what  you 
don't  understand. 

Straight  trees  have  crooked  roots. 

It  is  a  good  horse  that  never 
stumbles,  and  a  good  wife  .that 
never  grumbles. 

Eating  little  and  sleeping  little 
can  never  do  a  man  harm. 

He  that  banquets  every  day 
never  makes  a  good  meal. 

Where  reason  rules,  appetite 
obeys. 

When  the  stomach  is  full,  the 
heart  is  glad. 

Any  excuse  will  serve  when  one 
has  not  a  mind  to  do  a  thing. 

He  that  does  amiss  never  lacks 
excuses. 

A  friend  is  not  known  till  he  is 
lost. 

He  is  a  good  friend  who  speaks 
well  of  us  behind  our  backs. 

A  friend  is  never  known  till 
needed. 

You  will  never  have  a  friend  if 
you  must  have  one  without  a  fault. 

WHO  HAS  NO  FRIENDS 
ONLY  HALF  LIVES. 

Who  makes  friends  of  all,  keeps 
none. 

Without  a  friend,  the  world  is 
a  wilderness. 

A  friend  at  court  is  better  than 
a  penny  in  the  purse. 

While  the  pot  boils  friendship 
blooms. 

Better  be  alone  than  in  bad 
company. 

To  know  one  perfectly  one  must 
live  in  the  same  house  with  him. 


BROKER'S  CYCLOPEDIA 


207 


Who  keeps  company  with  a 
wolf,  will  learn  to  howl. 

A  scolding  wife  and  a  smoky 
chimney  are  two  bad  companions. 

Great  minds  and  great  fortunes 
don't  always  go  together. 

The  greater  the  man,  the  greater 
the  crime. 

TALL  TREES  CATCH  MUCH 
WIND. 

The  highest  tree  hath  the  great- 
est fall. 

A  great  mark  is  soonest  hit. 

Genius  cannot  be  transmitted  by 
last  will  and  testament. 

Genius  must  be  born  and  never 
can  be  taught. 

If  the  blind  lead  the  blind  both 
shall  fall  into  the  ditch. 

Follow  the  river  and  you  will 
get  to  the  sea. 

Every  one  can  navigate  in  fine 
weather. 

It's  a  sad  heart  that  never  re- 
joices. 

The  laughter  of  the  cottage  is 
the  most  hearty. 

Much  laughter,  little  wit. 

A  contented  man  is  always  rich. 

He  has  enough  who  is  content. 

The  cottage  is  a  palace  to  the 
poor. 

A  contented  mind  is  a  continual 
feast. 

NEVER  FALL  OUT  WITH 
YOUR  BREAD  AND  BUTTER. 

The  discontented  man  finds  no 
easy  chair. 

He  that  wants  health  wants 
everything. 

More  people  are  slain  by  suppers 
than  by  sword. 

Health  is  not  valued  until  sick- 
ness comes. 

After  dinnner  sit  awhile;  after 
supper  walk  a  mile. 


Sickness  comes  on  horse-back 
and  departs  on  foot. 

A  good  appetite  does  not  want 
sauce. 

Live  not  to  eat,  but  eat  to  live. 

Men  make  houses  but  women 
make  homes. 

Every  bird  likes  his  own  nest  the 
best. 

Home  is  home,  be  it  ever  so 
homely. 

EAST  OR  WEST,  HOME  IS 
BEvST. 

A  man's  house  is  his  castle. 

A  mother  is  a  mother  all  the 
days  of  her  life. 

A  father  maintains  ten  children 
better  than  ten  children  one  father. 

Children  should  be  seen,  not 
heard. 

Plain  dealing  is  more  praised 
than  practiced. 

Do  as  you  would  be  done  by. 

Ill-gotten  goods  seldom  prosper. 

Make  not  fish  of  one,  and  flesh 
of  another. 

Into  the  mouth  of  a  bad  dog 
falls  many  a  good  bone. 

The  mills  of  the  gods  grind 
slowly,  but  they  grind  fine. 

BE  JUvST  BEFORE  YOU  ARE 
GENEROUS. 

Where  law  ends,  tyranny  begins. 

No  good  lawyer  ever  goes  to 
law  himself. 

The  lawyer's  vocation  is  to  make 
the  worse  appear  the  better  reason. 

Better  a  little  with  honor,  than 
much  with  shame. 

Plough  deep  whilst  sluggards 
sleep,  and  you  shall  have  corn  to 
sell  and  to  keep. 

They  who  make  the  best  use  of 
their    time    have    none    to    spare. 

It  is  better  to  wear  out  than  to 
rust  out. 


208 


THE   REAL   ESTATE 


Industry    pays    debts    but    de- 
spair increaseth  them. 

Idleness  has  poverty  for  wages. 

IDLENESS  LEADS  TO  VICE. 

An  idle  brain  is  the  devil's  work- 
shop. 

They  must  hunger  in  frost,  that 
will  not  work  in  heat. 

No  man  should  live  in  the  world 
that  has  nothing  to  do  with  it. 

Better    be    idle    than    not    well 
occupied. 

They  that  do  nothing,  learn  to 
do  ill. 

Doing  nothing  is  doing  ill. 

Laziness  travels  so  slowly  that 
poverty  sooon  overtakes  him. 

A  lazy  boy  and  a  warm  bed  are 
difficult  to  part. 

To  a  lazy  man  every  day  is  a 
holiday. 

Who  is  lazy  in  youth  must  wgrk 
in  old  age. 

SLOTH  IS  THE  MOTHER  OF 
POVERTY. 

Sluggards  are  never  great  schol- 
ars. 

A  slothful  man  never  has  time. 

Never  answer  a  question   until 
it  is  asked. 

A    little    leaven    leaveneth    the 
whole  lump. 

A  little  bait  catches  a  large  fish. 

Drop  by  drop  the  lake  is  drained. 

A  small  matter  hurts  one  that  is 
sore. 

One  cloud  is  enough  to  eclipse 
all  the  sun.' 

Take    care    of    the    pence,    the 
pounds  will  take  care  of  themselves. 
MANY    LITTLES    MAKE    A 
MICKLE. 

Every   day   a   thread   makes   a 
skein  in  a  year. 

There  is  no  bush  so  small  but 
casts  its  shadow. 


The  prick  of  a  pin  is  enough  to 
make  an  empire  insipid  for  a  week. 

One  link  broken  the  whole  chain 
is  broken. 

Little  strokes  fell  great  oaks. 

The  greatest  things  are  done  by 
the  help  of  small  ones. 

A  small  spark  makes  a  great  fire. 

Small  wounds,  if  many,  may  be 
mortal. 

A  little  pot  is  soon  hot. 

A  short  horse  is  soon  curried. 

Little  and  often  fills  the  purse. 

CONSTANT  DROPPING 
WEARS  THE  STONE. 

It  is  a  poor  rule  that  will  not 
work  both  ways. 

Speak  well  of  your  friends,  of 
your  enemy,  say  nothing. 

Good  words  cost  nothing  and  are 
worth  much. 

Good  temper  oils  the  wheels  of 
life. 

Write  injuries  in  dust,  but  kind- 
nesses in  marble. 

A  merciful  man  is  merciful  to 
his  beast. 

Be  not  weary  in  well  doing. 

He  that  is  unkind  to  his  own 
will  be  unkind  to  others. 

They  hurt  themselves,  that 
wrong  others. 

If  you  save  a-  rogue  from  the 
gallows,  he  will  rob  you  the  same 
night. 

I,et  him  who  has  bestowed  a 
benefit  be  silent,  let  him  who  has 
received  it  tell  of  it. 

Gratitude  is  the  least  of  virtues, 
ingratitude  the  worst  of  vices. 

The  hog  never  looks  to  him  that 
threshes  down  the  acorns. 

ALL  DOORS  OPEN  TO 
COURTESY. 


BROKER'S   CYCLOPEDIA 


209 


Keep  your  eyes  wide  open  be- 
fore marriage  and  half  shut  after- 
ward. 

A  deaf  husband  and  a  blind 
wife  are  always  a  happy  couple. 

It  is  better  to  marry  a  quiet 
fool  than  a  witty  scold. 

He  that  marries  for  wealth  sells 
his  liberty. 

That  which  is  not  understood 
is  always  marvelous. 

Wonders  will  never  cease. 

Meddle  not  with  what  you  don't 
understand. 

No  good  ever  comes  of  minding 
other  men's  matters. 

Report  makes  the  wolf  bigger 
than  he  is. 

Listeners  hear  no  good  of  them- 
selves. 

Misfortune  is  a  good  teacher. 

Misfortunes  seldom  come  alone. 

No  fence  against  ill-fortune. 

WHEN  A  MAN  IS  DOWN 
EVERY  BODY  RUNS  OVER 
HIM. 

What  appear  to  be  calamities 
are  often  the  sources  of  fortune. 

Calamity  is  the  touchstone  of  a 
brave  mind. 

ADVERSITY  HAS  NO 
FRIENDS. 

Adversity  is  the  parent  of  virtue. 

Adversity  makes  men,  prosperity 
monsters. 

He  that  was  never  acquainted 
with  adversity  has  seen  the  world 
but  one-sided,  and  is  ignorant  of 
half  the  scenes  of  nature. 

In  prosperity  caution,  in  ad- 
versity patience. 

Sweet  are  the  uses  of  adversity. 

He  that  wants  should  not  be 
bashful.  ■        •         J 

Obedience  is  the  mother  of  hap- 
piness. 


He  that  complies  against  his 
will  is  of  his  own  opinion  still. 

If  a  man  is  right,  he  cannot  be 
too  radical;  if  wrong,  he  cannot  be 
too  conservative. 

In  politics  nothing  is  contempti- 
ble. 

I'll  fight  it  out  on  this  line  if  it 
takes  all  summer. 

THINK  OF  EASE,  BUT 
WORK  ON. 

Perseverance  brings  success. 

It  is  the  quiet  people  who  are 
dangerous. 

Poverty  shows  us  who  are  our 
friends  and  who  are  our  enemies. 

No  one  is  poor  but  he  Avho  thinks 
himself  so. 

It  is  no  sin  to  be  poor. 

Poor  men  seek  meat  for  their 
stomach;  rich  men  stomach  for 
their  meat. 

He  that  has  no  silver  in  his 
purse,  should  have  silver  on  his 
tongue. 

He's  a  wise  man  that  can  wear 
poverty  decently. 

An  empty  purse  fills  the  face 
with  wrinkles. 

When  poverty  comes  in  at  the 
door,  love  leaps  out  at  the  window. 

He  bears  poverty  very  ill  who 
is  ashamed  of  it. 

NEVER  HOWL  TILL  YOU'RE 
HIT. 

Praise  not  the  ford  till  you  are 
safely  over. 

Never  cross  a  bridge  until  you 
come  to  it. 

Never  cry  hello  till  you  are  out 
of  the  woods. 

Preparation  for  war  is  some- 
times the  best  security  for  peace. 

A  promised  dollar  is  not  worth 
half. 


210 


THE   REAL  ESTATE 


Don't  promise   what   you   can't 
perform. 

A  man  apt  to  promise  is  apt  to 
forget. 

A  great  cry  but  little  wool. 

No  autumn  fruit  without  spring 
blossom. 

Promises  are  like  pie  crust,  made 
to  be  broken. 

Promises   may   get  friends,   but 
'tis  performances  that  keep  them. 

AH  claim  kindred  with  the  pros- 
perous. 

In  prosperity  think  of  adver.sity. 

Prosperity    gains    friends,     and 
adversity  tries  them. 

Prosperous    men    seldom    mend 
their  faults. 

He  who  swells  in  prosperity  will 
shrink  in  adversity. 

Hoist  your  sail  when  the  wind 
is  fair. 

Nothing  succeeds  like  success. 

Success  has  many  friends. 

They  never  fail  who  die  in  a 
great  cause. 

The  secret  of  success  is  con- 
stancy to  purpose. 

The  surest  way  not  to  fail  is  to 
determine  to  succeed. 

BETTER  BE  ENVIED  THAN 
PITIED. 

Deserve  success,  and  you  shall 
command  it. 

Success  makes  a  fool  seem  wise. 

He  who  would  catch  fish  must 
not  mind  getting  wet. 

Who  begins  too  much  accom- 
plishes little. 

Give  every  man  thine  ear,  but 
few  thy  voice. 

He  that  payeth  before  hand 
shall  have  his  work  ill  done. 

They  who  would  be  young  when 
they  are  old,  must  be  old  when 
they  are  young. 


Be  sure  before  you  marry,  of  a 
house  wherein  to  tarry. 

Lock  the  stable  door  before  the 
steed  is  stolen. 

A  stitch  in  time  saves  nine. 

It  is  a  silly  goose  that  comes  to 
a  fox's  sermon. 

It  is  a  silly  fish  that  is  caught 
twice  with  the  same  bait. 

Two  ears  to  one  tongue,  therefore 
hear  twice  as  much  as  you  speak. 

Be  first  at  a  feast  and  last  at  a 
fight. 

SAVING  IS  GETTING. 

Who  says  little  has  little  to 
answer  for. 

One  should  not  sell  the  egg  until 
it  is  laid. 

One  ounce  of  discretion  is  worth 
a  pound  of  wit. 

Saving  is  a  greater  art  than 
gaining. 

The  art  is  not  in  making  money 
but  in  keeping  it. 

A  farthing  saved  is  twice  earned. 

Beware  of  little  expenses;  a 
small  leak  will  sink  a  great  ship. 

Take  care  of  the  pence,  the 
pounds  will  take  care  of  them 
selves. 

A  penny  saved  is  a  penny  gained. 

Keep   the   wolf  from   the   door. 

It  takes  two  to  make  a  quarrel. 

Better  a  red  face  than  a  black 
face. 

Be  not  the  first  to  quarrel,  nor 
the  last  to  make  it  up. 

A  little  explained,  a  little  en- 
dured. 

A  little  forgiven,  the  quarrel  is 
cured. 

Two  dogs  strive  for  a  bone,  and 
a  third  runs  away  with  it. 

The  mob  has  many  heads  but 
no  brains. 


BROKER'S  CYCLOPEDIA 


211 


No  and  yes  often  causes  long 
disputes. 

Deep  rivers  move  in  silence; 
shallow  brooks  are  noisy. 

EVERY  HILL  HAS  ITS  VAL- 
LEY. 

A  good  dog  deserves  a  good 
bone. 

To  the  victors  belong  the  spoils. 

It  is  a  dangerous  thino^  to  dig 
pits  for  other  folks. 

He  that  pelts  every  barking  dog, 
must  pick  up  a  great  many  stones. 

YOU  GET  AS  GOOD  AS  YOU 
BRING. 

Revenge  is  an  expensive  luxury. 

To  forget  a  wrong  is  thq  best 
revenge. 

A  full  purse  never  lacks  friends. 

A  light  purse  makes  a  heavy 
heart. 

He  is  not  rich  who  is  not  satis- 
fied. 

Riches  fall  not  always  to  the 
lot  of  the  most  deserving. 

Riches  comes  better  after  pov- 
erty than  poverty  after  riches. 

The  rich  can  only  eat  with  one 
mouth. 

Wealth  and  content  do  not  al- 
ways live  together. 

When  fortune  knocks,  open  the 
door. 

A  man  without  money  is  like  a 
ship  without  sails. 

Bad  money  always  comes  back. 

Put  not  your  trust  in  money 
but  your  money  in  trust. 

Rather  a  man  without  money, 
than  money  without  a  man. 

Money  is  a  good  servant,  but  a 
dangerous  master. 

Would  you  know  the  value  of 
money,  go  borrow  some. 

MUCH  COIN,  MUCH  CARE. 


A  corporation  has  no  soul  to  be 
damned  nor  body  to  be  kicked. 

A  secret  is  seldom  safe  in  more 
than  one  breast. 

Hedges  have  eyes  and  walls  have 
ears. 

The  only  way  to  keep  a  secret  is 
to  say  nothing. 

NEVER  TRUvST  TO  AN- 
OTHER WHAT  YOU  SHOULD 
DO  YOURSELF. 

Let  every  tub  stand  on  its  own 
bottom. 

Every  man  for  himself,  and  God 
for  us  all. 

Every  man  is  the  architect  of 
his  own  fortune. 

He  that  can  travel  well  afoot 
keeps  a  good  horse. 

Self-defense  is  nature's  oldest 
law. 

Self-confidence  is  the  first  re- 
quisite of  human  greatness. 

Self-preservation  is  the  first  re- 
quisite of  human  greatness. 

Self-preservation  is  the  first  law 
of  nature. 

He  is  twice  a  conqueror,  who  can 
restrain  himself  in  the  hour  of 
victory. 

He's  a  wise  man  that  leads 
passion  by  the  bridle. 

'Tis  skill,  not  strength,  that 
governs  a  ship. 

You  may  be  a  wise  man,  though 
you  cannot  make  a  watch. 

The  fish  may  be  caught  in  a  net, 
that  will  not  come  to  a  hook. 

A  little  oil  may  save  a  deal  of 
friction. 

A  bird  may  be  caught  with  a 
snare,  that  will  not  be  shot. 

All  fish  are  not  caught  with  flies. 

He  who  sows  thorns  will  never 
reap  grapes. 

He  who  sows  little  reaps  litttle 


212 


THE   REAL   ESTATE 


Hurry  is  not  haste. 

They  that  make  the  best  use 
of  time  have  none  to  spare. 

Time  enough  is  little  enough. 

TIME  IS  MONEY. 

Time  works  wonders. 

To  save  time  is  to  lengthen  life. 

Every  day  in  thy  life  is  a  leaf 
in  thy  history. 

Employ  thy  time  well,  and  since 
thou  art  not  sure  of  a  minute 
throw  not  away  an  hour. 

Each  day  is  the  scholar  of  yester- 
day. 

The  longest  day  must  have  an 
end. 

Never  is  a  long  day. 

One  hour  today  is  worth  two 
tomorrow. 

He  that  has  most  time  has  none 
to  lose. 

One  today  is  worth  two  to- 
morrows. 

Time  is  the  herald  of  truth. 

Time  devours  all  things. 

Lost  time  is  never  found  again. 

There  is  no  appeal  from  time 
past. 

There  is  no  better  counselor 
than  time. 

All  things  comes  to  him  who 
waits. 

TIME  DISCOVERS  TRUTH. 

Time  moves  slowly  to  him  whose 
employment  is  to  watch  its  flight. 

It  is  never  too  late  to  mend. 

One  of  these  days  is  none  of 
these  days. 

Any  time  means  no  time. 

There  is  a  time  for  all  things. 

Opportunities  do  not  wait. 

The  mill  cannot  grind  with  the 
water  that  is  past. 

The  opportunity  is  often  lost  by 
deliberating. 


Trusting  too  much  to  others  is 
the  ruin  of  many. 

Try    your    friend  ere  you  trust 
him. 

Never    trust    much    to    a    new 
friend  or  an  old  enemy. 

Never  trust  to  fine  promises. 

He  who  knows  nothing  is  con- 
fident of  everything. 

CONFIDENCE  BEGETS  CON- 
FIDENCE. 

Confidence  cannot  be  won  in  a 
day. 

Confidence  is  the  comparison  of 
success. 

Truths    and   roses   have   thorns 
about  them. 

Speak  the  truth,  and  shame  the 
devil. 

Truth  is  the  best  buckler. 

Truth  seeks  no  corners. 

Truth  never  grows  old. 

Truth  makes  the  devil  blush. 

The    maintaining    of    one    vice 
costeth  more  than  ten  virtues. 

Through   not   spending   enough 
we  often  spend  too  much. 

He  that  is  not  sensible  of  his 
loss  has  lost  nothing. 

HE  WHO  LOSES  IS  ALWAYS 
IN  FAULT. 

Lose  a  leg  rather  than  life. 

Losses  make  us  cautious.. 

No  man  can  lose  what  he  never 
had. 

One  man's  profit  is  another  man's 
loss. 

All  things  are  easy  that  are  done 
willingly. 

A  willing  helper  does  not  wait 
until  he  is  asked. 

Nothing   is    hard    to    a    willing 
mind. 

Nothing  is  easy  to  the  unwilling. 

Better  an  empty  purse  than  an 
empty  head. 


BROKER'S  CYCLOPEDIA 


213 


No  wisdom  like  silence. 

He  is  never  alone  that  is  in 
company  of  noble  thoughts. 

A  flow  of  words  is  no  proof  of 
wisdom. 

He's  a  wise  man  who  can  make 
a  friend  of  a  foe. 

Do  as  the  bee  does  with  the  rose, 
take  the  honey  and  leave  the  thorn. 

Better  be  wise  than  rich. 

No  one  is  so  wise  that  he  cannot 
become  wiser. 

The  wise  man  has  long  ears  and 
a  short  tongue. 

The  wise  man  makes  more  op- 
portunities than  he  finds. 

There  is  no  one  so  wise  he  does 
not  slip  sometimes. 

He  has  killed  the  goose  that  laid 
the  golden  egg. 

The  folly  of  one  man  is  the 
fortune  of  another. 

The  fool  is  busy  in  every  one's 
business  but  his  own. 


Fools  make  feasts,  and  wise 
men  eat  them. 

A  fool  may  ask  more  questions 
in  an  hour  than  a  wise  man  can 
answer  in  seven  years. 

If  a  man  empties  his  purse  into 
his  head,  no  man  can  take  it  from 
him. 

He  that  inquires  much,  learns 
much. 

Knowledge  is  power. 

Speak  well  of  the  dead. 

Labor  conquers  all  things. 

It  is  hard  to  put  old  heads  on 
young  shoulders. 

Old  men  for  counsel,  young  men 
for  war. 

Once  a  man,  twice  a  boy. 

A  wild  colt  may  become  a  sober 
horse. 

THE  OLDEST  MAN  THAT 
EVER  LIVED  DIED  AT  LAST. 


Rules  for  Foretelling  the  Weather 

Adapted  for  use  with  Aneroid  Barometers. 
A  RISING  BAROMETER. 

A  rapid  rise  indicates  unsettled  weather. 

A  gradual  rise  indicates  settled  weather. 

A  rise  with  dry  air  and  cold  increasing  in  Summer  indicates  wind  from  the  Northward  fand 
if  ruin  has  fallen,  better  weather  may  be  expected. 

A  rise  with  moist  air  and  a  low  temperature  indicates  wind  and  rain  from  the  northward. 

A  rise  with  southerly  winds  indicates  fine  weather. 

A  STEADY  BAROMETER. 

With  dry  air  and  seasonable  temperature  indicates  a  continuance  of  very  fine  weather. 
A  FALLING  BAROMETER. 

A  rapid  fall  indicates  stormy  weather. 

A  'apid  fall  with  westerly  wind  indicates  stormy  weather  from  the  northward. 

A  tuU  with  a  northerly  wind  indicates  storm,  with  rain  and  hail  in  Summer,'  and  snow  in 
Winter. 

A  I  ail  v>ith  increased  moisture  in  the  air,  and  heat  increasing,  indicates  wind  and  rain  from 
the  southward. 

A  fall  with  dry  air  and  cold  increasing  in  Winter  indicates  snow. 

A  fall  after  v«ry  calm  and  warm  weather  indicates  rain  with  squally  weather. 

The  barometer  rises  for  northerly  winds,  including  from  northwest  by  north,  to  the  eastward 
for  dry,  oi  less  wet  weather,  for  less  wind,  or  for  more  than  one  of  these  changes,  except  on  a  few 
occasions   when  rain,  hail  or  snow  comes  from  the  northward  with  strong  wind. 

The  barometer  falls  for  southerly  wind,  including  from  southeast  by  south  to  the  westward, 
for  wet  weather,  for  stronger  wind  or  for  more  than  one  of  these  changes,  except  on  a  few  occasions 
when  moderate  wind,  with  rain  or  snow,  comes  from  the  northward. 


214 


THE  REAL  ESTATE 


CHAPTER  VI. 

Suggestions  on  Banking. 


1 — I  ntroduction. 
2 — How  to  open  an  account. 
3 — How  to  make  a  deposit  ticket. 
4 — What  is  interest? 
5 — How  to  make  an  endorsement. 
6 — How  to  draw  checks. 
7 — The  importance  of  presenting  checks 
for  payment  as  soon  as  possible. 
8 — What  is  a  certified  check? 
9 — What  is  "Exchange?" 
10 — How  to  make  collections. 


11 — Lost  paper,  lost  checks,  what  to  do. 

12 — How  to  secure  a  Joan. 

13 — What  is  a  certificate  of  deposit? 

14 — What  is  an  overdraft. 

15— The  importance  of  identification. 

16 — What  is  a  promissory  note? 

17 — What  is  a  note? 

18 — What  is  an  investment?    . 

19 — What  is  discount? 

20 — What  is  speculation? 


1.  INTRODUCTION. 

The  business  man  of  the  present,  in  order  to  meet  the  continually 
increasing  demands  upon  his  capabilities,  is  ever  studying  how  to  save 
time  and  insure  correctness  by  systematizing  his  business  transactions 
in  the  most  complete  manner. 

The  bank,  being  the  repository  of  the  funds  of  all  branches  of  trade 
is  compelled  to  handle  a  very  large  amount  of  business  every  day  with 
the  utmost  accuracy  and  dispatch. 

The  average  person  who  patronizes  a  bank  does  not  realize  the  amount 
of  annoyance  and  unnecessary  labor  that  can  be  caused  the  bank  officers 
and  clerks  by  a  little  carelessness  or  want  of  information  on  the  part  of 
those  outside  of  the  counter. 

In  order  to  be  prepared  to  conduct  your  dealings  with  your  banker 
in  a  capable  and  intelligent  manner,  it  is  advisable  to  be  thoroughly 
posted  on  a  few  of  the  every  day  customs  and  forms  of  the  business. 

With  the  object  in  view  of  placing  before  the  depositor  in  a  compact 
form  and  in  the  fewest  words  some  information  which  is  likely  to  be  of 
service  to  him  in  every  day  intercourse  with  the  bank,  this  chapter 
has  been  written. 

It  is  further  to  be  desired  that  the  points  contained  herein  may 
serve  as  a  guide  to  those  unacquainted  with  the  banking  business,  and 
lead  them  to  an  understanding  of  the  advantage  and  convenience  of 
relations  with  a  reliable  banker. 

2.  TO  OPEN  AN  ACCOUNT. 

The  first  step  to  be  taken  in  opening  an  account  is  so  secure  an 
introduction  to  some  officer  of  the  bank,  through  some  responsible  per- 
son known  to  him. 

This  interview  will  disclose  to  him  the  probable  magnitude  of  your 
future  dealings  with  the  concern  and  whether  your  account  will  be  of 
advantage  to  the  bank,  or  merely  a  convenience  to  yourself. 


BROKER'S  CYCLOPEDIA 215 

You  will  be  given  a  pass-book,  the  credit  entries  on  which  will  al- 
ways be  made  by  the  receiving  teller,  and  will  be  your  receipt  for  the 
various  sums  deposited. 

This  book  should  be  left  at  the  bank  monthly  to  be  balanced,  and 
will  be  returned  to  you  on  application  a  day  or  two  later,  showing  your 
balance,  accompanied  by  your  canceled  checks. 

It  is  your  duty  to  examine  carefully  the  accotfnt  and  checks,  and 
report  at  once  any  possible  errors. 

The  pass-book,  while  kept  by  the  customer,  is  really  the  property 
of  the  bank,  and  nothing  should  be  written  in  it  by  the  depositor. 

The  custom  of  some  persons  using  their  bank  pass-books  as  per- 
sonal memorandum  books  causes  endless  annoyance  and  labor  to  the 
book-keeper,  who  has  to  handle  large  numbers  of  these  books  in  a  short 
space  of  time. 

At  the  time  of  opening  an  account,  your  signature  will  be  taken 
on  cards  kept  for  that  purpose,  and  all  subsequent  signatures  and  in- 
dorsements by  you  should  be  written  precisely  the  same,  to  avoid  con- 
fusion. 

For  instance,  if  you  give  your  signature  to  the  bank  as  G.  W.  Smith, 
do  not  afterwards  sign  as  George  W.  Smith  or  G.  Washington  Smith. 

3.  HOW  TO  MAKE  A  DEPOSIT  TICKET. 

The  blank  deposit  tickets  furnished  by  the  bank  should  always  be 
filled  out  by  the  depositor  and  proved  by  the  teller. 

This  serves  as  a  double  check  on  the  transaction,  and  if  at  any 
future  time  a  question  should  arise  as  to  the  total  amount  deposited,  or 
any  separate  item,  the  ticket  in  your  own  handwriting  can  be  produced 
by  the  bank  as  unquestionable  proof. 

The  cash  items  are  to  be  written  opposite  the  words  "Silver," 
"Gold"  and  "Currency,"  in  proper  amounts,  and  the  checks,  drafts  or 
other  papers  must  be  listed  separately  in  the  various  columns  as  noted 
on  the  Deposit  Ticket. 

If  depositing  checks  on  local  banks,  write  the  name  of  the  bank  on 
which  they  are  drawn  opposite  the  amount,  and  if  out-of-town  paper, 
write  the  name  of  city  on  which  drawn. 

Write  the  figures  in  a  column,  add  it  up,  and  write  the  total  amount 
below. 

Present  your  pass-book,  deposit  ticket  and  items  of  deposit  to  the 
Receiving  Teller,  and  see  that  the  proper  amount  is  entered  to  your 
credit  in  your  book. 

4.  INTEREST. 

Interest  is  the  premium  paid  for  the  use  of  money  or  the  accumula- 
tion on  an  unpaid  debt. 

It  is  calculated  by  counting  a  certain  percent  of  the  principal,  and 
is  made  payable  at  stipulated  periods  during  the  time  the  debt  or  loan 
is  in  force. 


216 ■>  T  H  E   RE  AL   E  STAT  E 

5.  ENDORSEMENTS. 

A  check  or  other  negotiable  instrument  is  said  to  be  endorsed  when 
it  is  signed  on  the  back. 

It  is  endorsed  in  blank  when  simply  the  signature  of  the  persons 
endorsing  is  written. 

Such  an  endorsement  makes  the  instrument  payable  to  the  bearer, 
and  if  lost  or  stolen  and  the  payer  is  not  notified,  the  instrument  could 
be  cashed,  as  the  person  presenting  it  is  presumed  to  be  in  rightful  pos- 
session of  the  same. 

It  is  therefore  far  safer  to  make  what  is  called  a  special  endorsement; 
that  is,  above'  your  signature  specify  in  writing  to  whose  order  the 
instrument  should  be  paid. 

Thus,  "Pay  to  the  order  of  John  Smith  (Signature  of  endorser,") 
Such  an  endorsement  is  then  payable  only  when  endorsed  by  John 
Smith. 

.  When  depositing  checks  or  drafts  you  should  write  on  the  back  of 

the  check,  "Pay  to  the  order  of         — — — ,"  under  which  should 

be  signed  your  name. 

Such.. an  endorsement  as  "For  deposit  to  the  credit  of  (signature  of 
depositor)"  is  termed  a  restrictive  endorsement  and  will  not  be  accepted 
by  your  bank  except  for  deposit. 

When  you  endorse  a  check,  note  or  draft,  you  undertake  that  the 
instrument  and  all  signatures  upon  it  are  genuine. 

That  you  have  a  good  title  to  it. 

That  all  prior  parties  to  the  instrument  have  capacity  to  contract. 

That  the  instrument  is  valid  and  that  you  are  prepared  to  take  it 
up  in  case  it  is  not  paid. 

6.  HOW  TO  DRAW  CHECKS. 

The  check  is  the  simplest  of  all  bank  forms,  being  merely  an  order 
for  the  bank  to  pay  a  certain  sum  to  the  person  designated  out  of  amounts 
appearing  to  your  credit  on  the  books  of  the  bank. 

Checks  may  be  made  payable  either  to  order  or  bearer. 

In  the  former  case  the  payee  must  be  known  to  be  the  proper  person 
and  must  endorse  the  check  before  the  money  will  be  paid. 

While  a  bank  cannot  be  held  responsible  for  the  payment  of  a  bearer 
check  to  the  wrong  person,  if  suspicious  circumstances  warrant  such 
action,  the  Paying  Teller  may  refuse  to  cash  it  until  an  investigation 
is  made. 

In  writing  a  check,  a  maker  should  take  every  care  to  protect  him- 
self against  the  dishonest  intentions  of  any  future  holder  of  his  paper. 

Never  write  or  endorse  a  check  with  a  lead  pencil — always  with 
pen  and  ink. 

Commence  to  write  amount  as  far  to  the  left  as  possible,  so  that 
nothing  can  be  inserted  before  it. 


BROKER'S  CYCLOPEDIA 217 

Fill  up  the  remainder  of  space  intended  for  the  amount  with  a  heavy 
line,  so  that  nothing  can  be  added  after  the  amount. 

Write  your  figures  plainly  and  see  that  the  amount  in  figures  cor- 
responds with  the  written  amount. 

Unless  you  take  ordinary  precautions  to  guard  against  fraud,  you 
are  in  a  measure  responsible  for  the  consequences  arising  therefrom. 

7.  PRESENT  CHECKS  FOR  PAYMENT  AS  SOON  AS  POSSI= 
BLE. 

Always  present  a  check  for  payment  as  soon  as  possible. 

Much  annoyance,  and  sometimes  heavy  loss  is  avoided  by  following 
this  rule. 

In  the  first  place,  the  drawer  of  checks  usually  prefers  you  have  them 
paid  with  as  little  delay  as  possible,  so  he  does  not  have  to  keep  track 
of  outstanding  checks. 

Secondly,  if  the  holder  of  the  check  neglects  to  present  it  for  pay- 
ment at  once,  and  the  bank  fails  before  he  has  done  so,  according  to  the 
law  of  custom  he  cannot  have  recourse  to  the  maker  of  the  check  if  more 
than  a  reasonable  time,  in  which  to  present  it,  has  elapsed  since  the 
check  was  given. 

As  a  further  illustration  of  the  advisability  of  presenting  checks 
for  payment  at  once,  a  case  is  cited  of  a  man  who  loaned  his  local  school 
board  the  sum  of  $500.00,  giving  his  check  for  the  amount. 

The  check  was  not  presented  at  once,  and  the  bank  upon  which  it 
was  drawn  failed. 

The  drawer  of  the  check,  claiming  that  he  had  virtually  loaned  the 
cash,  brought  an  action  against  the  school  board  to  recover  the  amount 
of  the  loan,  and  won  his  case,  although  the  defendants  had  never  had 
a  dollar  of  the  money. 

Furthermore,  if  the  drawer  of  the  check  were  to  die  before  it  was 
presented  at  the  hank,  it  could  not  be  cashed  at  all. 

8.  CERTIFIED  CHECKS. 

A  certified  check  is  guaranteed  by  the  bank  on  which  it  is  drawn 
to  be  good  when  properly  endorsed. 

This  is  a  legal  acceptance,  and  binds  the  bank  to  pay  the  check 
whenever  presented,  if  in  the  hands  of  the  rightful  owner. 

Certified  checks  are  charged  to  the  drawer's  account  at  the  time 
they  are  certified,  so  as  to  preclude  all  possibility  of  having  no  funds 
to  meet  them  when  presented  for  payment. 

It  is  strictly  against  the  law  for  a  bank  to  certify  a  check  for  more 
than  the  am.ount  of  the  balance  to  the  cerdit  of  the  drawer. 

Certified  checks  circulate  as  cash,  but  no  one  is  compelled  to  receive 
them  in  payment,  as  they  are  not  legal  tender. 

Remember  that,  if  you  get  your  check  certified,  and  wish  to  replace 
it  with  another  for  a  different  amount,  it  will  be  a  very  unwise  proceeding 


218 THE   REAL   ESTATE 

on  your  part  to  destroy  the  first  one,  as  the  bank  will  require  of  you  a 
bond  of  indemnity  before  it  will  issue  a  duplicate,  no  matter  how  truth- 
ful you  may  be,  or  how  earnest  your  explanation  as  to  the  mistake. 

9.  EXCHANGE. 

The  term  "Exchange"  means  simply  a  check  or  draft  drawn  by  a 
bank  in  one  city  on  its  correspondent  banker  in  another  city,  payable 
on  demand  to  the  order  of  the  person  named  on  the  face. 

A  draft  is  bought  by  any  person  wishing  to  make  a  remittance  to 
another  at  a  distance,  and  the  sender  pays  the  face  of  the  draft  to  the 
issuing  bank,  in  addition  to  a  small  charge  for  the  accommodation. 

Drafts  should  be  made  payable  to  the  purchaser  and  endorsed  over 
to  the  parties  for  whom  the  money  is  intended. 

This  caution  of  Banking  Exchange  forms  the  safest,  cheapest  and 
miost  convenient  mode  of  transmitting  money  by  mail,  as  the  money  can 
only  be  collected  upon  proper  identification  and  endorsement. 

And,  if  lost  or  destroyed,  the  issuing  bank  will  give  a  duplicate  or 
refund  the  money  after  waiting  a  reasonable  time. 

10.  COLLECTIONS. 

The  collection  department  is  an  important  branch  of  a  banking 
business,  and  of  great  convenience  to  its  customers. 

Notes,  drafts  and  all  negotiable  paper  will  be  received  for  collection 
upon  payment  of  a  small  per  cent. 

Notes  intended  for  collection  should  be  left  at  the  bank  several 
days  before  maturity,  as  banks  always  notify  the  payer  a  few  days 
before  the  note  falls  due. 

U.    LOST  PAPER. 

If  a  check  is  lost,  payment  should  be  stopped  at  once  by  notifying 
the  bank  of  the  fact. 

Especially  should  this  be  done  if  the  check  is  payable  to  bearer, 
as  any  one  coming  into  possession  of  it  can  present  it  for  payment. 

If  a  check  is  lost  b}'^  the  lawful  owner  thereof,  and  subsequently 
comes  into  the  hands  of  a  bona  fide  holder,  for  value,  and  without  know- 
ledge that  it  has  been  lost,  he  is  entitled  to  receive  the  amount  from  the 
bank,  and  if  it  refuses  payment  by  reason  of  instructions  to  that  effect 
from  the  drawer,  the  holder  may  recover  the  amount  from  the  drawer, 
but  the  instrument  is  then  subject  to  the  same  defense  as  if  it  were 
non-negotiable. 


PRO  KE  R'  S  CYCLOPEDIA  219 

12.  LOANS. 

Banks  are  always  ready  to  loan  money  on  proper  security  and  in 
reasonable  sums,  to  its  regular  customers. 

The  National  and  State  laws  governing  banking  regulate  to  a 
certain  extent  what  kind  of  security  a  bank  may  take,  so  that  some 
institutions  are  compelled  to  decline  what  others  would  readily  accept. 

The  depositor  is  at  liberty  to  offer  his  banker  any  paper  he  may 
want  discounted,  provided  it  is,  in  his  opinion,  first-class  security,  and 
should  remember  that  the  banker  is  under  no  obligation  to  take  it,  or 
even  to  give  his  reasons  for  declining  to  do  so. 

13.  What  is  a  certificate  of  deposit? 

A  certificate  of  deposit  is  a  paper  given  by  the  bank  in  return  for 
money  left  on  special  deposit. 

Such  deposits  are  not  entered  in  the  pass-book  and  are  not  sub- 
ject to  check,  and  will  be  paid  only  upon  the  surrender  of  the  certificate. 

A  certificate  of  deposit  is  both  a  receipt  for  the  money  deposited 
and  the  banks  promise  to  pay  it  to  the  proper  person  upon  surrender 
of  the  certificate  properly  endorsed. 

If  it  is  desired  to  withdraw  a  part  of  the  sum  deposited,  the  first 
certificate  is  surrendered  to  the  bank  and  another  issued  for  the  balance 
left  on  deposit. 

14.  Overdrafts. 

The  fact  of  you  having  kept  a  credit  balance  with  your  banker  for 
a  considerable  length  of  time  does  not,  as  some  persons  appear  to  believe, 
entitle  you  to  overdraw  your  account. 

The  law  on  this  point  is  very  clear  and  states  that  a  Cashier  or 
Teller  has  no  right  to  pay  money  on  a  check  when  the  funds  to  the 
credit  drawer  are  insufficient. 

It  further  states  that  the  drawer  of  the  check  is  a  part  to  the  wrong- 
ful act,  and  that  the  bank  can  recover  the  amount. 

In  handling  a  great  number  of.  active  accounts  every  day  it  is  almost 
impossible  to  prevent  overdrawing  in  a  few  cases,  but  it  is  one  of  the 
strictest  and  most  important  laws  of  banking  to  allow  no  overdrafts. 

It  is  the  bank's  business  to  loan  its  money,  but  not  without  proper 
security  and  interest. 

15.  Identification. 

A  very  necessary  banking  custom,  and  one  which  many  persons 
but  imperfectly  understand,  is  the  formality  of  identification. 

In  order  to  be  protected  against  the  dishonest  practices  of  unknown 
persons,  banks  are  compelled  to  require  that  all  strangers  shall  be  in- 
troduced by  some  responsible  acquaintance  of  the  bank  who  can  vouch 
for  the  identitv  of  the  other. 


220 ^ THE  REAL  ESTATE 

In  cases  where  out  of  town  checks  or  checks  on  other  local  banks 
are  prevSented  for  payment,  the  bank  requires  the  identifier  as  well  as 
the  payee  to  endorse  the  paper,  so  that  in  case  the  check  should  prove 
worthless  the  bank  will  be  protected  by  an  endorser  known  to  its 
officers. 

Identification  often  causes  annoyance  to  persons  unacquainted 
in  the  locality  of  the  bank,  but  it  is  not  only  a  protection  to  the  bank, 
but  to  all  honorable  persons  who  are  in  the  habit  of  giving  their  checks 
in  lieu  of  cash. 

16.  Promissory  Notes. 

A  promissory  note  is  a  written  promise  to  pay  a  certain  sum  of 
money  at  a  specified  time. 

There  are  three  kinds,  individual  promissory  notes,  or  those  made 
by  one  party  to  pay  another  a  certain  sum  of  money  at  a  specified 
time. 

Joint  promissory  notes,  the  same  as  the  foregoing,  only  signed  by 
two  or  more  parties,  in  which  case  all  liable  jointly  but  not  severally. 

Joint  and  several  promissory  notes,  in  which  two  or  more  parties 
severally  and  separately  agree  to  pay  a  certain  sum  at  a  specified  time.    . 

Each  signer  of  such  note  is  responsible  for  the  whole  payment. 

17.  What  is  a  Note? 

A  note  is  a  contract. 

A  note  cannot  carry  interest  at  a  greater  rate  than  the  legal  rate. 

A  note  written  in  pencil,  or  signed  with  a  cross  (x)  properly  wit- 
nessed is  perfectly  valid. 

Demand  payment  of  a  note  should  be  made  at  the  time  and  place 
mentioned  in  the  note. 

Notice  of  protest  should  be  given  all  endorsers. 

Releasing  the  maker  of  a  note,  releases  the  endorser. 

Making  a  note  payable  to  your  own  order  and  endorsing  it  in  blank 
is  perfectly  valid. 

If  you  wish  to  avoid  the  responsibilities  of  Endorser  write  "without 
recourse"  above  your  name. 

A  note  dated  on  Sunday  is  in-valid. 

A  minor's  note  is  not  binding. 

A  note  transferred  after  maturity  is  open  to  all  defense  even  in 
the  hands  of  an  innocent  party. 

A  note  falling  due  on  Sunday  or  a  holiday  is  payable  on  next  suc- 
ceeding  business   day. 

INVESTMENTS. 

18.  What  is  an  investment? 

An  investment  is  the  act  of  making  money. 

There  is  an  element  of  speculation  in  every  investment. 


BROKER'S  CYCLOPEDIA 221 

19.  Discount. 

Discount  is  an  allowance  made  for  the  payment  of  money  before 
it  becomes  due,  and  is  either  the  interest  on  the  debt  for  the  time, 
which  is  called  true  discount,  or  upon  such  a  sum  as  will  amount  to 
the  face  of  the  debt  when  due,  which  is  called  bank  discount. 

It  will  be  observed  that  by  true  discount  the  interest  is  considered 
due  when  the  debt  is  due,  but  by  bank  or  business  discount  it  is  con- 
sidered due  when  the  note  is  discounted. 

20.  Speculation. 

To  speculate^is  to  discount  the  future. 


Salary  of  the  President. 

The  salary  of  the  President  of  the  United  States  was  the  cause  of 
discussion  in  the  First  Congress,  in  view  of  the  fact  that  the  Constitution 
declared  that  the  President  should  receive  compensation  for  his  services. 
Washington  had  notified  his  fellow  citizens  that  he  desired  no  salary. 
The  limits  suggested  in  Congress  ranged  from  $15,000  to  $75,000.  The 
salary  was  finally  placed  at  $25,000  and  this  remained  the  compensation 
until  President  Grant's  second  term  (March  3,  1873),  when  it  was  in- 
creased to  $50,000.  Chapter  2918  qf  the  I^aws  of  the  Second  Session 
of  the  Fifty-ninth  Congress,  Approved  March  4,  1907,  appropriated  "for 
traveling  expenses  of  the  President  of  the  United  States,  to  be  expended 
at  his  discretion  and  accounted  for  by  his  certificate  solely,  $25,000." 
In  the  Second  Session  of  the  Sixtieth  Congress  the  matter  of  increasing 
the  President's  salary  was  again  considered,  and  it  was  decided  that 
the  President's  salary  be  fixed  at  $75,000  a  year.  At  the  second  Session 
of  the  Sixty-first  Congress  an  appropriation  of  $25,000  was  made  for 
traveling  expenses  to  be  available  during  the  fiscal  years  1910  and  1911. 


222  THE   REAL   ESTATE 


CHAPTER  VII. 

Contracts. 


1 — What  is  a  contract?  valid  sale. 

2 — What  is  a  proposition?  12 — Hdw   to   draw   a  contract   for   the 

3 — What  is  an  acceptance?  sale  of  Real  Estate. 

4 — Five    necessary    elements    in  every  13 — Subdivision  Sale  Contract,    (form). 

contract.  14 — Exclusive  Listftig  Contract  for    the 

5 — What  is  the  meaning  of  "Perform-  Sale  of  Real  Estate,      (form.) 

ance?"  15 — Buyer  and  Seller's  agreement  for 

6 — What  is   the   meaning  of   "Specific  the  Sale  of  Real  Estate,     (form). 

Performance?"  16 — Advantages  of  an  Exclusive  Selling 

7 — What  is  the  meaning  of  "Place  of  Contract  between  Seller  and  Broker. 

Performance?"  17— Sale     contract     adopted     by     the 

8 — Methods  of  making  contracts.  Cincinnati  Real  Estate  Exchange,  (form). 

9 — What  is  a  contract  of  "Sale?"  18 — Building   Contract    and    Specifica- 

10 — What  constitutes  a  "Sale?"  tions  three-story  brick  residence. 

11 — Three    essentials    necessary    to      a  19— Contract  for  the  sale  of  Real  Estate. 

WHAT  IS  A  CONTRACT? 

A  CONTRACT  is  a  deliberate  agreement  between  competent 
persons  upon  a  legal  consideration,  to  do  or  abstain  from  doing  a 
particular  thing. 

Every  contract  should  be  in  writing  and  signed  by  both  parties 
and  witnessed,  when  this  can  be  done;  although  the  law  absolutely 
requires  witnesses  in  very    few  cases,  and  in  none  of  mere  contracts. 

It  is  prudent,  however,  to  have  them,  for  it  is  a  rule  of  law  that 
things  which  cannot  be  proved  and  things  which  do  not  exist,  are  the 
same  in  law. 

Every  thing  agreed  upon  should  be  written  out  distinctly,  and  care 
should  ba  taken  to  say  all  that  is  meant,  and  just  what  is  meant  and 
nothing  else;  for  it  is  a  rule  of  law  that  no  oral  testimony  shall  control 
a  written  agreement,  unless  fraud  can  be  proved. 

Against  fraud  nothing  stands.  # 

An  agreement  should  always  show  a  good  and  valid  consideration. 

A  written  contract  executed  by  an  agent  on  behalf  of  a  known 
principal  ought  to  purport  on  its  face  to  be  the  contract  of  the  principal 
and  to  be  signed  with  the  name  of  the  principal,  and  not  with  that  of 
the  agent  alone. 

2.    Proposition. 

A  PROPOSITION  is  a  mere  offer  made  from  one  person  to  another* 
and  may  be  either  oral  or  written. 


BROKER'S   CYCLOPEDIA  223 

3.  Acceptance. 

An  ACCEPTANCE  is  an  assent  to  the  offer  made  and  completes  the 
bargain. 

There  can  be  no  agreement  without  a  proposition  and  an  acceptance, 
this  being  legally  known  as  "a  meeting  of  the  minds,"  an  essential  to 
every  contract. 

When  a  proposition  is  made  orally,  in  order  to  be  binding  the  ac- 
ceptance must  be  immediate  or  within  such  a  time  as  the  parties  had  in 
contemplation,  unless  a  definite  period  of  time  in  which  to  accept  or 
reject  is  stipulated,  but  such  a  proposition  may  be  withdrawn  before  the 
expiration  of  the  stipulated  period  if  not  accepted  beforehand. 

If  the  acceptance  is  to  be  written  the  proposition  is  accepted  as 
soon  as  the  letter  is  placed  in  the  mail  or  telegram  is  left  with  the 
telegraph  company. 

4.  Necessary  Elements. 

Every  contract  must  contain  the  five  following  essential  elements 
in  order  to  be  binding. 

1 — Parties  thereto  must  be  competent  to  contract. 

2. — There  must  be  consideration  expressed  or  implied. 

3. — A  certain  thing  to  be  done  or  not  to  be  done  must  constitute 
the  subject  matter. 

4. — Mutual  assent  must  be  present. 

5. — There  must  exist  an  agreed  period  for  the  performance  of  the 
contract. 

5.  Performance. 

A  person  who  undertakes  to  perform  a  piece  of  work  by  special 
contract,  must  perform  his  contract  before  he  is  entitled  to  his  pay. 

If  a  person  is  hired  for  six  months,  or  other  definite  time,  and 
leaves  before  the  end  of  it,  without  reasonable  cause,  he  loses  his  right 
to  wages  for  the  period  he  has  served. 

But  if  he  is  dismissed  without  cause  he  can  recover  for  the  whole 
term — at  its  expiration. 

It  is  not  sufficient  cause  for  abandoning  one's  contract,  that  he  was 
put  upon  work  not  contemplated  at  the  time  the  contract  was  made, 
but  if  he  is  prevented  by  sickness  from  laboring  during  the  stipulated 
period,  he  may  recover  for  his  services  as  much  as  his  services  were 
worth,   for   the   time   he   labored. 

6.  Specific  Performance. 

The  law  side  of  the  court  cannot  enforce  the  specific  performance 
of  a  contract. 

It  can  only  allow  damages  for  the  failure  to  perform,  or  for  breach. 

On  the  equity  side  of  the  court,  certain  contracts  may  be  enforced 
specificially. 

They   most    commonly   relate    to  the  sale  of  real  property. 


224  . THE   REAL   ESTATE 

7.  Place  of  Performance  of  Contract. 

If  a  contract  is  made  in  one  state,  say  New  York,  but  is  to  be  per- 
formed in  another  state,  as  New  Jersey,  can  it  be  enforced  in  New  Jersey 
or  must  suit  be  brought  in  New  York? 

In  other  words,  is  the  contract  a  New  York  contract  or  a  New 
Jersey  contract. 

In  a  case  of  this  kind  suit  may  be  brought  in  any  state  where  ser- 
vice can  be  had  on  the  party  in  default,  or  in  any  state  in  which  the 
party  in  default  has  property  that  can  be  attached. 

The  point  probably  intended  by  the  preceding  inquiry  is  as  to 
whether  the  contract  would  be  construed  under  the  laws  of  New  York 
or   under   those   of   New  Jersey. 

If  the  contract  must,  by  its  terms,  be  performed  in  New  Jersey, 
it  is  a  New  Jersey  contract  and  would  be  so  construed. 

8.  Methods  of  Making  Contracts. 

At  common  law  no  formality  is  necessary  to  the  making  of  a  sale. 

The  seller  and  the  buyer  agree  upon  the  price,  which  the  buyer 
pays,  the  seller  thereupon  delivering  the  goods  thus  completing  the 
sale. 

A  binding  contract  to  sell  for,  and  to  pay,  a  certain  price,  however 
large,  is  good  at  common  law,  and  remains  good  now  in  all  cases 
where  the  price  is  not  large  enough  to  bring  the  contract  within  the 
statute  of  frauds. 

9.  Contract  of  Sale. 

This  is  governed  by  the  same  principles  of  law  as  other  contracts. 

10.  Sale. 

A  sale  is  the  transfer  of  the  title  in  the  thing  sold  from  the  vendor 
to  the  vendee  in  consideration  of  a  certain  money  price. 
It  assumes  absolute  immediate  transfer. 

1 1 .  Essentials  Necessary  to  Valid  Sale 

The  elements  that  are  essential  to  a  valid  sale  are: 

1.  The  thing  or  subject  matter  of  the  sale. 

2.  The  Price. 

3.  The  mutual  consent  of  the  parties  who  have  the  ability  to  con- 
tract. 

1 2.  How  to  Draw  a  Contract  for  the  Sale  of  Real  Estate. 

A  Real  Estate  contract  may  be : 

1.  An  agreement  to  sell. 

2.  An  agreement  to  buy,  or 

3.  An  agreement  to  buy  and  sell  and  relating  to  the  transfer  of 
one  party  to  another  of  a  certain  property  at  a  certain  price  and  upon 
certain  terms. 


BROKER'S   CYCLOPEDIA 225 

Every  contract  for  the  sale  of  lands,  or  any  interest  therein  should 
be  in  writing. 

Every  contract  that  by  its  terms  is  not  to  be  performed  within 
one  year  from  the  making  thereof,  should  be  in  writing. 

Every  contract  to  answer  for  the  debt,  default  or  misdoings  of  an- 
other should  be  in  writing. 

In  some  states  an  agreement  employing  or  authorizing  an  agent 
or  Broker  to  purchase  or  sell  Real  Estate  for  compensation  or  commission 
must  be  in  writing. 

Also,  such  an  agreement,  if  made  by  the  agent  of  the  party  sought 
to  be  charged,  is  invalid,  unless  the  authority  of  the  agent  be  in  writing 
subscribed  by  the  party  sought  to  be  changed. 

Not  only  should  a  contract  for  the  purchase  or  sale  of  Real  Estate 
be  in  writing  but  it  should  contain  within  itself,  without  resort  to  external 
evidence,  the  whole  agreement,  including  the  names  of  the  contracting 
parties,  the  price  to  be  paid,  and  all  of  the  stipulations  intended  to  bind 
the  parties,  and  such  a  description  of  the  land  as  will  enable  any  one 
acquainted  with  it  to  learn,  upon  reading  the  contract,  what  property 
was  intended  to  be  sold. 

It  is  not  necessary  that  the  memorandum  should  be  in  one  written 
instrument. 

The  negotiations -containing  the  offer  and  acceptance  may  have 
been  concluded  by  means  of  correspondence. 

All  writings  so  connected  by  their  own  internal  evidence  constitute 
one  document  in  law. 

A  contract,  when  once  reduced  in  writing,  and  executed  and  de- 
livered by  the  parties  thereto,  becomes  the  sole  repository  of  the  agree- 
ment between  them,  and  excludes  all  prior  negotiations  and  conferen- 
ces on  the  subject. 

If  the  terms  of  the  written  agreement  are  ambiguous,  they  may 
be  explained  verbally;  but  no  evidence  to  contradict  what  is  incorpor- 
ated in  the  writing  can  be  offered  to  show  that  the  parties  at  the  time 
intended  something  different,  unless  it  is  proven  that  there  was  fraud 
in  the  transaction. 

The  writing  must  be  signed  by  the  party  to  be  charged  and  is  valid 
though  not  signed  by  the  party  insisting  on  the  performance  of  it. 

It  is  not  necessary  that  the  signing  should  be  at  the  end  of  the 
paper. 

It  is  an  implied  condition  in  all  sales  that  the  seller  shall  produce  a 
fair  marketable  title  to  which  no  reasonable  objection  can  be  made. 

If,  upon  investigation  of  the  title,  it  is  discovered,  before  the  deed 
is  delivered,  that  the  seller  does  not  possess  title  to  the  extent  required 
by  the  contract,  he  is  liable  to  damages  for  the  defect,  abating  a  pro- 
portionate part  of  the  price;  or,  if  the  defect  is  material,  the  buyer  may 
decline  to  go  on  with  the  bargain. 


226 THE   REAL   ESTATE 

If  there  are  any  incumbrances  on  the  property  not  disclosed  at 
the  time  of  the  sale,  the  buyer  may  require  them  to  be  paid  off  before 
he  takes  his  deed. 

No  purchaser  is  bound  to  accept  a  title  dependent  upon  doubtful 
questions  of  the  law  or  upon  facts  which  are  impracticable  for  him  to 
investigate  with  satisfactory  results  at  the  time  the  deed  is  tendered. 

It  sometimes  happens,  after  one  has  entered  into  an  agreement 
to  purchase  a  certain  piece  of  land,  that  the  seller  declines  to  execute  and 
deliver  a  deed,  in  performance  of  his  part  of  the  agreement. 

The  obligation  of  the  buyer  in  such  case  is  complied  with  by  an 
offer  of  performance,  or  "tender"  as  it  is  called. 

A  TENDER  to  be  good  must  be  absolute,  unconditional  and  strictly 
within  the  terms  of  the  contract. 

A  tender  does  not  bar  or  extinguish  the  debt. 

The  debtor  is  still  liable  to  pay  it.,  but  the  tender  bars  the  claim  to 
subsequent  damages,  interests  and  costs. 

The  offer  may  be  made  to  the  seller  wherever  he  can  be  found. 

The  tender  must  be  made  in  United  States  gold  coin,  or  in  legal 
tender  certificates. 

It  is  always  safe  to  produce  and  show  the  money. 

A  tender  for  more  money  than  is  due  is  good  for  what  is  due. 

The  seller  sometimes  purposely  evades  the  buyer  in  order  that 
a  tender  cannot  be  made. 

In  such  a  case,  the  buyer  must  use  reasonable  diligence  to  find  the 
seller  within  a  reasonable  distance  from  the  residence,  or  place  of  business 
of  the  seller. 

If  the  contract  of  sale  fixes  a  time  for  the  tender,  it  must  be  made 
at  that  time,  within  reasonable  hours,  and  not  before  or  afterwards. 

In  some  States  the  obligation  for  the  payment  of  money  is  extingu- 
ished by  a  due  offer  of  performance  if  the  amount  is  immediately 
deposited  in  the  name  of  the  creditor  in  a  bank  of  good  repute,  and 
notice  thereof   is  given  to  the  creditor. 

An  offer  of  partial  performance  is  of  no  avail;  nor  an  offer  of  com- 
plete performance  of  any  effect  unless  the  person  making  it  is  able  and 
willing  to  perform  according  to  the  offer. 

A  majority  of  real  estate  sales  are  made  through  real  estate  agents 
or  brokers. 

Each  agent  has  his  own  form  of  agreement. 

The  buyer  makes  a  deposit  of  say  from  $50  to  $500,  according  to 
the  magnitude  of  the  transaction,  when  he  signs  the  contract  of  sale. 

The  larger  the  deposit  the  less  likely  the  buyer  is  to  forfeit  it. 

The  agent  then  brings  the  contract  of  sale  to  seller  for  his  signature, 
by  way  of  ratification  of  what  the  agent  has  done. 

At  least,  that  is  what  the  agent  should  do. 

This  brings  the  terms  of  the  contract  of  sale  before  both  buyer  and 
seller,  and  each  is  then  committed  in  writing  to  the  transaction. 


BROKE  R^S   C  Y  C  L  O  P  E  D  I  A 227 

The  seller  or  seller's  agent  should  make  it  a  rule  to  receive  the  de- 
posit into  his  possession,  and  if  it  is  in  the  form  of  a  check,  to  have  the 
check  converted  into  cash  as  quickly  as  possible. 

The  seller  should  see  that  the  agreement  provides  that  if  the  buyer 
does  not  pay  the  balance  of  the  purchase  price  within  a  certain  time, 
(say  thirty  or  forty  days)  the  deposit  shall  be  forfeited  to  the  seller  as 
liquidated  damages. 

The  seller  should  have  an  understanding  with  the  agent  to  the 
effect  that  if  the  deposit  is  forfeited  and  the  sale  not  consummated, 
the  agent  will  accept  a  certain  part  of  the  deposit'  for  his  services  in  the 
matter. 

The  contract  should  also  provide  who  is  to  pay  the  taxes,  if  any, 
which  have  been  assessed  but  are  unpaid  at  the  date  of  the  sale,  or 
which  have  been  partially  paid. 

If  there  is  a  mortgage  on  the  premises,  which  the  debtor  is  to  assume, 
the  agreement  should  so  provide,  with  a  statement  to  the  effect  that 
the  seller  will  pay  the  interest  on  the  mortgage  to  the  date  of  the  transfer. 

If  the  premises  are  insured,  the  agreement  should  provide  for  the 
transfer  of  the  un-expired  policy  of  insurance,  and  should  state  whether 
or  not  the  same  is  to  be  assigned  to  the  buyer,  without  charge. 

In  short,  the  more  complete  the  agreement,  the  more  smoothly 
and  effectually  will  the  deal  be  carried  through  after  the  contract  has 
been  signed. 

The  contract  should  be  executed  in  duplicate-  or  triplicate  by  both 
of  the  parties  and  one  copy  delivered  to  and  retained  by  each  party, 
and  one  for  the  agent. 

The  purchaser,  where  he  buys  through  a  real  estate  broker,  has 
nothing  to  do  with  the  payment  of  the  broker's  commission,  although 
he  does,  as  a  matter  of  fact,  pay  it  indirectly. 

The  commission  must  be  borne  by  the  seller,  and  arranged  for 
by  him. 

It  sometimes  happens  that  some  miserly  chap  will  not  allow  a  com- 
mission on  the  sale  of  his  property,  and  in  case  the  seller  will  deal  only 
through  and  upon  the  advice  of  a  certain  broker,  the  buyer,  if  he  ar- 
dently desires  the  property,  may  find  it  expedient  to  arrange  to  pay 
the  broker  a  commission. 

The  contract,  in  any  case,  is  the  final 'act  of  purchase  and  sale; 
and  a  complete  agreement  pre-supposes  and  a  prior  investigation  into 
facts  on  which  to  base  it. 

Where  the  contract  is  for  value,  and  is  made  by  persons  competent 
on  both  sides  to  bind  themselves,  gives  rights  which  the  parties  may 
mutually  enforce  against  each  other,  and  its  enforcement  in  terms  is 
practicable  and  necessary  for  the  purpose  of  complete  justice,  a  court 
of  equity  will  ordinarily,  in  its  sound  discretion,  at  the  suit  of  either 
"buyer  or  seller,  decree  a  specific  performance  of  the  agreement  by  re- 
quiring the  buyer  to  pay  the  price  and  the  seller  to  execute  a  deed. 


228 T  H  E  RE  A  L     ESTATE 

Where  the  contract  of  sale  is  silent  on  the  subject,  the  seller  is 
entitled  to  the  possession  of  the  premises  until  he  delivers  his  deed  and 
receives  payment  in  full;  but  the  buyer  is  considered  as  the  equitable 
owner  from  the  date  of  the  contract  and  is  entitled  by  any  increase  in 
the  value  of  the  land,  and  is  subject  to  the  risk  of  any  decrease  or  loss. 
A  contract  made  on  Sunday  is  void  unless  ratified  on  a  week  day. 
Never  make  a  contract  with  a  person  who  is  undpr  the  influence  of 
liquor. 

Don't  waste  time  making  a  contract  with  a  minor. 
Always  specify  a  consideration  in  every  contract. 
A  contract  may  be  oral. 
A  contract  may  be  written. 

Always  tender  the  exact  amount  in  legal  tender  for  a  sum  due  on 
a  contract. 

All  contracts  under  seal  can  only  be  amended,  altered  or  nullified 
by  an  instrument  under  seal. 

All  contracts  involving  more  than  $50.00  should  be  in  writing. 
All  contracts  for  one  year  or  more  must  be  in  writing. 
The  construction  of  a  contract  is  always  governed  by  the  intent  of 
the  parties  thereto. 

All  contracts  should  be  read  before  signing. 
A  contract  made  in  pencil  is  valid. 

All  contracts  should  be  signed  by  the  parties  by  writing  their  full 
names  legibly. 

Ignorance  of  the  law  will  not  help  you  out  of  a  bad  deal. 
Never  make  a  contract  with  a  person  under  restraint,  compulsion 
or  duress. 

Never  assume  that  silence  means  assent. 

Secure  a  written  or  oral  statement  showing  that  two  minds  have 
met. 

Never  make  a  contract  with  a  married  woman  unless  it  concerns 
her  own  private  proyerty. 

When  making  a  contract  with  a  person  who  cannot  write  or  sign 
his  or  her  own  name,  have  his  or  her  mark  witnessed  by  a  third  person. 
Marriage  is  a  contract. 
A  judgment  carries  interest. 

You  cannot  hold  a  person  liable  when,  what  is  known  as  the  "act 
of  God"  prevents  the  performance  of  the  contract. 

Pledged  property  cannot  be  sold  unless  Pledger  has  due  notice  or 
the  contract  contains  a  waiver  of  notice. 

All  changes  or  alterations  in  a  contract  should  be  referred  to  by  note 
in  margin  as  having  been  made  before  contract  is  signed. 

A  husband  is  liable  for  his  wifes  contracts  for  necessities. 
Guarantee  for  payment  of  an  indebtedness  must  be  so  stated  in 
writing. 


BROKER'S  C  Y  C  LP  P  E  D  I  A 229 

Releasing  the  principal  obligor  releases  the  surety. 

Never  withdraw  a  bid  after  the  property  has  been  "Knocked  down" 
to  you. 

Always  satisfy  j^ourself  that  an  agent  has  authority  to  bind  his 
principal  before  you  accept  a  contract  signed  by  him  as  agent. 

13.     Subdivision  Sale  Contract. 

THIS  AGREEMENT 

M  ide  this day  of in  the  year  of  our  Lord.  19 .... ; 

BETWEEN    THE COMPANY,    a    corporation    duly    incorporated 

and  organized  under  the  laws  of  the  State  of party  of  the  first  part  and 

of    No. Street 

in  the  City  of and  State  of party  of  the  second  part. 

WITNESSETH:  That  said  first  party  agrees  to  sell  and  convey  by  Deed  of  GENERAI, 
WARRANTY  in  fee  ^mple,  to  said  party  of  the  second  part  all  that  certain  lot,  or  piece  of  ground 

situated  in    Township County being  lot 

numbered upon  the  plan  known  and  desig- 
nated on  the  recorded  plat  of  THE COMPANY'S  Subdivision  of  lots. 

known  as Addition  as  filed  in  the  office  of  the  County  Recorder  of  the  County 

of for  the  sura  or  price  of (,$)  Dollars, 

payable  as  follows,  viz : 

SAID  SECOND  PARTY  is  to  pay  to  said  first  party  the  sum  of ($ ) 

Dollars,  in  cash  upon  the  execution  and  delivery  of  this  agreement,  the  receipt  whereof  is  hereby  ac- 
knowledged, the  residue  of  said  purchase  price  to  be  paid  in  weekly  payments  or  installments  of  not 
less  than ($ )Dollars.  per  week. 

BUT  SAID  SECOND  PARTY  has  the  privilege  of  paying  all  of  the  remainder  of  said  pur- 
chase money  in  cash  at  any  time,  and  in  case  the  said  second  party  elects  to  pay  cash  in  full  for  said 
lot within  thirty  (30)  days  from  this  date,  then  the  above  mentioned  price  shall  be  re- 
duced ten  (10)  percent  and  the  Deed  as  aforesaid  shall  be  delivered  at  once  to  the  said  second  party, 

upon  compUance  with  said  terms.     Or  if  said  second  party  elects  to  pay  cash  in  full  for  said  lot 

within  six  months  from  this  date,  then  the  above  mentioned  price  shall  be  reduced  seven  and  one-half 
(7/^)  percent  and  the  Deed  as  aforesaid,  shall  be  delivered  at  once  to  said  second  party.     Or.  if  said 

second  party  elects  to  pay  cash  in  full  for  said  lot within  one  year  from  this  date,  then  the 

above  mentioned  price  shall  be  reduced  five  (5)  percent  and  the  Deed  as  aforesaid,  shall  be  delivered 
at  once  to  the  said  second  party. 

But  in  case  said  second  party  does  not  so  elect  to  pay  cash  in  full  for  said  lot,  then  said  sec- 
ond party  to  receive  an  allowance  of  interest  at  4  percent  on  each  payment  as  made  and  credited  on 
account  of  said  purchase,  annually  for  a  period  of  three  (3)  years  from  date  of  this  agreement,  or  until 
residue  is  paid  in  full  in  the  meantime.     Said  payments  or  installments  to  be  made  each  and  every 

week,  until  the  full  amount  of  said  purchase  money  shall  have  been  paid  to  said  first  party  at 

of or  at  such  other  places  as  may,  from  time  to 

time,  be  designated  in  writing  by  said  first  party. 

And  the  said  second  party  agrees  to  purchase  the  said  premises  for  the  above  price,  and  on 
the  terms  herein  set  forth.  And  on  account  of  extended  time  and  small  payments,  the  second  party 
agrSes  to  keep  the  times  of  payment  in  mind  and  waives  notice  or  demand  of  them. 

IT  IS  FURTHER  UNDERSTOOD  AND  AGREED,  That  prompt  payment  and  time  are 
part  of  the  consideration  and  of  the  essence  of  this  contract  and, 

THEREFORE,  if  default  is  made  of  any  one  or  more  of  said  payments  of  the  principal  for 
Thirty  Days  after  the  same  shall  fall  due,  the  first  party,  at  its  election  without  waiving  other  remedies, 
may  declare,  consider  and  hold  as  forfeited  the  second  party's  estate,  right,  title  and  interest  in  the 
property  and  so  much  of  the  purchase  money  as  the  second  party  may  have  paid;  and  to  accomplish 
such  forfeiture,  the  second  party  hereby  waives  notice  and  demand  of  payment  and  all  other  proceed- 
ings, judicial  or  otherwise,  and  agrees  that  said  forfeiture  shall  become  valid  and  effectual  by  lapse  of 
time  and  non-payment  as  aforesaid,  and  thereupon  said  second  party's  interest  and  estate  in  the  pro- 
I>erty,  and  all  moneys  theretofore  paid  under  this  contract  shall  become  forfeited  and  belong  to  the 
first  party  as  liquidated  damages.  But  it  is  further  agreed  that  if  the  said  party  of  the  second  part 
should  on  account  of  being  unemployed,  or  on  account  of  sickness,  or  death,  be  unable  to  pay  said 

weekly  payments,  THE COMPANY,  will  not  lapse  the  account  for 

a  period  of  Ninety  (90)  Days. 

IN  CASE  NO  SUCH  FORFEITURE  takes  place  the  Deed  to  be  made  and  delivered  subject 
to  the  provisions  hereinafter  stated  at  any  time,  on  the  payment  of  the  whole  of  the  purchase  money 
hereinbefore  provided 


230  THE   REAL   ESTATE 


THE  SAID  FIRST  PARTY,  shall  until  the  date  of  the  maturity  of  this  agreement 

19.  .  or  delivery  of  deed  (in  the  meantime)  as  herein  provided,  pay  all  taxes  legally  assessed  against 
said  premises,  not,  however,  to  include  street,  sewer  and  water  assessments,  and  all  taxes  after  the 

maturity  of  this  contract  ( 19.  .  .  .)  or  delivery  of  Deed  (in  the  meantime)  to 

be  paid  by  the  said  second  party. 

THE  DEED,  AS  AFORESAID,  to  be  delivered  subject  to  all  the  reservations,  conditions, 
covenants,  terms  and  provisions  set  forth  and  entered  on  the  face  of  the  aforesaid  plan,  and  in  the 
instrument  of  writing  mentioned  and  referred  to  in  the  adoption  of  the  said  plan,  and  recorded  con- 
temporaneously therewith,  and  made  a  part  thereof  by  this  reference  thereto;  otherwise  the  land  to 
be  conveyed  as  aforesaid,  shall  be  clear  of  all  encumbrances. 

SAID  DEED  shall  contain  the  following  restrictions  imposed  upon  the  premises  for  the 
benefit  of  the  purchasers  of  other  lots  on  said  plat,  and  said  second  party  is  bound  by  said  restrictions 
from  the  date  of  this  contract. 

RESTRICTIONS. 

First— No  building  or  part  thereof,  shall  be  erected  upon  any  lot  nearer  than feet  to 

the  front  line  of  said  lot,  except  for  business  purposes. 

Second — That  the  above  described  premises  or  any  part  thereof,  cannot  be  sold  or  leased 
to  any  one  except  a  person  or  persons  of  the  White  or  Caucasian  Race,  (i^nyother  restrictions  needed 
may  be  inserted  here). 

These  restrictions  to  remain  in  force  until  A.  D 

AND  IT  IS  FURTHER  AGREED  that  no  transfer,  sale,  assignment  or  pledge  of  this  con- 
tract shall  be  binding  upon  the  first  party,  nor  shall  it  be  of  any  validity  or  force  unless  such  assign- 
ment, sale,  pledge  or  transfer  be  made  on  the  original  copy  in  the  hands  of  the  first  party. 

THIS  AGREEMENT  embodies  and  sets  forth  the  full  understanding  of  the  parties,  hereto 
and  no  statement  made  or  alleged  to  have  been  made,  prior  to  the  execution  hereof,  contrary  to  or 
conflicting  with  this  agreement,  shall  have  any  force,  weight  or  effect. 

The  conditions  of  thig  agreement  shall  extend  to  and  bind  the  heirs,  executors,  administrators 
successors  and  assigns  of  the  respective  parties. 

IN  WITNESS  WHEREOF,  on  the  day  and  year  first  above  written,  the  party  of  the  first 

part,    THE COMPANY,    has   hereunto   set   its   corporate   name   to 

duplicates  hereof,  by  its  president  and  secretary  thereunto  lawfully  authorized  by  action  of  its  Board 

of  Directors,  and  the  party  of  the  second  part  has  hereunto  subscribed name 

and  to  a  duplicate  copy  hereof  set hand 

THE Co. 

BY 

President. 


Signed  in  presence  of  Secretary. 


14.    Exclusive  Listing  Contract,  for  The  Sale  of  Real  Estate. 

To (1) 


hereby  agree  to  sell  an  authorize  you  to  procure  a  purchase  for  the  following  property  (of 

which the  true  and  lawful  owner and   have  full  power  to 

sell  and  convey  the  same)  described    as  follows,  viz: 


Sale  price  of  said (2) property  to  be. 

($ )  Dollars,  or  such  a  sum  as may  hereafter  agree  to  accept. 


In  consideration  of  your  efforts  to  find  a  purchaser  for  the  above  described 

property,  it  is  hereby  agreed  should  a  contract  of  sale  or  exchange,  acceptable  to  the  undersigned 

(3) (owner   of    the    above    described .' property)    be 

made  by  you  to  any  person,  firm  or  corporation  within  or  during  the  life  of  this  contract  to  whom 

you  have  presented  said property,  or  should  a  sale  or  exchange  of  said  property  be 

made  in  any  other  manner,  through,  or  by  you  or  any  other  person  then  a  commission  of 

($ )   Dollars,  becomes  payable  to  you    (4) on  demand. 


BROKER'S  C  Y  C  LO  P  E  D  I  A  231 

It  is  further  understood  that  the  title  of  said  property  is  good  and  vested  in  the  undersigned, 

and  that  any  defect  in  the  title  of  said  property,  or  any  failure 

by  vendor  or  vendee  to  comply  with,  or  fulfill  any  agreement  that  may  hereafter  be  made,  during  the 

life  of  this  contract,  relative  to  the  sale  or  exchange  of  said (2) property, 

shall  not  change  the  amount  of  commission  or  release  the  undersigned (3) 

from  payment  of  the  same. 

This  contract  to  take  effect  forthwith  and  to  remain  in  force  for  a  period  of (5) 

months  from  the day  of A.  D.  19 .  . ,  and  to  continue  after  the  above  speci- 
fied term  ( (5) months)  in' full  force  and  effect  until  said  property  is  sold,  or  this  contract 

is  terminated  by  a  Thirty  (30)  Day  written  notice,  given  after  the  time  above  specified  has  expired,  by 
the  undersigned (3) withdrawing  the  sale  of  said  property. 

It  is  also  further  agreed  that  this  contract  embodies  and  sets  forth  the  full  understanding  of 
the  parties  hereto,  and  no  statement  made  or  alleged  to  have  been  made,  prior  to  the  execution  hereof, 
contrary  to  or  conflicting  with  this  contract,  shall  have  any  force  or  effect. 

The  conditions  of  this  contract  shall  extend  to  and  bind  the  heirs,  executors,  administrators, 
successors  and  assigns  of  the  respective  parties  as  named  herein. 

In  witness  whereof have  hereunto  set hand this 

day  of A.  D.  19.  . 

Made  in  duplicate  and  signed  in  presence  of  Signed 

(Husband) 

Signed    

•  (Wife) 

Accepted  this day  of A.  D.  19.  .  .  . 

Signed Broker. 

Note.  No  Real  Estate  Broker  should  list  a  piece  of  Real  or  Chattel  property  without  an 
Exclusive  Sale  Contract). 

(1)  Insert  Agents  name 

(2)  Insert  kind  of  property.  Real  or  Chattel. 

(3)  Insert  owner's  name. 

(4)  Insert  Agents  name. 

(5)  Time  Contract  is  to  run. 

1 5.    Agreement  for  the  Sale  of  Real  Estate. 

AGREEMENT.    Made   this day   of A.    D.    19 

between 

City  of County  of and  State  of '. 

party  of  the  first  part,  and 

City  of County  of and  State  of 

party  of  the  second  part. 

Witnesseth:     The  said  first  party  agrees  to  sell  and  convey  by 

to  said  party  of  the  second  part  all  that 


together  with  the  appurtenances  thereunto  belonging  for  the  sum  or  price  of 

{$ ) 

Dollars,  payable  as  hereinafter  set  out;  and  the  second  party  agrees  to  purchase  the  said  property  for 

the  above  price,  and  on  the  terms  herein  set  forth,  and  to  pay  to  said  first  party  the  sum  of 

($ )  Dollars  in-cash  upon  the  execution  and  delivery  of  this  agreement,  the 

receipt  whereof  is  hereby  acknowledged,  and  pay  the  residue  of  said  purchase  price  in  the  following 
manner: 


The as   aforesaid,    to   be   delivered   subject   to 

otherwise  the  said. to  be  conveyed  as  aforesaid,  shall  be  clear  of  all  en- 
cumbrances, and  possession  to  be  given  upon  delivery  of 

on  or  before 19 

It  is  further  understood  and  agreed,  that  time  is  part  of  the  consideration  and  of  the  essence 
of  this  contract. 

THIS  AGREEMENT  embodies  and  sets  forth  the  full  understanding  of  the  parties  hereto, 
and  no  statement  made  or  alleged  to  have  been  made,  prior  to  the  execution  hereof,  contrary  to  or 
conflicting  with  this  agreement,  shall  have  any  force,  weight  or  effect. 

The  above  hand  money ($ )  Dollars  is  to 

be  left  in  trust  with until  delivery  of , 

and  refunded  if  the  title  to  the  above  property  is  not  clear  or  cannot  be  made  clear,  as  above  provided, 
otherwise  to  apply  as  part  payment  as  herein  stated. 


232  T  H  E   RE  A  L   EST  AT  E 


The  conditions  of  this  agreement  shall  extend  to  and  bind  the  heirs,  executors,    administrators 
successors  and  assigns  of  the  respective  parties. 


IN  WITNESS  WHEREOF  the  said  parties  have  hereunto  set  their  hands  this. 

day  of 19 

Signed  in  presence  of *. , 


State  of \ 

County  of /  ss. 

BE  IT  REMEMBERED.  That 


On  this — day  of A.    D.    19 before  me,   a     Notary 

Public,  in  and  for  said  Cotxnty,  came  the  above  named 

And  acknowledged  the  foregoing  aereement  to  be act  and  deed,  and  desired  the  same 

to  be  recorded  as  such. 

IN  TESTIMONY  WHEREOF,  1  have  hereunto  subscribed  my  name,  and  affixed  my  official 
seal  on  the  day  and  year  aforesaid. 

(Seal) 

Notary  Public. 

in  and  for County. 

16.  ADVANTAGES  OF  AN  EXCLUSIVE  SALE  CONTRACT. 

1.  When  you  have  an  exclusive  selling  contract  you'll  not  waste 
your  money  advertising  the  property  and  let  some  other  Broker  collect 
the  commission. 

2.  You  know  the  exact  amount  of  your  commissions. 

3.  You  know  when  your  commission  becomes  due. 

4.  You  know  exactly  the  terms  upon  which  the  property  can  be 
sold. 

5.  Your  commission  becomes  due  the  moment  the  contract  of 
sale  for  the  property  is  executed  and  earnest  money  paid. 

6.  Defective  titles  do  not  prevent  you  collecting  your  commission. 

7.  Vendor  or  vendee  failing  to  perform  their  part  of  the  contract 
doesnot  interfere  with  your  collecting  your  earned  commission. 

By  all  means  Mr.  Broker,  secure  an  exclusive  sale  contract  for 
every  piece  of  property  you  list. 

The  duty  of  a  Real  Estate  Broker  is  to  bring  the  minds  of  Buyer 
and  Seller  to  an  agreement  of  a  sale. 

An  agreement  of  sale  either  upon  the  terms  laid  down  by  the  vendor 
or  upon  such  terms  acceptable  to  the  vendor  and  vendee. 

As  soon  as  the  sale  agreement  is  executed  that  moment  the  Real 
Estate  Broker's  commission  accrues. 

His  work  is  done  and  he  is  entitled  to  his  pay. 

(See  form  of  Exclusive  Contract  elsewhere  in  this  chapter.) 

This  form  of  contract  saved  one  Broker  in  Cincinnati"  Ohio.,   an 


B  RO  KE  R' S     C  Y  C  LO  P  E  D  I  A  233 

$800.00  commission  on  a  $16,000  sale.  Another  Broker  $5,000  on  one 
years  business. 

Exclusive  Sale  Contracts  save  litigation. 

Commission  agreements  supposed  to  be  for  "All  in  excess  of  a 
fixed  price"  are  seldom  satisfactory    and  often  fatal  to  the  Broker. 

Court  rulings  often  put  peculiar  constructions  on  such  contracts. 

The  writer  would  .suggest  that  every  Real  Estate  Broker  secure 
an  Exclusive  Contract  always  for  the  sale  of  each  and  every  piece  of 
property  he  offers  for  sale. 

If  you  sell  a  piece  of  property  through  another  Broker's  office, 
have  an  understanding  in  writing. 

It  hurts  no  one  and  you'll  always  be  friendly  toward  each  other. 
COMMISSIONS. 

As  a  rule  the  Real  Estate  Broker's  compensation  for  selling  prop- 
erty comes  in  the  forms  of  commissions. 

A  Real  Estate  Broker  may  make  any  agreement  he  pleases  as  to 
these  commissions,  and  such  an  agreement  made  in  advance  of  the  sale 
is  binding  on  both  parties. 

A  Real  Estate  Broker  should  always  have  an  agreement  or  Selling 
Contract  for  every  piece  of  property  he  offers  for  sale. 

Get  an  Exclusive  Contract  from  the  owner,  then  sell  the  property. 

Never  cut  your  commission. 

The  owner  is  jast  as  anxious  to  sell  as  you  are  to  get  your  com- 
mission. 

Learn  to  do  things  and  you'll  have  no  trouble  securing  the  Exclusive 
Sale  of  all  property  you  can  handle. 

The  Real  Estate  Broker  who  sells,  who  gets  results,  never  has  to 
ask  "Can  I  have  your  property  to  sell." 

17.    Sale  Contract   Adopted   by   the    Cincinnati   Real    Estate 
Exchange. 

I  hereby  agree  to  sell  the  following  property,  viz:  (describe  prop- 
erty) for  the  sum  of  ten  thousand  dollars  ($10,000,)  payable  (set  out 

terms)  and  authorize to  procure  a  purchaser  for  the 

same  and  agree  to  pay  him  a  commission  of  two  per  cent  on  the  amount 
for  which  said  property  may  be  sold. 

I  guarantee  the  title  good,  and  will  convey  by  deed  of  general 
warranty. 

In  consideration  of  his  efforts  to  find  a  purchaser,  I  agree  that  he 
shall  have  the  exclusive  right  to  sell  said  property,  for  six  months  and 
thereafter  until  I  give  him  written  notice  withdrawing  the  same. 


234  THE   REAL   ESTATE 

It  is  further  agreed  that  he  shall  be  entitled  to  his  commission,  if 
the  property  is  sold  during  the  existence  of  this  contract  by  him,  or  the 
undersigned,  or  any  other  person,  at  any  price  acceptable  to  the  under- 
signed, or  any  other  person,  at  any  price  acceptable  to  the  undersigned. 


Cincinnati,   Ohio,    19 

I  hereby  accept  the  agency  for  said  property  on  the  terms  above 


stated. 


Cincinnati,  Ohio, 19 .  .  . . 

I  hereby  agree  to  purchase  the  above  described  property  at  the  price 
and  upon  the  terms  above  stated. 


18.    Building  Contract. 


This  agreement,  between party  of  the  first  part  (designated  below  as 

the  employer) ,  and ,  party  of  the  second  part  (designated  below  as  the  contractor) . 

WITNESSETH,  1.  That  the  contractor  agrees  to  furnish  all  the  material,  and  do  all  the  work 
of  whatever  kind,  required  by,  or  reasonably  to  be  inferred  from,  the  plans  and  specifications  (said 
plans  and  specifications  being  hereby  incorporated  with,  and  made  a  part  of  this  contract),  for  the 

full  and  entire  completion  of  a  three-story  brick  house  on  a  lot  situated  on 

Street     between and Streets,     in     the    city    of 

belonging  to  the  said as  in  said  plans  and  specifications 

set  out  (designated  herein  as  the  improvement) ,  for  the  sum  of  ten  thousand  dollars. 

2.  The  said  contractor  further  agrees  that  all  materials  called  for  by  the  said  plans  and  specifi- 
cations are  to  be  of  the  best  qualities  of  their  respective  kinds,  and  that  all  work  shall  be  done  in  the 
most  thorough  and  workmanlike  manner,  and  that  he  will  not  vary  in  any  manner  from  the  said  plans 
and  si>ecifications  without  the  written  order  of  the  employer. 

3.  The  said  contractor  further  agrees  that  he  will  entirely  complete  the  said  improvement  by  the 

first  day  of  January,  nineteen  hundred  and \  and  it  is  expressly  agreed  between  the  parties  that 

the  damages  by  each  day's  delay  beyond  that  date  are  fairly  to  be  estimated  at  $50  per  day,  and  are 
therefore,  to  avoid  dispute,  hereby  fixed  by  agreement  at  that  sum  per  day,  and  the  amount  of  damages 
estimated  upon  the  basis  so  fixed  is  to  be  deducted  from  the  contract  price  as  liquidated  damages  and 
not  by  way  of  penalty. 

4.  The  said  employer  reserves  the  right  to  order  in  writing,  any  alteration  he  may  deem  proper 
in  the  said  plans  and  specifications. 

It  is  agreed  between  the  parties  that  upon  the  delivery  of  any  such  order  to  the  contractor,  or 
person  in  charge  of  said  work,  it  shall  be  the  duty  of  either  party,  claiming  any  allowance  in  consequence 
of  such  alteration,  to  notify  the  other  party  in  writing,  before  the  alteration  is  actually  commenced, 
and  if  the  parties  are  able  to  agree  upon  the  amount  to  be  added  to  or  deducted  from  the  contract 
price,  in  consequence  of  such  alteration,  it  shall  be  reduced  to  writing  and  signed  by  them. 

If  they  can  not  so  agree,  then  the  said  amount  shall  be  fixed  by or  in  case 

he  can  not  act,  then  by  some  one  to  be  appointed  by  said who  shall  make  his 

decision  in  writing  and  furnish  both  parties  with  a  copy,  and  such  decision  shall  be  final. 

6.  It  is  expressly  agreed  by  the  parties  that  no  such  alteration  shall  in  any  way  vitiate  or  annul 
this  contract,  and  further,  that  in  case  of  an  alteration  causing  a  deduction  in  work  or  materials,  the 
contractor  is  not  to  claim  or  bring  suit  for  any  damage  by  way  of  loss  of  profits,  on  account  of  not  being 
allowed  to  do  this  work,  nor  is  the  referee  to  admit  this  element  into  his  decisions. 

6.  The  said  contractor  expressly  convenants  and  agrees  that  he  will  not,  in  any  event,  claim 
suit  for  any  greater  sum,  for  the  entire  completion  of  the  said  improvement,  than  the  contract  price, 
with  such  additions  or  deductions  as  may  be  fixed  by  the  written  contracts  or  decisions  above  provided 
for. 

7.^  The  said  parties  expressly  agree  that  no  acts  of  any  kind  whatever,  of  either  party,  or  both 
parties,  shall  be  construed  to  be  a  waiver  of  the  provisions  of  this  contract,  which  require  a  written 
order  for,  or  the  fixing  by  written  agreement  or  decision  of  a  price  for.  any  alteration  from  the  said 
plans  and  specifications;  and  further  expressly  agree  that' the  making  of  any  alterations  without  a 
written  agreement  fixing  the  allowance  to  be  made  therefor,  shall  be  taken  to  be  an  express  agreement 
that  the  aggregate  price  shall  not  be  changed  at  all  in  consequence  of  such  alteration. 


B  RO  K  E  R'S   C  Y  C  LP  P  E  D  I  A  235 

8.  The  said  employer  reserves  the  right  to  appoint  a  superintendent,  or  inspector,  of  this  im- 
provement, and  it  is  expressly  stipulated  and  agreed  that  no  claim  shall  be  made,  or  suit  brought  for 
any  sum  due,  or  claimed  to  be  due,  for  said  improvement,  unless  upon  certificate  of  the  said  superin- 
tendent, or  inspector,  that  the  improvement  has  been  made  in  strict  accordance  with  the  contract  and 
plans  and  specifications,  or  such  alterations  as  may  have  been  made  therein  in  accordance  with  the 
stipulations  of  this  contract. 

9.  Said  parties  further  stipulate  that,  upon  the  failure  by  the  contractor  to  proceed  with  said 
improvement  to  the  satisfaction  of  the  employer,  so  as  to  secure  the  completion  of  the  improvement 
within  the  sitpulated  time,  or  upon  his  failure  to  comply  with  the  requirements  of  this  contract,  it  shall 
be  lawful  for  the  employer,  after  giving  ten  days'  written  notice  of  his  intention  so  to  do,  to  be  served 
upon  the  contractor  (or  either  of  them,  if  there  be  more  than  one),  or  left  at  his  or  their  last  usual 
place  of  abode,  either,  first,  to  complete  said  improvement,  by  contract  or  days'  work,  at  the  expense 
of  the  said  party  of  the  second  part,  and  to  be  recovered  from  saidcontractor  and  his  sureties  the  addi- 
tional expense  thereby  incurred,  if  any,  over  the  amount  due  according  to  this  contract,  or,  second, 
at  the  option  of  the  employer,  to  entirely  avoid  the  contract,  and  bring  suit  at  once  against  said  con- 
tractor and  his  sureties  for  the  damages  occasioned  thereby,  in  which  latter  case,  all  work  done,  and 
materials  on  the  ground,  are  to  become  the  property  of  the  employer,  without  any  further  payment. 

10.  The  said  employer  agrees,  upon  the  production  of  the  certificate  of  the  superintendent  or 
inspector,  to  pay  for  the  full  and  entire  completion  of  the  said  improvement  in  accordance  with  the 
plans  and  specifications,  the  contract  price  above  stipulated,  with  such  additions  or  deductions  as  may 
be  fixed  by  written  agreement  or  decision  as  above  stipulated,  or  may  be  due  as  liquidated  damages 
for  delay  as  above  agreed,  and  no  more.     The  payment  to  be  made  in  the  following  manner: 

Five  thousand  dollars  to  be  paid  when  the  brick  work  is  complete,  and  five  thousand  dollars 
when  the  building  is  complete  according  to  the  plans  and  specifications. 

In  witness  whereof,  the  said  parties  have  hereunto  set  their  hands  this  tenth  day  of  February, 

nineteen  hundred  and 

Attest 

An  agreement  of  this  kind  must  be  made  out  as  follows: 

First.  A  drawing  should  be  made,  showing  the  dimensions  of  the  house,  the  thickness  of  the 
walls,  the  height  of  eacn  story,  the  dimensions  of  each  room,  the  doors,  windows,  fire-places,  clothes 
presses,  pantries,  sinks,  etc.,  etc. 

Second.     Specifications  of  all  the  work,  and  the  mode  in  which  it  is  to  be  done. 

Third.     The  agreement  between  the  builder,  carpenter,  etc.,  and  the  employer. 

The  drawing  cannot  be  given  here. 

SPECIFICATIONS. 

No.  1.     Specifications  for  digging  the  cellar  of  a  house;  a  drawing  of  which  is  hereunto  annexed: 

The  cellar  to  be  dug  out  three  feet,  each  way,  larger  than  the  dimensions  of  the  buildings 
(so  that  the  mason  can  conveniently  face  and  plumb  the  outer  side  of  the  wall  from  the  foundation). 

If  there  are  any  soft  parts  in  the  ground  above  the  lines  of  the  fotmdation,  trenches,  shall  be  cut 
through  these  parts,  for  the  footings  of  the  walls,  to  a  suflicient  depth  to  insure  a  proper  foundation. 

The  bottom  of  the  cellar  to  be  dug  out  five  feet  below  the  surface  at  the  northeast  corner 
thereof,  and  the  same  to  be  trimmed  and  worked  smooth  and  level  throughout. 

The  surplus  earth  to  be  smoothly  spread  around  the  building,  within  thirty  feet  thereof,  and  as 
may  direct. 

The  stone  from  the  cellar  to  be  removed  and  piled  up  thirty  feet  from  the  cellar. 

No.  2.  Specification  of  the  mason  work  for  the  cellar  of  a  dwelling  house;  the  drawing  of  which 
is  hereunto  annxed: 

The  stone  to  be  squared  at  the  ends,  flushed  in  mortar. 

The  wall  faced  on  both  sides,  eighteen  inches  thick,  seven  feet  high  from  the  surface  of  the  cellar, 
laid  in  good  mortar,  well  tempered. 

The  mason  to  find  tenders. 

Sand  to  be  sifted  through  a  screen  whose  wires  shall  be  at  equal  distances,  and  not  less  than  thirty 
in  every  foot  in  breadth. 

The  window  and  door  frames  to  be  properly  bedded  and  pointed  in  good  mortar,  and  the  sills 
underpinned. 

Side  walls,  with  stone  steps  of  six  inches  rise  to  each  step,  to  be  built  at  the  cellar  doors. 

The  openings  in  the  wall  to  be  estimated  and  paid  for  as  solid  wall. 

The  corners  to  be  estimated  by  measuring  the  whole  length  of  the  wall  on  each  side. 

No.  3.  Specifications  of  bricklayer's  work  for  a  dwelling  house  the  drawing  of  which  is  hereunto 
annexed:  ... 

The  outer  walls  to  be  built  thirteen  inches,  and  the  partition  walls  nine  inches  thick. 

The  hardest  and  best  burnt  brick  to  be  laid  to  the  weather,  and  selected  ol  a  uniform  color. 

The  side  fronting  the  street  to  be  laid  in  Flemish  bond;  the  whole  laid  and  flushed  solid  (the  joints 
filled  up)  in  mortar,  with  the  apertures  and  of  the  heights,  however,  as  specified  in  'the  drawings. 

The  mortar  to  be  composed  of  the  best  well-burnt  lime,  and  clean,  sharp  sand  well  tempered,  and 
sifted  through  a  screen  whose  wires  shall  be  at  equal  distances,  and  not  less  than  thirty  in  every  foot 
in  breadth. 


236  T  H  E   RE  A  L  EST  AT  E 

Fluid  mortar  shall  be  poured  into  the  middle  joints,  made  with  hot  lime  and  sand. 

Arches  to  be  turned,  to  support  the  hearths  and  chimneys. 

The  hearths  to  be  laid,  and  the  bricks  of  the  hearths,  jambs,  and  breasts  to  be  rubbed  smooth. 

All  the  flues  to  be  fourteen  inches  square  in  the  clear,  and  drawn  in  above  the  fire-place  to  the 
proper  size,  and  then  carried  up  of  a  uniform  opening,  and  plastered  throughout  with  mortar  mixed 
with 

An  oven  to  be  built  in  the  kitchen. 

All  the  window  and  door  f»ames  to  be  properly  bedded  in  mortar,  and  the  stone  sills  underpinned. 

The  walls  to  be  carried  up  in  an  upright,  substantial  and  workmanlike  manner. 

Wooden  bricks  to  be  fixed  into  the  wall,  and  put  holes  to  be  filled  up. 

To  find  tenders,  all  the  ropes,  ladders,  boards,  tackle  and  workmanship. 

In  estimating  the  work  and  price  per  thousand  to  be  paid,  all  holes  and  apertures  to  be  deducted, 
and  corners  to  be  measured  but  once. 

4.  Specification  of  carpenter's  and  joiner's  work  upon  a  brick  house,  a  drawing  of  which  is  here- 
unto annexed : 

To  prepare  from  time  to  time,  as  wanted,  all  lintels  and  wooden  brick;  and  to  put  up  the  joists, 
etc.,  from  time  to  time,  when  the  walls  or  brick  work  is  ready  to  receive  them. 

To  square,  frame,  and  put  in  all  girders,  joists,  trimmers,  studding,  rafters,  and  all  other  timbers 
proper  and  necessary  for  the  said  house,  and  reference  being  had  to  the  dimensions,  etc.,  mentioned 
in  the  said  drawing. 

The  joists  to  be  eighteen  inches  apart,  and  framed  into  the  girders. 

Rafters  eighteen  inches  apart. 

To  be  shingled  with  joint  shingles,  four  inches  to  the  w^eather. 

Gutter  made  in  cornice,  solid  timber. 

Facia  and  plain  cornice  with  bed  mold,  returns,  covered,  etc. 

The  window  frames  in  the  cellar  to  be  made  of  scantling,  with  bars  and  rabbeted  for  sash  and 
sashed. 

Trap  doors  to  cellar  to  be  grooved  and  planed  on  both  sides,  with  cheeks  framed. 

AU  other  door  frames  for  outsid  eto  be  of  two-inch  oak  plank  planed,  bed  on  edge,  rabbeted;  done 
in  best  manner. 

Window  frames  two-inch  oak,  planed,  with  sash  and  shutter  rabbets;  molding  in  front. 

Sash  to  be  for  twelve  lights,  12  x  6  glass,  oval,  and  to  be  fitted,  etc. 

Venetian  shutters  for  all  the  windows  (except  those  in  cellar),  made  of  one  and  one-half  inch 
plank;  the  blinds  to  be  morticed  in  the  frame;  bead  on  edge  of  frame,  mitered. 

The  doors  and  windows  in  the  room  marked  A  on  the  drawing  hereunto  annexed,  to  be  finished 
with  plain  pilasters  of  two-inch  plank  six  inches  wide,  with  plinths  and  sub-plinths,  and  washboard  to 
correspond. 

The  doors  to  be  six  panels,  raised  on  both  sides,  with  mouldings  sprigged  on. 

The  stairs  from  cellar  to  first  floor,  and  garret  stairs,  to  be  plain  and  planed ;  the  stairs  from  first 
to  second  to  be  six  and  a  half  inches  rise  for  each  step,  scotia  under  nosing,  plain  bracketed,  dog  leg 
stairs. 

The  mantel  in  the  room,  marked  A  on  the  drawing  hereto  annexed,  to  be  finished  with  Ionic  col- 
umns and  capitals,  with  heavy  plain  cornice,  etc.,  to  correspond. 

The  mantels  in  the  other  rooms  to  correspond  with  the  finish  above  described. 

Steps,  with  platform  and  handrailing,  for  the  outside  doors,  to  correspond  with  the  finish  above 
described. 

Steps,  with  platform  and  handrailing,  for  the  outside  doors,  to  correspond  with  the  stairs  from 
first  to  second  floor  above  described. 

The  closets  marked  on  the  drawing  hereunto  annexed,  to  be  finished  with  shelves  planed  on  both 
sides,  and  panel  doors,  raised  on  outside. 

Pantry  in  kitchen  to  be  finished  with  shelves  and  two  large  drawers. 

The  floors  to  be  plowed  and  tongued,  secret  nailed,  and  not  exceeding  six  inches  wide. 

Sink  water-tight,  six  feet  by  four,  with  spout,  etc.,  for  kitchen. 

The  sides  of  the  rooms  that  are  made  of  brick  walls,  to  have  wedges  inserted  between  the  bricks 
and  upright  strips  of  waste  boards  nailed  thereon,  ten  inches  apart,  to  receive  the  lath. 

To  do  all  the  other  carpenter's  and  joiner's  work  in  and  about  said  dwelling,  not  herein,  nor  in 
said  drawing  mentioned,  which  may  be  necessary  to  finish  and  complete  the  wood  work  in  and  about 
said  dwelling,  to  the  turning  of  the  door  keys. 

All  the  said  work  to  be  in  a  good  and  workmanlike  manner. 

19.    Contract  for  the  Sale  of  Real  Estate. 

This  agreement,  made  and  entered  into  at this  second  day  of 

January,  nineteen  hundred  and by  and  between (1) county  of 

and  state  of 


BROKER'S  CYCLOPEDIA 


237 


WITNESSETH:     That  the  said   (2) .' hath  sold,  and  doth  agree  to  convey[^in 

fee  simple  unto  said (3) his  heirs  and  assigns  forever,  by  a  good  and  sufficient  deed 

of  general  warranty,  on  or  before  the  first  day  of  February,  nineteen  hundred  and  ....  (upon  the  punct- 
ual payment  by  said (3) of  the  consideration  money  hereinafter  mentioned),  the 

following  premises,  situated  in and  bounded  and  described  as  follows: 

(Here  describe  the  premises  as  in  a  deed),  together  with  all  the  privileges  and  appurtenances  to 
the  same  belonging,  and  all  the  rents,  issues  and  profits  thereof. 

And  the  said (2) .  . '. for  himself,  and  for  his  heirs,  executors,  administrators,  at d 

assigns,  does  covenant  and  agree  to  and  with (3) his  heirs  and  assigns,  that  he  will 

pay  to  the  said (2) his  heirs  or  assigns,  the  sum  of  $6,000,  the  consideration  irocey 

for  said  premises,  in  the  manner  following: 

$2,000  at  the  time  the  said (2) shall  execute  a  good  and  sufficient  deed  of  general 

warranty;  $2,000  in  one  year;  and  $2,000  in  two  years  thereafter,  the  same  to  be  secured  by  notes  and 
mortgage  on  the  premises. 

All  assessments  and  taxes  that  now  are  or  may  hereafter  be  levied  or  assessed  on  said  premises, 
are  to  be  paid  in  the  manner  following: 

All  assessments  levied  hereafter  to  be  paid  by  the  said (3) 

The  said (2) to  pay  the  taxes  due  and  payable  June,  nineteen  hundred  and  . .  .  , 

The  said (2) hereby  agrees  that  the  said (3) shall  enter  into* 

possession  of  said  premises  on  the day  of nineteen  hundred  and < 

to  use  and  improve  as  his  own,  in  a  good  and  husbandlike  manner. 

It  is  understood  and  agreed  by  and  between  the  parties  to  this  agreement,  that  if  the  said 

(3) fail  to  pay  the  said  consideration  money,  or  the  assessments  or  taxes  as  herein  stipulated, 

then  this  agreement  is  to  be  void  as  it  regards  the  said (2) at  his  option. 

In  testimony  whereof  the  said (2) and (3) have  hereunto  set 

their  hands  and  seals,  the  day  and  year  first  above  written. 

Signed  and  sealed  in  presence  of  us  (Seal) 

(Seal) 


(1)  Insert  names  of  Seller  and  Buyer. 

(2)  Insert  name  of  Seller. 

(3)  Insert  name  of  Buyer. 


Texas  Land  Measure. 

(Also  used  in  Mexico,  New  Mexico,  Arizona,  and  California.) 


26,000,000  square  varas  (square  of  5,099 

1,000,000  square  varas  (square  of  1.000 

25,000.000  square  varas  (square  of  6,000 

12,500.000  square  varas  (square  of  3.635.5 

8.333.333  square  varas  (square  of  2.886.7 

6,250,000  square  varas  (square  of  2,500 

7,225.600  square  varas  (square  of  2,688 

3,612,800  square  varas  (square  of  1.900.8 

1,806,400  square  varas  (square  of  1.344 

903.200  square  varas  (square  of     950.44 

451,600  square  varas  (square  of     672 

225.800  square  varas  (square  of     475 
6,645,376    square  varas  (square  of       75.137 


varas)  =  1  league  and  1  labor  = 

varas)  =  1  labor 

varas)  =  1  league  = 

varas)  =  J  league  = 

varas)  =  i  league  = 

varas)  =  i  league  = 

varas)  = 

varas)  =  1  section  = 

varas)  =  i  section  = 

varas)  =  i  section  = 

varas)  =  i  section  = 

varas)  =  1-16  section  = 

varas)  =  4,840  square  yards      = 


4,605.5 

acres 

177.136 

acres. 

4.428.4 

acres; 

2.214.2 

acres. 

1.476.13 

acres. 

1,107.1 

acres. 

1,280 

acres. 

640 

acres. 

320 

acres. 

160 

acres. 

80 

acres. 

40 

acres. 

1 

acres. 

To  find  the  number  of  acres  in  any  number  of  square  varas.  multiply  the  latter  by  177  (or  to  be 
more  exact,  by  177  i.)  and  cut  off  six  decimals. 

1  vara  =331  inches.  1,900.8  varas  =  1  mile. 


238 THE   REAL   ESTATE 

CHAPTER  VIII. 

Real  Estate  Advertisements. 

1 — Original   Thought  is   not  a  Crime.      Real  Estate  Advertisement.) 
(An  advertisement  for  getting  new  busi-  10— Plaintiff's  Testimony.     (A  Real  Es- 

ness.)  tate   Advertisement). 

.A^^^^f^^T^"'^•^''^"'?^    "'''"^-  ll-One  Hundred  Reasons.     (A  Real 

(A  Real  Estate  Advertisement )  Estate  Advertisement). 

3 — Advice   to   Farmers.     (A   Real    Es-  .^      t^     i  t-  .  .    r,.    ,  •         t^     ,  ^ 

tate  Advertisement)  ^^~  ^^^^  Estate  Phobia  vs  Real  Estate 

4_Where  to  Build  a  Home.     (A  Real  ^^t^^-     (A  Real  Estate  Advertisement). 
Estate  Advertisement).  13— A  Young-Man-afraid-of-an-Invest- 

5-A  Suburban  Home.     (A   Real   Es-  "^^Z"     ^^  ^^^^  Estate  Advertisement), 

tate  Advertisement).  t^  ^^~  .  ?    ^^^'^    Residence.     (A    Real 

6— What  your  Wife  will  say.     (A  Real  Estate  Advertisement). 
Estate  Advertisement.)                                   '        15 — A  vStuceo  Residence.     (A  Real  Es- 

7— A  Rent  Payer  49  years.     (A  Real  tate  Advertisement.) 
Estate  Advertisement.)  16 — ^Just  one  Home.     (A  Real  Estate 

8— How  Money  Grows.     (Real  Estate  Advertisement), 
talk).  17 — Own  .  a    Home.     '^A    Real    Estate 

9 — How  a   Dollar  Bill  will  grow.     (A  Advertisement). 

ORIGINAL  THOUGHT  IS  NOT  A  CRIME. 

(a  Real  Estate  Advertisement 
For  getting  new  business.) 
ORIGINAL. 
Every  man  with  a  new  idea  should  be  thankful  that  it  is  not-   a  crime  to  create  a  new  idea. 
No  man  can  estimate  how  much  the  world  has  lost  by  the  innate  tendency  in  human  nature 
to  reject  everything  that  is  new. 

THOUGHT. 
1  have  a  new  idea!     That  is,   I  have  a  new  plan  of  selling  Real  Estate.     I  fully^^realize 
that  I  am  "up  against"  a  mass  of  indifference;  I  fully  anticipate  that  a  few     will     say  "funny," 
some  "ridiculous,"  others  "impracticable,"  "he's  a  joke,"   "impossible,"  "preposterous,"  "nonsense," 
and  others  will  say  "prove  it." 

IS 
"Prove  it!"     To  the  man  who  says  "prove  it"  is  my  man — He's  the  gentleman  I'm  inter- 
ested in — I'll  not  only  prove  with  argument  but  with  cold  red  blooded  facts.     It's  my  purpose  and 
aim  to  attract,  interest  and  convince  that  man  that  my  new  idea  is  the  "Right  Kind"  of  a  method 
used  in  selling  his  Real  Estate. 

NOT. 
I   will  convince  that  man   that  my  plan  is  original  and  entirely  different  from   the   con- 
ventional and  stereotyped  methods  in  vogue  in  Real  Estate  Publicity.     My  plan  is  a  message  that 
every  owner  of  Real  Estate  who  has  property  for  sale  should  hear,  consider  and  investigate. 

A 
Methods  of  selling  change  in  every  line  of  merchandise — old  plans  are  being  discarded — 
new  plans  formulated — why  shouldn't  the  Real  Estate  fraternity  change  their  plans?  Why  shouldn't 
a  Real  Estate  Broker  create  new  ideas?  The  man  with  a  new  idea  must  not  expect  every  owner 
of  Real  Estate  to  agree  with  him  that  his  plan  is  feasible — practical,  and  that  it  will  be  success- 
ful—NO! 

CRIME. 
The  second  paragraph  of  this  "ad"  reads,  "I  have  a  new  idea."     That  means  the  writer 
whose  name  you'll  find  below  has  a  new  idea  how  to  sell  Real  Estate.     I  am  fully  prepared — "Fore- 
armed."    I  anticipate  that  not  a  single  person    will    be    interested  in  my  plan  at  first  but  that  I 
am    going  to  MAKE  some  peison  interested  later  on. 

Knowing  these  difficulties  I  am  prepared  to  conquer- — I  will  reach  for  men  with  open  minds — 
I  will  not  only  reach  for  them  but  get  hold  of  them  and  convince  them  that  I  can  sell  their  real  estate. 
I  am  at  your  command. 

Special  Agent. 


BROKER'S   CYCLOPEDIA 


239 


2.  Description  of  a  "Gentle= 
man's  Suburban  Home." 

(A    Real    Estate    Advertisement.) 

Just  outside  the  city  limits. 

On  direct,  through  electric  line. 

Just  30  minutes  from  Post- 
Office. 

Three     full     acres. 

Improved  artistically. 

New  modern  buildings. 

Home  with  every  convenience. 

Nothing  omitted. 

Large   well   shaded   porches. 

Verandas  on  all  sides. 

House  and  barn  painted. 

Out  buildings  of  latest  designs. 

Arbors  and  fences. 

Best   style — best    finish. 

Cement  walks  (flower  lined). 

Velvety  lawns  on  the  sloping 
hill  side. 

Here  and  there  a  great  tall 
spreading  elm. 

Sycamores  that  add  grandeur 
to  the  place. 

The  wooded  dale. 

Cool  shaded  brook. 

Reservoir  stocked  with  fish  in 
variety. 

The  rustic-foot-bridge  from 
Bank  to  Bower. 

A  restful  place. 

Where  you  will  want  to  linger. 

3.  Advice  to  Farmers. 

(A    Real    Estate    Advertisement.) 

Some  day  you  will  be  old. 

Some  day  you  wont  be  able  to 
work  as  now. 

Some  day  that  income  of  yours 
wont  be  as  ample  as  it  is  to-day. 

Some  day  those  strong  hands  of 
yours  won't  be  so  strong. 

Some  day  those  husky  boys  of 
yours  will  be  married  and  gone. 


Some  day  there  will  be  a  vacant 
chair  and  you  and  mother  will  be 
alone. 

Some  day,  yes  certainly  some 
day,  wouldn't  it  be  nice  to  have  a 
little  ten  acre  tract  of  land,  with  a 
cottage  among  the  trees,  the  trees 
full  of  happy  singing  birds,  a 
pretty  little  garden,  a  fine  big 
orchard,  with  trees  that  are  heavy 
with  luscious  fruit? 

Some  day  don't  you  want  a 
home  like  this  in  the  country? 

Some  day  don't  you  want  to 
live  where  there  are  no  extremes 
of  heat  and  cold? 

Some  day  don't  you  want  a 
home  where  your  neighbors  are 
good? 

Some  day  don't  you  want  a 
home  where  your  neighbors  are 
honest? 

Some  day  don't  you  want  a 
home  where  you  will  have  lots  of 
friends? 

Some  day  don't  you  .want  a 
home  that  will  make  you  inde- 
pendent for  life? 

Some  day  don't  you  want  a 
home  where  nature's  own  sun- 
shine and  copious  rains  bring 
forth  the  fruit? 

4.    Where  to  Build  a  Home. 

(A    Real    Estate    Advertisement.) 

The  place  to  build  a  home. 

Where  health  and  happiness  go 
hand  in  hand. 

Where  it  is  ten  degrees  cooler  in 
summer  than  in  the  city. 

Where  you  may  own  a  summer 
home  at  small  cost. 

Where  drinking  water  is  good. 

Where  taxes  are  light. 

Where  housekeeping  is  a  pleas, 
ure. 


240 


THE  REAL  ESTATE 


Where  the  appearance  of  a 
dress  suit  would  cause  an  alarm. 

Where  the  appearance  of  a  silk 
hat  would  cause  criticism. 

Where  it  is  good  for  your  family 
physically. 

Where  the  children  are  always 
well  and  happy. 

Where  the  children  keep  busy 
and  always  clean. 

Where  there  is  no  dust,  the 
greatest  conveyor  of  disease  germs. 

Where  deep  breathing  is  a  de- 
light. 

Where  the  atmosphere  is  used. 


Where  the  picturesque  views  of 
the  surroundings  at  once  rest  weary 
eyes,  and  tired  brain. 

Where  there  is  no  hay-fever. 

Where  there  is  no  malaria. 

Where  there  is  no  typhoid. 

Where  there  is  no  dyspepsia. 

Where  physicians  love  to  go  on 
their  vacations  because  there  is 
nothing  for  them  to  do. 

Where  country  dinners  improve 
the  health,  and  reduces  the  living 
expense. 

Where  if  you  buy  now  you  make 
money  quickly. 


5. 


Suburban  Home. 


(A  Ileal  Estate  Advertisement.) 
A  SUBSTANTIAL  SUBURBAN  RESIDENCE. 
A  MODERN  HOME  IS  BEING  OFFERED  STRICTLY  ON  ITS  MERITS. 

This  home  is  located  where  the  city  and  country  have  lost  their  dividing  line. 

This  home  is  located  where  the  attractions  of  both  city  and  country  abound. 

This  home  was  built  to  be  inherited  by  generations  to  come. 

This  home  combines  grace  and  picturesque  features. 

This  is  a  home  where  the  front,  side  and  back  lawns  insure  plenty  of  sunshine  and  pure^air. 

This  is  a  home  where  the  appearance  in  the  rear  harmonizes  with  the  front. 

This  is  a  home  where  no  part  of  construction  has  been  cheapened. 

This  is  a  home  where  the  door-ways  are  broad  and  spacious. 

This  is  a  home  where  the  stair-way  is  a  delight  to  look  upon,  and  lavatory  very  conven- 
iently located. 

■  This  is  a  home  with  a  kitchen  designed  with  masterly  conceptions  of  convenience. 

This  is  a  home  that  is  easily  and  properly  ventilated. 

This  is  a  home  where  every  room  has  spacious  closets. 

This  home  has  electricity  throughout. 

This  home  has  hardwood  floors. 

This  home  has  a  servant's  room  with  a  large  closet. 

This  home  has  five  bed  rooms. 

This  home  has  large  porches. 

This  home  has  an  attractive  dining-room. 

This  home  has  a  very  pretty  music  room  (living  room.) 

This  is  a  home  where  the  whole  effect  is  charming. 

This  home  is  modem  in  every  respect. 

This  is  a  home  where  you  can  enjoy  the  cool  breezes  from  the  beautiful  shade  trees  sur- 
rounding. 

Plenty  of  fruit  trees,  and  the  grounds  are  one-hundred  by  four-hundred  feet  fronting  on 
one  of  the  best  car-lines  leading  out  of 

This  home  is  suitable  for  a  family  who  loves  suburban  life. 

This  home  is  suitable  for  a  family  who  wants  a  home  where  the  trees  are  more  pleasing 
than  walls  of  brick. 

This  home  is  suitable  for  a  family  who  want  a  home  where  the  oaks  and  elms  are  more  fas- 
cinating than  steeples  and  chimneys. 

This  home  is  suitable  for  a  family  who  want  a  home  where  they  can  see  the  rising  and  set- 
ting sun. 

This  home  is  suitable  for  a  family  who  want  to  become  acquainted  with  the  stars  and  clouds. 
This  home  is  suitable  for  a  family  who  want  the  constellations  as  their  friends. 
This  home  is  suitable  for  a  family  who  loves  to  hear  the  patter  of  the  rain  drops  on  the 
roof. 


BROKER'S  CYCLOPEDIA 


241 


This  home  is  suitable  for  a  family  who  love  to  listen  to  the  rhythm  of  the  sighing  winds. 
This  home  is  suitable  for  a  family  where  they  are  awakened  by  the  resurrection  called 


Spring. 


This  is  a  home  where  every  view  is  a  landscape. 

This  home  is  suitable  for  those  who  find  delight  in  nature,  and  those  who  find  pleasure  in 
a  pretty  lawn,  a  garden  of  api>etency,  blooming  flowers,  dense  foliage,  pure  air  and  freedom. 

The  price  is'$ terms  can  be  made  to  suit  the  purchaser. 

There  are  many  other  points  of  interest  about  this  home  to  tell  you,  therefore  if  you  are 

interested  in  the  purchase  of  a  $ home  substantially  constructed,  conveniently  arranged, 

with  a  superb  location  in  one  of  the  exclusive  suburban  residence  sections  of then    it 

will  pay  you  to  see  your  own  Real  Estate  Broker,  or  telephone Special  Agent. 


6.  What  Your  Wife  Will  Say. 

(A    Real    Estate    Advertisement.) 

She  will  say,  "Buy  a  home 
because  it  has  such  a  beautiful 
locatiou. 

She  will  say,  "Buy  a  home 
because  it  is  so  near  town" 

She  will  say,  "Buy  a  home  be- 
cause it  is  in  such  a  good  neighbor- 
hood. 

She  will  say,  "Buy  a  home  be- 
cause there  will  be  such  good  in- 
fluences for  the  children. 

She  will  say,  "Buy  a  home  be- 
cause there  are  so  many  beautiful 
trees,  and  I  dearly  love  nature." 

She  will  say,  "Buy  a  home  that 
will  have  telephone  and  electric- 
service. 

She  will  say,  "Buy  a  home  where 
the  building  restrictions  insure 
pretty  homes  all  around  us. 

She  will  say,  "Buy  a  home  sur- 
rounded with  all  the  conveniences. 

Cut  the  rent  knot. 

7.  A  Rent  Payer  for  49  Years. 

(A    Real    Estate    Advertisement.) 

49  YEARS. 

The  man  who  pays  rent  for  49 
years  pays  for  the  house  he  lives  in 
seven  times. 

SEVEN  TIMES. 

And  don't  own  a  nail  or  a  shingle 
in  the  house — nothing  but  a  stack 


of  worthless  rent  receipts. 
Mr.  Rentpayer. 


Did  you  ever  stop  to  consider 
that  you  are  paying  for  the  house 
you  live  in  every  seven  years? 
Figure  it  up  some  night  after  sup- 
per— you'll  be  surprised. 

HOW  TO  STOP  IT. 

Begin  today  and  save  $1.00  a 
week,  or  more,  if  you  can.     Invest 

it  in  a  home  site  at 

....  "up  where  the  sun  shines."  In 
three  years  your  lot  is  paid  for.  In 
seven  years  from  that  time  your 
home  is  paid  for. 

JUST  LIKE  RENT. 

That's  all  there  is  to  it.  The 
time  to  begin  is  just  now.  Had 
you  started  10  years  ago,  today 
you  would  be  living  in  a  home  of 
your  own. 

$120 

Buys  a  lot  40  x  120  feet  at  $2.10 
down  and  $1.00  a  week.  Then 
you  get  4  per  cent  interest  on  your 
payments,  which  helps  pay  for 
your  lot  in  three  years.  There  are 
less  than 

TWO  HUNDRED 

Out  of  1515  building  sites  from 
which  to  make  your  selection,  but 
plenty  of  good  and  desirable  loca- 
tions. Go  out  some  afternoon 
this  week. 


242 THE   REAL   ESTATE 

8.  Real  Estate  Talk. 

"HOW  MONEY  GROWS." 
The  aim  of  this  message  is  to  give  you  a  few  facts  and  FIGURES  concerning  the  rapid 
growth  of  money  when  planted  and  invested  SAFELY,  Wisely  and  regularly,  and  to  set  forth__a 
number  of  undisputed  FACTS  that  should  interest  you,  taking  it  for  grapted,  that  you  have  a 
desire  to  make  the  money  you  have  saved  and  the  MONEY  you  are  saving  now,  bring  you  the 
largest  returns  consistent  with  absolute  safety.         Viz. 

(1)  SAVING. 

(2)  INVESTING. 

(3)  A  HOME  OF  YOUR  OWN. 

You  can  easily  be  more  prosperous  if  you  will  consider  fbr  a  few  moments  "HOW  MONEY 
GROWS".     You  can  also  be  much  more  saving. 

Mark  Twain  once  said  that  "The  lack  of  money  was  the  root  of  all  evil."  If  that  be  true, 
then  a  good  remedy  for  this  evil  would  be  plenty  of  money. 

The  greatest  desire  among  the  majority  of  people  to-day  is  the  PILING  up  of  money — the 
accumulation  of  gold  and  silver. 

The  nrst  step  toward  successful  accumulation  of  money  is  "BEGIN  TO  SAVE"  and  then 
watch  its  steady  growth  which  will  act  as  a  stimulus  to  your  saving  and  make  it  much  more  in- 
teresting. 

You  ntust  dismiss  the  thought  from  your  mind  at  once  that  to  make  money,  it  is  not  at 
all  necessary  to  have  a  BANK  ROLL  to  start  with. 

The  secret  of  making  money  is  to  save  your  money,  then  invest  it  where  it  will  grow. 

No  amount  is  too  small  to  save. 

Save  the  PENNIES  DOLLARS  will  save  themselves. 

Don't  think  now,  that  saving  alone  is  going  to  make  you  rich — you  must  invest  as  well 
as  save — you  must  invest  or  plant  your  SAVINGS  where  they'll  grow. 

Begin  by  saving  your  PENNIES,  then  your  nickels,  then  your  dimes,  then  your  Quarters, 
then  your  half-dollars  and  see  how  quickly  your  DOLLARS  will  save  themselves. 

The  i^-KV  to  wealth  is  to  SAVE  and  then  put  your  savings  to  work. 

"SAVINGS  BANKS"  are  a  God-send  to  every  wage-earner  because  they  encourage  thrift 
and  frugality. 

But,  Listen!  You  are  now  interested  in  something  much  better  than  &ny  "SAVINGS 
BANK"— however,  based  on  the  "HOME  SAVINGS  BANK"    5%  idea. 

You  are  interested  in  something  just  as  safe  as  GOVERNMENT  BONDS  and  safer  than 
NATIONAL  BANKS. 

You  are  NOW  interested  in  planting  or  investing  your  savings  where  they'll  GROW. 

This  MESSAGE  to  you  is  not  only  to  encourage  the  "SAVINGS  BANK"  habit  but  to  im- 
press deeply  upon  your  mind  that  there  is  still  a  much  BETTER  plan  and  a  much  better  place 
than  the  Savings  Bank  to  plant  your  savings  and  with  absolute  safety. 

NOTE  THE  DIFFERENCE. 

The  majority  of  Savings  Banks  pay  you  3%  interest — a  few  4%.     That's  all. 

Putting  your  savings  in  a  Savings  Bank  they  must  work  for  others. 

Investing  your  savings  where  the  principal  is  sure  to  double — your  savings  are  working 
for  you  (yourseli.J 

How  aoes  money  grow  "When  Planted  in  Real  Estate?"  One  illustration:  You  plant  $100,00 
in-  a  "Savings  Bank"  account  on  Ledger  folio  767.  On  page  768  there  is  an  account  planted  by 
your  nearest  neignbor  of  j(>200,00. 

Does  your  neighbors  account  on  page  768  increase  the  value  of  your  account  on  page  767  ? 
The  answer  is  nol  But  you  plant  J5200.in  two  lots  in  (The  "Home  Savings  Bank"  Home  Sites)  and 
your  neignbor  comes  along  and  plants  ;^1700  in  a  home  on  his  lot  adjoining.  What  effect  has  his 
{51700  investment  on  your  J>200  already  planted?  Does  it  increase  the  value  of  your  investment ?  It 
surely  does!      Tae  diiference  speaics  for  itself. 

Start  a  SAVINGS  ACCOUNT  in  (The  "Home  Savings  Bank"  Home  Sites)  and  plant  your 
savings  regularly  and  "watch  'em  grow." 

Remember  SAVING  and  planting  money,  every  penny  counts,  and  the  most  essential 
fact  you  must  constantly  keep  in  mind  about  money  growing  is  that  it  will  not  grow  unless  it  is 
first  SAVED  and  tnen  planted,  and  don't  fail  to  plant  it  regularly. 

Planting  your  savings  in  a  "Savings  Bank"  is  good — but  planting  and  investing  your 
savings  (The  "Home  Savings  Bank"  Home  Sites)  where  your  principal  is  sure  to  double  in  value 
is  MUCH  BETTER. 

Put  your  savings  to  work  and  make  them  do  something  for  yourself. 

"Savings  Banks" — mean  'Let  your  savings  work  exclusively  for  others'. 

Investing  or  planting  your  savings  in  (The  "Home  Savings  Bank"  Home  Sites)  where  they'll 
grow,  means  that  your  SAVINGS  will  work  exclusively  for  you. 

Think  it  over! 

Interest  upon  Interest  makes  your  money  grow  rapidly. 

Money  grows  better  out-doors. 


BROKER'S   CYCLOPEDIA  243 

9.  How  a  Dollar  Bill  Will  Grow. 

(A  Real  Estate  Advertisement.) 

A  DOLLAR  BILL,  planted  at  4%  interest  for  20  years  amounts  to  $2.19. 
One  dollar  a  week  for  20  years  amounts  to  $30.97. 

One  dollar  a  week  saved  and  planted  at  4%  interest  will  in  20  years  amount  to  $1577.70. 
One  dollar  planted  every   week  regularly  for  30  years  will  become  $58.30.     That  is,  the 
Dollar  Bill  becomes  $58.30  and  52  Dollar  Bills  planted  each  52  weeks  will  become  $3000.00. 

DOLLAR  A  DAY. 
How  many  people  foolishly  spend  $1.00  a  day  every  day  of  their  lives? 
If  you  plant  $1.00  a  day  at  4%  interest  for  10  years  it  will  roll  up  to  $4456.74. 

NOW  YOU  KNOW. 
How  a  Dollar  Bill  will  grow  if  given  a  chance. 

First  thing  to  do  is  to  save  the  Dollar  Bill.     The  next  thing  to  do  is  to  plant  the  Dollar 
Bill  and  plant  it  where  it'll  grow. 

MONEY  GROWS. 

At "Up  where  the  Sun  Snines." 

For  the  next  ten  days  a  Dollar  Bill  secures  any  unsold  lot  on  the  subdivision. 
.  Less  than  150  from  which  to  make  your  selection. 

DOLLAR  DOWN,  DOLLAR  A  WEEK. 
$210.00  lots;  $1.00  down,  $1.00  a  week. 
$360.00  lots;  $1.00  down,  $1.00  a  week. 
$450.00  lots;  $1.00  down,  $1.00  a  week. 
Any  unsold  lot,  $1.00  down,  $1.00  a  week. 
We  pay  you  4%  interest. 
We  pay  your  taxes  for  three  years. 
We  macadamize  your  streets  free. 
We  build  your  cement  sidewalks  free. 
We  plant  your  shade  trees  free. 
Your  investment  sure  to  double  in  value. 

10  DAYS. 
Ten  days  left  for  you  to  get  in  on  this  Dollar  Bill  Growing  contest. 

After  Nov 19 all  unsold  lots  (if  any)  will  be  advanced  25  per  cent  and  taken 

off  the  market  until  next  year,  possibly  year  after.     Don't  delay  a  single  moment.     Go  out  to 

within  the  next  24  hours. 

PIN  A  DOLLAR  BILL  IN  YOUR 
HATBAND. 
■   Plant  it  in  real  estate  and  watch  it  grow. 
Don't  stop  for  cloudy  weather. 
Don't  stop  for  rain. 
Don't  stop  for  mud. 

Go  and  go  now,  because  tomorrow  the  very  lot  you  wanted  may  be     sold  to  the  man  who 
~as  out  to-day. 

Delays  are  mighty  dangerous,  and  at  this  moment  in  this  Dollar  Bill  contest  doubly  so. 
In  fact,  delays  just  now  are  suicidal. 

KEEP  IN   MIND. 
SAVE!     PLANT!     Save  regularly.     Plant  cautiously.  Plant  where  it  is  safe. 

Plant  where  it's  sure  to  double. 

"Up  where  the  sun  shines"  is  the  place,  and  that  now,  just  now,  is  the  time. 
A  SINGLE  DOLLAR  BILL. 
Does  it   all.     Dollar  down  starts   you.     Dollar  a   week      eeps   you   on  the  road  to  a  home  of  your 
own — the  road  to  prosperity,  the  road  to  success. 

$210.00  lots;  $1.00  down,  $1.00  a  week. 
$360.00  lots;  $1.00  down,  $1.00  a  week. 
$450.00  lots;  $1.00  down.  $1.00  a  week. 
Any  unsold  lot,  $1.0?  down,  $1.00  a  week. 

A  DOLLAR  BILL 
Will  grow  if  you  give  it  a  chance. 

Will  you?  Of  course  you  will! 

It's  now  or  never,  and  it's  all  up  to  you. 

Will  you,  or  will  you  not? 

Remember,  the  biggest  profits  come  to  those  who  don't  wait. 


244 THE    REAL  ESTATE 

10.  Plaintiff's  Testimony  All  In. 

AND  SHOULD  CONVINCE  ANY  JURY  TO  BRING  IN  A  VERDICT 
AGAINST  THE  DEFENDANT. 
(A  Real  Estate  Advertisement.) 

No.  16,211.  Salesman  State 

N.  C.  H.  (Plaintiff)  of 

J.  P.  vs.  

PURCHASERS    (Prospective) 
(Defendant.) 

The  case  being  argued  daily  between  SALESMAN  and  PURCHASER  at 

will  possibly  go  to  the  iury  November  1st,  19 The  quest  ion  which  brought  about  the  trial  of 

this  remarkable  case  between  SALESMAN  and  PROSPECTIVE  PURCHASER,  as  follows,  viz; 

WILL  AN  INVESTMENT  IN 

REAL  ESTATE  PAY?     WILL  VALUES  DOUBLE .- 
THE  SALESMAN'S  TESTIMONY. 

On  the day  of 19 in  answer  to  a  telegram,  I  arrived  at • 

"Up  where  the  Sun  Shines,"  coming  from  Pittsburg. 

Of  course,  was  glad  to  see  such  a  pretty  stretch  of  country  and  take  advantage  of  the 
warm  bath  under  the  golden  sun. 

I  discovered  in  a  few  hours  that was  a  300  acre  cornfield  and  was 

going  to  be  developed  into  a  small  city.     The  weeds  were  higher  than  the  com. 

The  fence  rows  hadn'i.  been  cleaned  up  for  a  half  century. 

A  couple  hours  after  my  arrival,  I  found  a  crowd  of  people  gathering;  6  teams  of  mules 

came  on  the  ground  and  plowed  up  and  down  through  one  field  (now  Avenue) 

to  show  the  people  where  they  intended  making  a  street  and  build  cement  sidewalks.  100  lots  were 
sold  riiat  day  from  Blue  Prints — sinee  that  day  to  this  there  has  been  several  miles  of  streets  made — 
several  miles  of  cement  sidewalks  h^id — streets  graded — macadamized  and  shade  trees  planted  and 
nearly  1500  lots  sold. 

31  PEOPLE. 

On  the  the  day  of 19 .' was  owned  by  31 

people,  today  over  one  thousand  people  own Real  Estate. 

Out  of  1.515  lots  offered  for  sale,  less  than  150  unsold  to-day. 

To  be  more  explicit  and  show  you  what  has  been  accomplished,  I  will  outline  what  has 
been  done  at  the  extreme  north  end  of  our  sub-division. 

HERE'S  THE  EVIDENCE. 
THAT  CONVINCES. 

On there  were  69  lots  for  sale  on Avenue. 

To-day  all  sold  but  8. 

Plenty  of  shade  trees  on Avenue,  3  grocery  stores,  one  church, 

one  schoolhouse,  one  business  house  (The  Building  &  Supply  Co.)  one  lumber  company,  one  bakery, 
and  20  dwelling  houses. 

ON  THE OF THERE  WERE  40 

Lots  for  sale  on   Avenue.     Now  they  are  all  sold  but  six,  and  two  new 

residences  on  this  Avenue. 

ON  JUNE THERE  WERE  134 

Lots  on • for  sale.     Now  3  unsold. 

Five  new  residences  on Avenue. 

ON  JUNE THERE  WERE  142 

Lots  for  sale  on Avenue.     Now  2  unsold. 

The  prettiest  avenue  in  the  subdivision,  and  3  new  residences  already  completed. 

ON  JUNE THERE  WERE  28 

Lots  on Avenue  for  sale.         Now  none all  sold. 

This  avenue  faces  the  railroad  and  the  new  car  line  will  wend  its  way  down  this  avenue. 

Two  cement  Block  Factories,  one  concrete  shingle  factory,  two  residences  and  a  grocery 
•tore  already  completed  on Avenue. 

This  avenue  will  be  one  of  the  main  Business  thoroughfares. 

ON  JUNE THERE  WERE  50 

Lots  for  sale  on  Avenue.     Now  6  unsold. 

Main  thoroughfare  through  to 

Catholic  church  site  to  be  given  away  free  on  this  avenue. 

One  new  residence  completed. 


BROKER'S  CYCLOPEDIA 245 

ON  JUNE THERE  WERE  20 

Lots  for  sale  on  Avenue Now  none. 

Every  one  sold. 

One  new  residence  on  this  Avenue. 

ON  JUNE THERE  WERE  20 

Lots  for  sale  on Avenue.     Now  5  unsold. 

Two  new  residences  and  occupied. 

ON  JUNE THERE  WERE  20 

Lots  for  sale  on Avenue.     Now  iust  one  unsold. 

Four  new  houses  on .  .      

1  might  go  on  and  name  every  street  in  the  subdivision  and  give  the  number  of  lots  that 

were  for  sale  on  June and  tell  you  the  number  sold,  but  space  forbids.     Will  sum 

up  in  round  numbers  and  give  you  (Prospective  Purchaser  and  the  jury)  the  benefit  of  the  doubt. 

Out  of  940  lots,  covering  the  south  end  of  our  subdivision  (known  as  Section )  less 

than  150  remain  unsold. 

NEED    I  SAY. 
More — I  needn't;  as  I  candidly  believe  this  case  ought  to  be  taken  from  the  jury  just  now.^but 
I'll  go  on. 

Every  Prospective  Purchaser,  will  admit  and  must  admit,  that  when  the  population  of  any 
city  doubles,  values  in  real  estate  quadruple. 

A  few  months  ago  a  cornfield;  see  it  to-day — weigh  the  testimnoy. 
Inspect  one  street,  then  another. 
See  what  has  been  done. 

Lots  in  Section have  been  advanced  in  price  three  times  siccCj^JuEe 19. . . . 

and  out  of  the  575  lots  in  Section less  than  30  remain  unsold. 

FACTS, 
Burning  facts — the  proof  is  there  staring  you  in  the  face. 
Mile  after  mile  of  cement  sidewalks — miles  of  graded  streets. 
Macadamizing  now  going  on. 

WILL  AN  INVESTMENT  PAY. 
It  can't  help  but  pay. 
It  must  pay. 

Will  values  double?  ' 

They  must  double. 

Nothing  under  the  Shining  Sun  can  prevent  values  from  doubling. 

THIS  CITY. 
Has  been  growing  northward  for  the  last  hundred  years. 
Why? 
Because  it  can't  grow  in  any  other  direction. 

I  LEAVE  FOR 

Tuesday On  Monday the 

fourth  and  last  act  closes — the  curtain  drops. 

Until  that  time,  Monday , 

A  DOLLAR  BILL 
Secures  any  unsold  lot  on  the  subdivision  and  one  Dollar  a  week  pays  for  it. 
If  you  want  to  invest  a  dollar  Bill  where  it  will  be  sure  to  double. 

Go  to within  the  next  24  hours. 

$210  Lots — J51.00  down,  $1.00  a  week. 
$360  Lots — $1.00  down,  $1.00  a  week. 
$450  Lots — $1.00  down,  $1.00  a  week. 
Any  unsold  lot  $1.00  down  and  $1.00  a  week. 

IS  YOUR  COUSIN  ON  THE  JURY? 
If  the  above  evidence  will  not  convince  any  jury  that  it'll  pay  you,  Mr.  Prospective  Pur- 
chaser, to  invest  in  Real  Estate,  then  you  must  have  a  cousin  on  the  jury. 

However,  I'm  willing  to  abide  by  your  own  good  judgment  and  stand  by  your  own  decision 
if  you  only  go  out  and  see  1     Inspect  I     And  Investigate! 

Before  closing,  I  want  to  impress  on  your  mind  that  we  pay  your  taxes  for  three  years. 

We  pay  you  4%  interest. 

We  grade  and  macadam  your  streets  free. 

We  lay  the  cement  sidewalks  free. 

We  plant  the  shade  trees  free. 

WILL  IT  PAY? 
WILL  VALUES  DOUBLE. 
I  will  leave  it  to  the  jury — you  can  be  the  jury  if  you  wish —  Plainti£F  rests. 


Special  Agent. 


246 


THE  REAL  ESTATE 


11.    One    Hundred   Reasons. 
Why  You  Should  Buy. 

(A    Real    Estate    Advertisement.) 

(  1)  Location  highest  point  in 
County. 

(  2)  Accessibility  unparalleled. 

(  3)  Property  restricted. 

(  4)  Highly   improved. 

(  5)  Correctly  priced. 

(  6)  Terms  are  inviting. 

(  7)  Title  is  perfect. 

(  8)  Broad  Streets  and  Aven- 
ues. 

(  9)  Streets  graded  and 

(10)  Cement  sidewalks. 

(11)  No  taxes  for  three  years. 

(12)  Building  restrictions. 

(13)  No  unsightly  buildings. 

(14)  vSold  on  "Savings  Bank" 
4  per  cent  interest  plan. 

(15)  Natural  drainage. 

(16)  Improvements  free  to  pur- 
chaser. 

(17)  High  and  dry. 

(18)  vSurroundings,  light,  sun- 
shine and  pure  air. 

(19)  Low  prices. 

(20)  Easy  terms. 

(21)  No  smoke. 

(22)  No  fog. 

(23)  Values  are  there  now. 

(24)  Values  sure  to  double. 

(25)  Strictly  one  price. 

(26)  Sunshine  always. 

(27)  Cool  breezes  when  needed. 

(28)  No  bad  lots. 

(29)  There  can  never  be  an- 
other  

(30)  Natural  beauty  and  at- 
tractiveness. 

(31)  No  charge  for  deed. 

(32)  Title  free  and  perfect. 

(33)  You  don't  have  to  be  rich 
o  own  your  own  home  at 


(34)  A  home-lover's  Eden. 

(35)  No  floods. 

(36)  Located  where  values  are 
increasing  the  fastest. 

(37)  Has  a  wonderful  future. 

(38)  No  buildings  placed  close 
to  street  lines. 

(39)  Pleasant  surroundings. 

(40)  Lots  selling  rapidly. 

(41)  No  other  suburbs  so  at- 
tractive. 

(42)  No  other  property  so  in- 
viting. 

(43)  No  other  property  so  in- 
teresting. 

(44)  No  other  property  so  low 
in  price. 

(45)  No  other  property  with 
as  many  natural  advantages. 

(46)  No  other  property  sold 
on  such  easy  terms. 

(47)  No  other  property  affords 
such  unrestrained  freedom  from 
the  undesirable  features  of  unre- 
stricted and  unimproved  property. 


(48 
(49 

never 
(50 
(51 

sured 
(52 
(53 
(54 
(55 
(56 
(57 
(58 

smells 
(59 
(60 
(61 


The  beauty  suburb  of .  .  .  . 
Such  an  opportunity  will 
come  again. 

Warm,   kindly  sunshine. 
Perpetual       Beauty       as- 


Air  pure  and  bracing. 

Away  from  the  noise. 

Attractive  surroundings. 

Charming  views. 

Embrageous  shade. 

Picturesque  scenery. 

Free    from    conglomerate 
of  the  city. 

No  assessments. 

No  interest  to  pay. 

You  get  4  per  cent  interest 
on  each  payment. 

(62)     The   chance   of  your  life- 
time. 


BROKER'S   CYCLOPEDIA 


247 


(63)  This  is  your  opportunity. 

(64)  The  proof  is  there  staring 
you  in  the  face. 

(65)  Visit  this  wonderful  prop- 
erty to-day. 

(66)  See  it  for  yourself. 

(67)  Big  enough  for  a  city  of 
15,000  people. 

(68)  Fourteen     months    ago  a 
cornfield;  to-day  a  small  city. 

(69)  Pure  water. 

(70)  Growing  population. 

(71)  Churches,   schools,   stores. 

(72)  Large  demand  for  houses. 

(73)  Extensive  hou.se  building 
now  going  on. 

(74)  Unexcelled. 
Exclusive. 

Stands  Pre-eminent. 
Safe-guarded. 
Faultless. 
Unrivaled. 
Unequalled. 
Unparalled. 
Not  only  exceptional,  but 


(75) 
(76) 
(77) 
(78) 
(79) 
(80) 
(81) 
(83) 
remarkable. 

12. 


(83)  Profitable. 

(84)  Entirely  different. 

(85)  Every  sale  makes  a  friend. 

(86)  Terms  to  suit  everybody. 

(87)  Nothing    like    our    terms 
anywhere. 

(88)  Prices  will  suit  you. 

(89)  Property  just  suited  for  a 
cozy  home. 

(90)  Property  for  investment. 

(91)  Every  buyer  a  booster. 
Every  buyer  satisfied. 
Eight  hundred  buyers  now. 
Eight  hundred   more   be- 
now   and 

Liberal   discount   to  each 


(92) 

(93) 

(94) 

tween 

(95) 
buyer. 

(96) 

(97) 


Nothing  misrepresented. 
No   better   values   offered 
anywhere. 

(98)  Refinement  assured. 

(99)  Now  or  never  sale  going 
on. 

(100)  It's  this  year  or  never — 
and  its  up  to  you. 


Real  Estate  Phobia. 

vs 
Real  Estate  Mania 

(A   Real  Estate  Advertisement.) 
Two   diseases — Phobia  being  the  most  Prevalent  in   the  city  of 


Real  Estate  Phobia  is  a  disease  that  nearly  all  rent-payers  are  af- 
flicted with,  and  the  real  meaning  of  the  disease  is  FEAR. 

AFRAID  TO  OWN 
REAL  ESTATE. 
Are  you  afflicted?     If  you  are  we  have  a  remedy  that  will  cure  the 
worst  case.     We  have  cured  cases  in  its  last  stages.     We  have  cured 
cases  of  49  year's  standing. 

HERE'S  THE  REMEDY. 

Buy  a  lot.     Build  a  home.     Buy  it  just  now  at , 

"Up  above  the  Smoky  Smoke."     Up  where  the  doctors  starve  to  death 
that's  the  place  to  live — where  you  never  have  any  use  for  a  doctor. 


248  THE  RE  AL  E  ST  AT 

Up  where  the  air  is  pure.  Water  as  pure  as  crystal.  Golden  sunshine 
for  the  children.  Away  from  the  filth,  slime,  dirt,  dust  and  smoke. 
Up  where  you  canbuy  a 

$210.00 
Lot  for  $2.10  down  and  $1.00  a  week.     No  taxes  no  assessments,  no 
interest  to  pay. 

ONLY  A  FEW  DAYS. 
Left  in  which  to  get  in  on  the  deal.     Less  than  200  lots  out  of  1515  a 
few  months  ago.     The  writer  need  not  describe. 

REAL  ESTATE  MANIA 

As  few  of  the  good  people  of are  afflicted.     It's  the 

Phobia  that  needs  attention  just  now.  To  you  who  have  the  Phobia 
are  the  people  we  are  intereted  in  .  We  have  a  safe  and  sure  remedy. 

Go  out  to and  be  convinced.     Go !     See !     Inspect ! 

Investigate!     Select!     Invest!  and 

YOU'LL  SOON  FORGET. 

You  ever  had  the  Real  Estate  Phobia  (fear  to  buy  a  home)  (take 

car  to  the  end  of  the  line  Automobiles  and  ushers  waiting  to  show  you 
oyer  the  property. 

13.  Youiig-Ma!i=Afraid=of=an=Investment. 

(A  Real  Estate  Advertisement.) 

Listen  to  this; 

You  know  whether  your  Pay  Envelope  on  Saturday  night  contains  Ten  ($10.00)  Dollars 
or  one  Hundred  ($100.00)  Dollars  and  you  also  know  that  you  ought  to  save  PART  of  it. 

You  know  very  well  that  unless  you  soak  away  a  part  of  your  earnings  every  month  and  get 
it  out  of  your  pocket  that  you  will  spend  it  all. 

You  know  that  it  is  a  FACT  that  every  man  that  has  made  money  did  it  by  starting  to 
save. 

Remember  this  talk  is  not  for  the  fresh  young  "Guy"  who  blows  his  wages  every  Saturday 
night  before  he  comes  home. 

We  are  talking  to  the  young  man  who  has  ambition,  who  has  too  much  self-respect  to 
set  off  like  a  Skyrocket  the  bunch  of  money,  in  the  earning  of  which,  he  has  put  his  whole  sou' 
and  body  for  a  week. 

There  are  two  ways  of  saving  money. 

(1)  Saving  your  money  via  the  Real  Estate  Route. 

(2)  Saving  your  money  via  the  Savings  Bank  Route. 

Read  the  evidence  submitted  below  and  decide  which  route  to  take. 

VIA  THE  SAVINGS  BANK  ROUTE. 
Start  a  Savings  account  in  the  Bank  and  put  in  Two  Dollars  and  Fifty  Cents  ($2.50)  per 
week,  if  you  can't  do  more. 

If  you  have  enough  will-power  to  put  money  in  the  Bank  when  you  are  not  obliged  to  do 
it,  go  ahead  and  GOOD  LUCK  to  you. 

No  doubt  you  will  say  occasionally,  "I  ought  to  save  but  I  can't." 
Here  is  an  example  in  simple  arithemetic. 

REAL  ESTATE  INTEREST  vs  SAVINGS  BANK  INTEREST. 
REAL  ESTATE. 

Price  of  lot  (Payments  $10.00  per  month) $360 .  00 

First  years  payments $120.00 

Second  years  payments 120 .  00 

Third  years  payments 120 .  00 


Total  Investment $360.  OC 

Increase  in  value  on  said  lot  in 
three  years  $2.50  per  front  foot 
per  year,  a  total  profit  of $300 .  00 


Total  value .  .$660.00 


BROKER'S  CYCLOPEDIA 


249 


SAVINGS  BANJK. 

First  years  deposits $120.00  , 

First  years  interest $  2 .  40 

Second  years  deposits '. .  .  . .    120.00 

Second  years  interest 2 .  40 

Secondyears  interest  on  first  years  Deposit 4 .  89 

Third  years  deposits 120.00 


$360.00 

Third  years  interest  on  3rd  years  deposit 

Third  years  interest  on  first  and  second  years  deposits. . .  . 


2.40 
9.98 


22.07 


Total  investment $360.00 

Total  profit  3  vears 22.07 

Total  value  3  years $382.07 


A  difference  of  $277.93  in  favor  of  the  "Real  Estate  Route," 

When  you  buy  the  lot  you  are  kept  "On  the  Bit"  and  say  "By  Golly!  I've  got  to  keep 
enough  to  make  that  payment." 

When  putting  your  money  in  the  bank  there  is  no  compulsion  on  your  part. 

If  you  have  a  Grouch  and  don't  feel  like  making  a  deposit,  you  say,  "Oh!  What's  the 
difference,  I  will  do  it  next  month." 

Study  the  above  table  and  decide  for  yourself. 


14.    Extraordinarily  Well  Fur= 

nished  10  Room  Frame 

Residence  To  be  Sold. 

Hot  water  heat. 
Electric  lights. 
Brick  foundation. 
Large  porches. 
Outside  vestibule. 
Cut  glass  in  door. 
Living  room  15  x  20. 
Mahogany  finish. 
Green  decorations. 
Fine  tile  fire  place  for  gas   or 
wood. 

Dining  room  14  x  15. 

Dark  oak. 

Brown  decorations. 

Built-in  china  cabinets. 

Window  seat. 

Cozy  den.     9  x  10. 

Dark  oak  finish. 

Built-in  book  cases. 

Fireplace  etc. 

Large  well-lighted  kitchen. 

Pantry. 

Ice  room. 


Lavatory  (first  floor.) 
Radiators,  set  in  Bay. 
4  fine  bed  rooms. 
Tile  bath  room. 
White  enamel  finish. 
Birch  doors. 

One  bed  room  with  mantel  and 
fireplace. 

Closets  with  outside  windows. 
Large  mirrors  in  closet  doors. 
Linen  chute. 

Drawers  under  windows. 
Maids  room  (3rd  floor). 
Billiard  room  (3rd  floor). 
Trunk  room  (3rd  floor). 

All  hardwood  floors. 

Fixtures  and  decorations  extra 
fine. 

Fine  light  cellar. 

Cellar  ceiling  plastered. 

Pipes  covered. 

3  tray  laundry. 

Fruit  room. 

Shown  by  appointment. 
Price    quoted    only    on    appli- 
cation not  by  phone. 


250 


THE  REAL  ESTATE 


15.      Description    of    a    New 

House  all  Completed    and 

Ready  for  Inspection. 

Stucco  House. 

Very  attractive  inside  and  out. 

Living  room  entire  width  of  the 
house. 

Neat  brick  fire  place  at  one  end. 
Large  dining  room. 

Den  off  the  dining  room. 
•    Can  be  used  for  library. 

Can  be  used  for  bed-room. 

Kitchen  complete. 

Living  rooms  all  finished  in  oak. 

Oak-beam  ceiling. 

Walls  tinted. 

Very  tasty  lighting  fixtures. 

Three  large  bed-rooms. 

Large  solarium. 

Outside  sleeping  porch. 

Bath  room  complete. 

Large  attic. 

Full  cemented  basement. 

Brick  foundation. 

Pressed  brick  exterior. 

Hot  water  heat. 

Plenty  of  radiation. 

Instantaneous  gas  heater. 

Hot  Water  in  30  seconds. 

Gravity  coal  chute. 

Automobile  garage. 

$6250.00  is  the  price. 

Easy  terms  can  be  arranged. 

16.    Let  us  Describe  Just  One 
Home. 

Fine  porch  8  x  22  ft. 
Rear  porch  off  kitchen. 
Living  room  12  x  21. 
Beautifully  decorated. 
Large  windows. 
Dining  room  (16x21.) 
China  closets  built  in  wall. 
Window  seats — large  kitchen. 
Nobby  electrical  fixtures. 


Fine  Dinnerware  closet. 

Cellar  under  entire  house. 

Laundry  trays. 

Gas  water  heater. 

Furnace. 

3  large  bed  rooms. 

Fine  bath  room. 

Best  of  open  plumbing. 

Large  attic. 

Price  reasonable. 

Terms  to  suit  purchaser. 

17.  Own  a  Home. 

This  property  is  on  the  edge  of 
the  density  belt. 

Go  out  and  use  your  judgment 
in  the  selection  of  a  lot. 

Make  a  down  payment. 

Arrange  for  the  balance  in  40 
equal  payments. 

You  will  find  the  investment 
fascinating. 

It  will  take  you  out  of  the  old 
rut. 

It  will  give  you  a  new  grip  on 
life. 

It  will  make  you  interested  in 
the  neighborhood. 

It  will  make  you  interested  in  the 
community. 

Out  of  self  interest  you'll  be- 
come interested  in  the  tax  rate 
and  spending  of  public  money. 

It  will  make  you  a  better  all 
around  citizen. 

Real  Estate  is  the  best  possible 
investment. 

It  will  not  depreciate  in  value. 

Use  the  money  you  are  now 
using  buying  rent  receipts. 

60  years  ago  John  Hunt  of  New 
York  City  was  tried  for  insanity 
because  he  paid  $2400.00  for  a 
piece  of  real  estate  that  sold  since 
for  $1,825,000,00. 


B[R  O  K  E  K'  S   CYCLOPEDIA 


251 


CHAPTER  IX. 

Building  Specifications. 


1 — How  to  prepare  Building  Specifica- 
tions and  contract  for  a  two  (2)  story 
frame  residence.     (Form.) 

2— How  to  prepare  Building  Specifica- 
tions for  a  Four  (4)  room  Bungalow. 
(Form.) 

3 — How  to  prepare  Building  Specifica- 
tions for  a  two  and  a  half  (2>^)  story- 
frame  residence     (Form.) 

4— How  to  prepare  Building   Specifica- 


tions for  a  Three  (3)  room  cottage.  (Form) 
5 — How  to  prepare    Specifications    for 
street,     sidewalk    and    sewer     improve- 
ments.    Sub-divisions.     (Form.) 

6 — How  to  prepare  a  Bid,  contract  and 
Specifications  grading,  curb  and  gutter, 
Crossings,  cement  paving,  stone  paving, 
and  brick  paving.     (City  Form.) 

7 — How  to  prepare  a  Fidelity  Bond. 
(Form.) 


1. 


SPECIFICATIONS  AND  CONTRACT 

For  a  Two  Story  Frame  Residence. 


BETWEEN 

Owner 

AND 

Contractor 

SPECIFICATIONS 
Of  labor  and  material  required  for  the  erection  and  completion  of  a   story  frame  dwell- 
ing, at and  to  be  completed  on  or  about 19 .... , 

subject  to  delays,   caused  by   fire,   strikes  and  other  causes  beyond  the  control  of  the  contractor 
or   contractors. 

DIMENSIONS. 
All  dimensions  and  sizes  to  be  as  shown  on  plans,  except  where  figures  are  given,  which 
will  rule  over  scale  measurements. 

EXCAVATING. 

Excavate  the  cellar,  as  shown  on  plans,  to  a  depth  of feet  below  the  under 

side  of  first  floor  joist;  also  for  cellar  way  and  piers;  excavations  to  be  larger  than  dimensions  given 
on  plans,  and  excavated  earth  to  be  filled  in,  and  packed  against  walls,  after  mortar  is  dry. 

FOUNDATION. 

All  walls  to  begin  on  a  foundation  of and  to  be in. 

thick,  and  carefully  laid  in  a  good  mortar,  well  filled  and  flused  on  both  sides,  and  laid  up  to  the 

grade  line,  and  not  exposed  parts,  with     all    exposed    walls 

above  grade  line  to  be  topped  out  with courses  of to 

a  height  of feet.     Point  up  all  inside  walls,  and  all  outside  walls  above  the  surface 

with  good  cement  mortar. 

BRICK  AND  CEMENT  WORK. 
All  chimneys  shall  be  built  of  good  hard  burnt  brick,  to  correspond  with  plans,  and  topped 

out  to  a  proper  height  above  the  roof  with flues  to  be  ....  x ... . 

in.  thoroughly  plastered  with  Ume  and  cement  mortar  on  the  inside 

■  •  • t 

TIMBER  AND  FRAMING. 

All  framing  lumber  to  be  of  good,    and 

sizes  as  follows.     Girders x Sills Joists  first  floor x spaced in. 

on  centers.     Joists  second  floor x! spaced in.  on  centers.     Joists  atric x 

.  spaced in.  on  centers.     Ceiling x spaced   in.  on  centers.     Studding   

X spaced in.   on   centers.     Rafters x spaced in.   on  centers. 

Plates    x All  joists  to  have  one  row  of  cross  bridging 

through  the  center,  and  double  joists  or  a    sill  running  parallell  under  partitions.     Height  first  story 

feet.     Second  story feet.     Attic feet. 

SIDING. 

Cover  all  exterior  walls  with  clear,  dry (siding,  double  nailed) 

at    each    studding    


262  THE   REAL  ESTATE 


CORNICE. 

Cornice  at  all  eaves  and  eables  to  be in.  frieze, in.  plancher 

ia.  crown  mould, in.  bed  mould 

WINDOW  AND  DOOR  FRAMES. 

All  window  frames  size  shown  on  plans  with  outside  casing x 

and  all  two  light  frames  made  for  pulleys,  cord  and  weights.     All  door  frames,  size  shown  on  plans, 

with  outside  casing x Window  and  door  frames  to  be. 

WINDOWS. 
All  sash  shall  be  clear  white  pine,    and  two  sash  windows  to  be  balapced  with  weights  and 
cord.     Sizes  and  locations  as  shown  on  plans. 

ROOFING  AND  SHEET  METAL  WORK. 

Cover  roof  with Gutters  and  valleys  with 

,  including  all  necessary  flashing  around  chimneys,  where  porch  roofs 

intersect  siding,  etc. ,  same  to  be  painted  both  sides  with and  place  gutters  and 

conductors  where  necessary  as  shown  on  plans. 

PORCHES. 

Build  porches  as  shown  on   plans,   floors  to  be Ceilings 

Posts X Railing x Balusters 

Brackets Steps 

FLOORS. 

First     Floor.     Hall Parlor 

Dining  room Kitchen    Second 

Floor.     Hall Bed  Rooms 

Bath   Room    Attic    All  to  be  secretly 

nailed  to  every  joist. 

PLUMBING. 

All  supply  pipes  to  be All  waste  pipes  to  be 

with  trap  and  carefully  connected  with  soil  pipe.  All  soil  pipes  properly  connected  with  sewer, 
and  all  joints  caulked  with  oakum  and  run  with  molten  lead  and  all  lead  connections  wiped 

BOILER.  A gal lbs.  test,  galvanized  iron  boiler  to  be  mounted  on  stand 

where  indicated  on  plans,  and  supplied  through  a .  . . .  inch  pipe  and  have  a  sediment  cock  at   bottom 

Heater 

Sink  in shall  be x '. 

bath  tub  in  bath  room  to  be 

Lavatory  in  bath  room  to  be 

Water  closet  in  bath  room  to  be , 

Floor  drain   Sill  cock   

All  to  be  placed  as  indicated  on  plans.  Place  stop  and  waste  cocks  on  hot  and  cold  water  line  to 
sink  and  bath  room,  cold  water  line  to  boiler  and  main  line  inside  cellar  wall  and  sill  cock.  All 
pipes  must  drain  to  cocks. 

GAS  FITTING. 

The  main  supply  pipe  shall  be in.  to  meter  in with 

branches    from    this    as    follows:     Boiler Furnace Lights.     Cellar 

Ceiling bracket.     First   floor ceiling    bracket.    Second   floor 

ceiling bracket.     Attic ceiling bracket.     Placed  as  marked  on  plans. 

Fire  places  and  kitchen  to  have   All  branches  to  be 

tested  to  a  10  lb.  pressure  and  left  capped.  All  work  to  comply  with  the  rules  and  regulations  of 
' All  fixtures  to  be  furnished  by  owner,  unless  other- 
wise specified. 

ELECTRIC  WIRING. 

Wiring  for  all  electric  lights  to  all  outlets,  indicated  on  plans.     One  meter  outlet  in 

one  main  outlet  and  to  all  switch  outlets  indicated  on  plans,  including  cut  outs  and  switches.     All 

wires  shall  be  run  concealed  in  walls  and  ceilings,  and  to  be  rubber  covered.  No B.  &  8. 

gage  and  run  through  porcelain  tubes,  where  passing  through  wood;  all  other  places  to  be  run  on 

porcelain  knobs,  not  over . .  , feet  between  bearings.     All  work     to  be  done  according  to 

the  rules  and  regulations  of  the  National  Board  of  Fire  Underwriters.     Lights,  switches  and  plugs 

as     marked     on     plans.     Basement     lights ceiling bracket 

switch      plug.     Porch      lights      ceiling bracket 

switch plug.     First    floor    hghts ceiling    bracket 

switch plug.     Second  floor  lights ceiling bracket 

switch     plug.     Attic    lights ceiling     bracket 

switch    plug.     Door  bell    . . : System 

City  certificate  of  Insi>ection,  to  be  furnished  by  electrical  contractor.  All  fixtures  to  be  furnished 
by  owner  imless  otherwise  si>ecified. 


BROKER'S  CYCLOPEDIA 253 

HEATING. 

HOT  AIR  Furnace.  Kind No to  fc«  fxumished 

completed  and  set  up  in  basement,  including  all  necessary  pipes,  dampers,  regulators,  register  boxes, 

etc.     Pipes  for  conveying  heat  to  second  floor  to  be  placed of  partitions 

and  ceilings  to  be  covered  with  asbestos  paper  where  coming  in  contact  with  woodwork. 

Registers,   hrst   floor   No kind    hnish 

floor   side  wall   

Registers,  second  floor.  No kind finish 

floor    side   wall All   placed   as  shown   on   plans. 

STEAM  OR  HOT  WATER.     Boiler,  kind No 

having  a  rated  capacity  of sq.  ft.,  furnished  complete  and  set  up  in  basement, 

including  all  necessary  piping,  fittings,  hangers,  expansion  tank,  risers,  radiators,  plates,  dampers, 
etc.     All  placed  as  shown  on  plans. 

Radiators,  first  floor.  No kind columns 

height Second  fioor.  No kind Columns 

height All  radiators  to  be  furnished  with air  valves  and  bronzed 

or  painted,  as  owner  desires ;  including  all  exposed  pipes.     Risers  to  radiators  above  first  floor  to  be 

run of  partitions. 

LATHING  AND  PLASTERING. 

Walls,   partitions  and  ceiUngs  to   be   lathed   with 

Plaster  all  walls  from  floor  to  ceiling  and  all  ceiUngs,  with  two  coats  of plaster, 

and  finish  with  hard  white  coat,  except  behind  wainscoting,  etc. 

DOORS. 

Lumber  for  doors  to  be  sound,  clear,  kiln  dried  and  doors  to  be  smoothed  and  sand  papered 
before  being  hung,  and  to  be  carefully  fitted  and  hung  so  as  to  open  and  close  easily. 

Front   door   to   be panel 

Side  or  rear  door  to  be panel 

Doors   on   first   floor panel 


Rolling  doors    panel    

Doors  on  second  floor  to  be panel . 


All  doors  to  be  of  same  material,  as  used  for  interior  finish,  in  rooms  where  doors  are  used,  and 
and  placed  where  marked  on  plans. 

INTERIOR  FINISH. 

All  lumber  for  interior  finish  to  be  sound,  clear,  kiln  dried,  and  to  be  smoothed  and  sand- 
papered before  put  on,  and  put  up  with  neat  tight  joints. 

Window  casing.  Parlor x Dining x 

Kitchen    x Bed  rooms x 

Door  casing.  Reception  hall x Parlor x 

Dining  room    x Kitchen    x Bed  rooms 


Base,  moulding,  wainscoting,  etc..  First  floor.     Hall .-. . . 

Parlor Dining  room. . 

Kitchen 

Second  floor.     Hall Bed  rooms . 

Bath   room    Attic    . 


STAIRS.     All  stairs  to  be  built  where  located  on  plans.     The  main  stair  case  to  be 

and  have  treads  1  1-8  in.,  risers  i  in x 

hand  rail   x balusters newel 

posts      X Back     stairs     to 

second   floor    Attic   stairs 

Cellar  stairs 

MISCELLANEOUS. 

Mantel 

China   Closet    

Closets 

Cupboard x in with panel  doors,  flour 

chest,  drawers,  etc 

HARDWARE. 

Front  hall.     Lock Trimmings 

Parlor.     Locks    Trimmings    

Dining  room.     Locks    Trimmings    

Bed  rooms.     Locks    Trimmings    

Kitchen  and  bath  room.     Locks Trimmings 

The  above  to  include  all  necessary  locks  and  trimmings  on  all  doors,  windows,  closets,  cupboards,  etc. 


254  THE   REAL   ESTATE 


GLASS. 

Front    hall    Parlor    Dining    room Bed 

rooms Kitchen,  bath  room,  etc 

Sizes  as  marked  on  plans  and  to  be  glazed  in  sash,  and  in  perfect  condition  when  building  is  com- 
pleted. 

PAINTING. 

All  outside  woodwork ;  priming  to  be  done  soon  as  work  is  completed ;  followed  by 

coats  of  pure  linseed  oil  and colors  to  be  selected  by  owner. 

All  metal  work  to  be  painted  with coats  of 

Inside  woodwork  as  follows:     Front  halls 

Parlor Dining  room 

Bed   rooms    Kitchen    

Bath  room Other  inside  work 

These  specifications  to  include  all  labor  and  materials  necessary  for  the  erection  and  completion  of 
the  building.  The  entire  work  to  be  constructed  and  finished  in  every  part  in  a  good,  substantial 
and  workmanlike  manner,  according  to  the  drawings  and  specifications.  Each  contractor  to  provide 
all  labor  and  material  necessary,  unless  otherwise  specified. 

The  contractors  in  all  trades  shall  comply  with  all  city  ordinances  and  requirements. 

It  is  also  understood  that  the  owner  shall  have  the  right  to  make  any  alterations,  additions 
or  omissions,  before  or  during  the  progress  of  the  building,  that  he  may  desire,  or  find  necessary, 
the  value  of  same  to  be  agreed  upon,  between  said  owner  and  contractor,  before  the  work  is  com- 
menced. 

CONTRACT. 

In  consideration,  for  the  erection  and  completion  of  this  building,  according  to  the  plans 

and  specifications,  the  owner  thereof,  agrees  to  pay  the  contractor,  the  sum  oi  {$ 

Dollars,    to   be    paid    as   follows: 


Signed ^ 

OWNER  Owner. 

Signed 

SEAL  Contractor. 

CONTRACTOR 

No Date .  .  .  19 By 


Specifications. 


FOR  THE  CONSTRUCTION  OF  A  FOUR  ROOM  BUNGALOW 
According  to  the  Blue  Print  Plans  and  List  of  Material  Furnished  by 
Also  description  of  Labor  Necessary  for  Completion  of  Said  House. 
For  Mr 


DRAWINGS. 

The  several  drawings,  with  all  the  figures,  dimensions,  written  explanations  thereon,  and 
these  specifications,  together  with  the  list  of  material,  annexed,   are  to  be  the  basis  for  the  Con- 
struction of  the  house.  ' 
The  drawings  are  as  follows : 

Sheets  1,  2,  3,  4,  Elevations 
Sheet  5,  Foundation  Plan 

She^t  6,  1st  Floor  Plan 

Sheet  7,  2nd  Floor  Plan 

Sheet  8,  Details 

GENERAL  INSTRUCTIONS. 
The  work  shall  be  under  the  supervision  of  the  owner  or  such  persons  as  he  shall  appoint 
who  will  have  power  of  inspection  over  the  work,  as  it  progresses  to  completion.  The  material 
furnished  shall  be  all  new,  and  of  the  grade  and  class  specified  as  shown  in  the  appended  list  of 
material,  as  furnished  by  the  Owner  or  Contractor  will  provide  the  necessary  permits  as  required  by 
the  law  of  the  community  in  which  the  house  is  to  be  erected. 

EXCAVATION  AND  MASON  WORK. 
Excavations. 

Before  starting  the  excavations,  the  owner  is  to  secure  the  correct  lines  from  which  to  lay 
out  the  building  site.  The  contractor  is  then  to  excavate  the  ground  for  foundation  according  to 
the  basement  plan,  allowing  for  footings  according  to  sections  and  to  the  requisite  depth.  He  is 
to  dig  all  trenches  for  all  foundations,  chimney,  piers,  etc.,  inside  and  outside  of  the  building  where 
shown  on  the  plans.  After  the  foundation  walls  are  in  place  suitable  soil  shall  be  filled  in  about 
foundation  walls  and  thoroughly  tamped  and  graded. 


BROKER'S   CYCLOPEDIA  255 


Foundation. 

If  the  foundation  is  to  be  of  concrete,  the  Contractor  will  furnish  the  necessary  lumber  to 
■  make  the  Forms,  which  will  be  put  in  place  immediately  after  excavations.  He  will  first  lay  all 
footings  of  the  width  and  dimensions  as  shown  on  plans,  upon  which  he  will  erect  the  Forms.  These 
Forms  must  be  built  of  material  which  when  removed  will  leave  concrete  walls  with  a  smooth  surface 
The  mixture  usually  used  consists  of  the  following  proportions:  One  part  Portland  Cement,  three 
parts  of  coarse  sharp  sand  and  six  parts  of  crushed  stone. 

No  stone  or  gravel  shall  be  used  that  cannot  pass  through  a  2"  ring. 

All  concrete  shall  be  turned  over  twice  when  dry  and  twice  after. introduction  of  water,  to 
insure  an  even  mixture. 
Brick. 

When  brick  foundations  or  piers  are  used,  all  brick  will  be  hard  burned  brick,  regardless 
of  color  when  not  exposed,  and  to  be  laid  in  cement  mortar  when  exposed  to  dampness.  Otherwise 
in  best  fresh  burned  lime  and  clean  sand  mortar.  All  joints  to  be  neatly  struck  on  walls  where 
brick  work  is  exposed. 

See  that  bricks  are  dry  and  wet,  cold  and  damp  weather,  and  wet  in  dry  hot  weather. 

If  laid  in  cold  weather  use  a  small  portion  of  cement     mortar  with  lime  mortar.     Place 
headers  at  every  fifth  course. 
Stone. 

If  stone  foundation  is  used  care  should  be  taken  to  see  that  walls  are  well  bounded  with 
through  headers  or  bonding  stones.     Use  cement  mortar  only  and  fill  in  all  joints  flush  with  same. 
Use  all  square  edge  firm  stones  where  possible  without  seams  or  squalls. 
Chimneys. 

Build  all  chimneys  and  vent  flues  as  shown  by  drawings.  All  widths  to  be  not  less  than 
4  inches  thick,  and  the  flues  to  be  carried  up  separately  to  the  top.  Plaster  the  inside  or  provide, 
fire  clay  flue  linings  of  all  chimneys  and  vent  flues.  Provide  and  set  in  all  flues  where  directed  thimbles 
of  sheet  iron.       Chimney  is  to  be  topped  as  per  plan  with  neatly  struck  joint. 

LATHING  AND  PLASTERING. 

Unless  otherwise  agreed  upon,  all  walls  and  all  partitions  and  ceilings  are  to  be  lathed  with 
No.  1  lath,  as  specified  in  material  bill,  to  be  nailed  on  horizontally  with  3d  fine  wire  nails.  Joints 
to  be  broken  every  eighth  lath.  Care  should  be  taken  at  all  corners  and  angles  to  make  them  solid, 
and  no  lath  are  to  extend  through  parititions.  Plaster  all  the  ceilings,  paritions  closets  and  sofifils 
also  under  stairs  on  hrst  floor,  work  to  be  done  in  the  best  manner,  to  be  2  or  3  coat  work  of  such 
plaster  as  is  selected  later  by  the  owner.  If  patent  plaster  is  used,  the  mixture  is  furnished  by  the 
manufacturer.     All  hair  is  to  be  well  soaked  and  beaten  before  used. 

On  all  houses  showing  cement  veneer  on  the  exterior,  Byrkit's  Patent  Sheathing  Lath  are 
to  be  used  under  the  cement.  They  are  to  be  well  nailed  with  8D  nails  at  each  bearing,  and  all 
joints  are  to  be  broken.  The  cement  veneer  to  be  used  is  to  consist  of  three  parts  of  sharp  sand  to 
one  part  of  Portland  Cement,,  both  for  first  and  second  coat  work.  A  small  proportion  of  lime 
mortar  may  be  used  with  the  cement  for  first  coat  work.  All  to  be  trowelled  to  a  smooth  and  even 
sixrface. 

CARPENTER  WORK. 

Frame. 

The  size  and  style  of  material  to  be  used  in  this  work  are  to  be  as  specified  in  Bill  of  Ma- 
terial and  detailed  in  the  Blue  print  plans,  and  unless  otherwise  specified  or  agreed  upon,  all  joists, 
girders,  studs,  etc.,  will  be  of  a  good  grade  of  Yellow  Pine  free  from  imperfections  that  will  impair 
their  strength. 

The  basement  girders  will  be  built  up  of  three  pieces  of  2x6  or  2x8,  as  may  be  specified  in 
the  bill  of  material. 

Wall  Plates. 

Place  2x6  wall  plate  on  all  outside  basement  walls  and  cross  walls.  Care  should  be  taken 
that  they  are  perfectly  level  and  solid  at  every  point. 
Joists. 

Unless  otherwise  specified  in  the  bill  of  Material,  the  first  and  second  floor  joists  will  be 
2x8  placed  on  16  inch  centers,  to  have  at  least  3  inch  bearing,  and  to  be  set  with  crowning  edges 
up.  Where  the  bearings  are  12  ft.  or  less  apart,  one  row  of  cross  bridging  is  to  be  used  to  re-enforce 
these  joists.  Where  the  bearings  are  more  than  12  feet  apart,  two  rows  of  cross-bridging  are  to  be 
used,  all  to  be  well  nailed  with  2-9d  nails  at  each  end.  Frame  around  all  chimney  and  stair  open- 
ings and  avoid  as  much  as  possible  unnecessary  cutting  and  waste.  All  ceiling  joists  to  be  as 
specified  in  plans  and  Bill  of  Material,  also  to  be  placed  16  inches  on  centers  and  bridged  whenever 
necessary.  Joists  are  to  be  doubled  under  all  bearing  partitions,  also  around  stair  walls  and  around 
chimney  openings. 


256 T  HJElR  EAC  ESTATE 

studs. 

Place  a  2x4  plate  under  all  outside  studs  as  well  as  under  all  partition  studs,  and  two 
pieces  of  2x4  on  top  of  the  outside  studs,  also  on  top  of  all  partition  studs,  forming  a  support  for 
upper  floors.  All  studs  are  to  be  2x4  placed  16  inches  on  centers  unless  otherwise  specified,  and  to 
be  doubled  at  all  comers,  door  and  window  openings.  Truss  over  all  openings  on  inside  bearing 
partitions  so  as  to  form  a  solid  support  for  the  upper  floors.  Place  a  1x4  or  1x6  ribbon  board 
where  shown  on  plans,  which  is  to  be  nailed  well  with  three  8d  nails  to  each  bearing.  Provide 
furring  and  backing  at  all  angles  and  corners  for  lathing  purposes.  Nail  1x1  grounds  around  all  door 
openings,  around  room  fbr  base,  also  where  chair  rail  is  placed. 
Rafters. 

Roof  rafters  to  be  of  size  shown  on  plans  or  as  specified  in  Bill  of  Material,  and  to  be 
spaced  as  indicated  in  the  Blue  print  drawings.     Use  1x6  ridge  piece  unless  otherwise  shown.     All 
hip  and  valley  rafters  are  to  be    2x6  unless  otherwise  specified,    and  are  to  be  well  framed  and  put 
together  in  a  workmanlike  manner. 
Sheathing. 

All  box  sheathing  to  be  square  edged,  sound  stock  surfaced  two  sides  unless  otherwise 
specified  in  bill  of  material.     All  to  be  put  on  horizontally  and  to  be  nailed  at  each  bearing  with  two 
8d   nails.     All  joints  are  to  be  broken.     Sheathing  to  extend  from  foundation  walls  to  rafters.  Care 
should  be  taken  to  avoid  unnecessary  waste  at  door  and  window  openings. 
Sub-Flooring. 

Cover  the  entire  first  floor  joists  with  square  edged  boards  of  the  same  quality  as  for  the 
box  sheathing,  all  to  be  laid  parallel  and  well  nailed  to  every  joist.  Joints  to  be  broken  at  every 
bearing. 

Roof  Sheathing. 

Unless  otherwise  specified  the  roofsheathing  to  be  1x4  boards  to  be  spaced  2  inches  apa;t 
for  shingles.     To  be  nailed  with  8d  nails  and  joints  to  be  broken  at  every  bearing. 

Where  Prepared  Roofing  is  to  be  used  the  roof  to  be  covered  with  1x6  dressed  and  matched 
Sheathing  unless  otherwise  designated  in  bill  of  material,  the  same  to  be  driven  up  close  and 
nailed  with  8d   casing  nails  at  each  bearing. 

Siding. 

Wherever  plans  show  exterior  of  building  to  be  finished  in  beveled  siding,  use  Hx4  or  Mx6 
inch  beveled  siding,  as  may  be  dicided  by  the  owner,  of  the  kind  and  qualities  specified  on  plans  or 
designated  in  bill  of  material,  all  to  be  put  on  straight  and  true  and  well  nailed  with  6d  nails  at 
every  bearing.  Wherever  shingles  are  used  for  the  exterior.  Star  A  Star  Red  Cedar  Shingles  are  to  be 
used,  to  be  laid  not  more  than  6  inches,  to  the  weather  and  to  be  nailed  with  3d  Galvanized  Wire 
Nails. 

Shingles. 

Wherever  shingles  are  designated  for  roof  covering  use  Extra  Star  A  Star  Red  Cedar  to  Le 
laid  4J^  inches  to  the  weather  with  3d  galvanized  wire  nails.  Shingles  to  be  spaced  sufficiently 
far  apart  to  allow  for  swelling  and  contracting  and  to  prevent  cupping  up.  They  are  to  be  laid  in 
even  rows,  straight  and  true,  and  in  a  hrst  class  manner.  Use  tin  shingles  at  intersections  of  siding 
and  porch  and  dormer,  and  valley  tin  in  all  valleys,  also  flash  around  chimney. 

When  prepared  roofing  is  used,  as  specified  in  bill  of  material.  Roofing  is  to  be  put  on  ^with 
joints  well  lapped,  nailed  with  large  headed  nails  as  furnished  with  this  roofing.  All  joints  to  be 
well  cemented. 

Flooring, 

Unless  otherwise  agreed  upon  the  finished  floors  for  both  first  and  second  stories  are  to  be 
first  quality  of  Yellow  Pine,  to  be  driven  up  with  close  joints  and  blind  nailed  at  every  bearing 
with  8d  casing  nails.  Floor  to  be  well  planed  and  scraped  if  necessary,  to  make  smooth  and  even 
surface.  • 

Exterior. 

Place  a  1x8  water  table  around  the  bottom  of  the  house  well  nailed  with  8d  wire  nails  at 
every  bearing,  allowing  it  to  lap  over  wall  sufiiciently  to  form  a  perfect  water  shed.  On  top  of  this 
place  a  water  cap  of  the  size  specified  in  bill  of  material,  before  putting  on  the  beveled  siding 
All  comer  boards,  frieze,  facia,  and  belt  course  to  be  of  the  size  shown  on  detail  drawings,  all  to  be 
furnished  in  No.  1  White  Pine  stock  surfaced  on  two  sides  and  to  be  well  nailed  to  the  sheathing 
and  put  up  in  first-class  workmanlike  manner.  All  exterior  mouldings  such  as  crown  mould,  bed 
moulding,  etc. ,  must  be  put  in  position  and  well  fitted  at  corners  so  as  to  leave  the  whole  in  a  perfect 
condition  when  completed.  All  to  be  worked  to  conform  with  detail  drawings  as  shown  on  general 
plans.  Casing  nails  are  to  be  used  for  this  work.  Cornice  soflits  are  to  be  built  up  as  shown  on 
plans,  either  out  of  one  piece  stock,  or  where  space  is  wider  than  10  inches  I  No.  1  Southern  Pine 
Ceiling  is  to  be  used,  the  same  to  be  well  driven  up  and  laid  with  close  joints  and  blind  nailed. 


BROKER'S   CYCLOPEDIA  257 


Porches. 

All  porches  to  be  built  up  as  detailed  on  plans,  and  the  material  to  be  used  is  to  be  of  the 
size  shown  on  the  plans  and  specified  in  bill  of  material.  Roof  girder  to  be  of  the  proper  size  as 
shown  on  detail  drawings  and  to  be  put  up  in  first-class  workmanhke  manner.  All  porch  ceiling  and 
sofiSts  to  be  finished  in  ix4  No.  1  Southern  Pine  Ceiling,  to  be  driven  up  close  and  blind  nailed  with 
fid  casing  nails.  Porch  flooring  to  be  as  shown  on  list  of  material,  to  have  at  least  J^  inch  drop  to 
every  foot  in  depth  and  to  be  laid  in  one  piece  lengths  to  cover  entire  porch  and  allow  for  planed 
nosing.  Roof  to  be  covered  same  as  main  building  and  finished  in  manner  shown  on  plans.  Place 
all  columns,  newel  rails,  balusters,  etc.,  as  indicated  on  drawings,  all  to  be  well  nailed  and  put  in  a 
mechanical  manner,  and  all  naijs  to  be  properly  set.  All  lattice  work  under  porches  where  shown 
on  plans  is  to  be  worked  out  as  indicated  on  the  drawings,  of  the  kind  of  material  listed  in  the 
material  list  accompanying  the  plans.  All  to  be  done  in  a  first-class,  workmanlike  manner  and  left 
ready  for  the  painters. 
Door  and  Window  Frames. 

All  outside  door  frames  to  be  made  of  If  jambs  rabbited  to  receive  the  doors  and  to  be 
finished  with  lix4>^  outside  casing  and  1}  drip  cap.  All  window  frames  to  be  provided  with 
pockets  and  pulleys  for  weights,  to  consist  of  |  inch  pulley  stile.  Ijx4j^  outside  casing  and  If 
drip  cap.  All  frames  to  be  supplied  machined  out,  but  furnished  in  the  knock-down  to  be  put  up  by 
the  contractor.  Care  should  be  taken  to  see  that  they  are  square  and  well  braced  before  being  set. 
All  inside  door  frames  to  be  made  of  Jx5|  iambs  provided  with  1  Ji  inch  O.  G.  stop,  and  unless 
otherwise  specified  will  be  of  clear  grade  Yellow  Pine  stock. 
Doors. 

All  inside  doors  to  be  of  the  size  marked  on  the  plans,  and  of  the  style  indicated  in  the 
detail  drawings.  All  inside  doors  will  be  hung  by  3J^x3J^  inch  Loose  Pin  Butts  and  be  provided 
with  mortise  locks.  All  1  %"  doors  to  be  provided  with  4x4  L.  P.  Butts.  Escutcheons  should  not  be 
put  on  the  doors  until  after  the  paint.  Care  should  be  taken  to  give  the  lock  edge  of  the  door  a 
slight  bevel  to  prevent  binding,  and  if  any  of  them  should  bind  after  painting  is  done,  they  should 
be  eased  before  lock  is  put  on.  All  doors  to  be  provided  with  rubber-tipped  base  knobs. 
Windows. 

Windows  to  be  of  the  size  and  style  shown  on  plans  and  material  list.  All  check  rail 
windows  to  be  plowed  arid  bored  for  weights  and  to  be  properly  fitted  and  evenly  balanced.  If 
windows  are  put  into  frames  before  the  house  is  plastered,  they  should  be  refitted  and  balanced  on 
weights  after  the  house  is  dry.  Care  must  be  taken  that  all  are  well  and  evenly  balanced  and  work 
freely  in  the  pulley  stiles. 
Stairs. 

Unless  otherwise  specified,  the  stairs  are  to  be  supported  on  2x10  carriages  carefully  shaped 
to  fit  the  risers  and  treads.  The  rough  work  to  be  put  up  and  self  supporting.  If  stairs  have  open 
strings,  the  risers  and  treads  are  to  be  membered  into  the  wall  string.  Treads  to  be  properly 
nosed  and  returned  at  exposed  ends  and  provided  with  cove  underneath.  Newel  rails  and  balusters 
to  be  of  the  size  and  kind  shown  on  detail  drawings,  all  to  be  put  up  in  first  class,  workmanlike 
manner. 

All  stair  material,  unless  otherwise  agreed  upon,  will  be  supplied  in  a  clear  quality  of 
Yellow  Pine.  If  stairs  are  erected  before  plastering  is  done,  they  must  be  well  covered  with  boards 
and  papers  so  as  to  prevent  injury  by  other  mechanics. 

HARDWARE. 
All  interior  hardware  will  be  of  the  size,  style  and  kind  shown  on  detail  plans  or  in  list  of 
material.  All  doors  to  be  provided  with  mortise  locks.  Front  door  to  have  night  lock.  All  locks  to 
be  put  on  plumb  and  true,  also  all  butts,  so  that  the  doors  will  swing  freely  and  not  bind.  Win- 
dows to  be  provided  with  sash  locks  and  sash  lifts,  cast  iron  '.weights  and  cords.  Place  coat  and 
hat  hooks  where  directed  by  owner. 
Galvanized  Iron  Work. 

Put  up  galvanized  iron  gutters,  eave  troughs,  down  spouts,  etc.,  as  shown  on  plans.  Style 
to  be  shown  on  Ust  of  material  accompanying  same.  All  valleys  are  to  be  properly  protected  by 
valley  tin,  and  to  be  one  continuous  piece. 

PAINTING. 
Paint  to  be  selected  by  the  owner.     All  yellow  Pine  or  Georgia  Pine  finish  on  the  inside 
to  be  finished  as  directed  by  the  owner  or  finished  naturally.    First  coat  is  to  consist  of  liquid  wood 
filler  to  be  applied  with  a  brush,  after  which  two  coats  of  best  hard  oil  varnish  are  to  be  applied. 
Smooth  and  rub  the  last  coat  with  pumice  stone  to  a  dull  finish  if  desired. 
Outside  Painting. 

As  soon  as  possible  after  siding  the  building  thoroughly  prime  all  outside  work.     Before 
applying  this  priming  coat  shellac  all  knots,  pitch,  sap  stains,  etc.     The  paint  to  be  used  is  the  best 
grade  of  mixed  paint  or  white  lead  and  linseed  oil  as  may  be  directed  by  the  owner. 
Floor  Finish. 

All  Yellow  Pine  floors  should  be  given  a  coat  of  liquid  filler,  followed  by  two  coats  of  best 
floor  varnish,  aU  floors  to  be  left  in  smooth  and  polished  condition. 

Paint  all  sheet  metal  work  with  one  coat  before  placing  in  position  and  two  coats  of 
mineral  paint  afterwards. 


258 THE  REAL   ESTATE 

V  •  PLUMBING  AND  HEATING. 

Plumbing  and  heating  specifications  are  furnished  under  separate  cover,  and  will  be  fur- 
nished complete  foS'this  house  when  contract  is  made. 

3.  Specifications. 

FOR  A  TWO  AND  ONE  HALF  STORY  FRAME  RESIDENCE. 
GENERAL  CONDITIONS. 

All  work  shall  ba  executed  in  accordance  with  the  laws  and  ordinances  pertaining  thereto 
and  according  to  the  drawings  and  specifications  and  such  explanations  and  supplemental  draw- 
ings as  may  become  necessary. 

Figured  dimensions,  detail  drawings  and  written  descriptions  shall  have  preference  over 
small  scale  drawings. 

The  contractor  shall  furnish  all  materials,  tools,  labor  machines,  transportations  and  scaf- 
folding required  to  execute  the  work. 

The  owner  will  procure  the  building  permit  and  the  contractor  the  other  permits. 

The  General  Contractor  shall  keep  the  work  insured  agains  loss  by  fire  and  policies  being 
made  payable  to  the  owner  and  contractor  as  their  interests  may  appear. 

The  contractor  shall  prosecute  the  work  with  the  utmost  dispatch. 

Each  contractor  shall  be  held  responsible  for  the  safety  and  good  condition  of  work  and 
material  embraced  in  his  contract,  until  the  completion  and  final  acceptance  of  the  same  as  an  en- 
tirety, and  he  must  leave  his  work  clean  and  in  an  acceptable  condition. 

The  contractor  shall  be  held  liable  for  all  damages,  injury  or  delay  to  his  own  or  other  bran- 
ches of  work,  or  injury  to  neighboring  premises,  persons,  or  property  of  the  public,  and  shall  hold 
the  owner  harmless  from  any  damages  resulting  therefrom,  whether  caused  by  carelessness,  accident 
or  otherwise. 

If  any  alterations  should  be  required  during  the  progress  of  the  work  the  contractor  shall 
proceed  with  them  upon  the  notice  from  the  architect.  Such  alterations  shall  not  invalidate  the  con- 
tract, but  the  value  approved  by  the  architect  shall  be  added  to  or  deducted  from  the  amount  of  the 
contract,  and  a.iy  dispatss  regarding  such  valuation  shall  be  decided  by  arbitration. 

Should  any  doubts  arise  as  to  the  true  meaning  of  the  drawings  and  specifications,  reference 
shall  be  made  to  the  architect,  whose  decision  thereon  shall  be  binding  on  all  parties. 

The  owner  will  have  house  staked  out. 

EXCAVATION. 

The  cellar  is  to  be  excavated  under  entire  house  to  a  depth  as  shown  on  plans.  All  surplus 
earth  to  be  left  on  premises  and  lot  to  be  graded  and  sodded.  ALL  THIS  WORK  TO  BE  DONE 
BY  OWNER. 

FOUNDATION  WORK. 

Build  cellar  walls,  foundations  for  chimneys,  cellarways,  footings,  piers,  etc.  as  shown  on 
plans  of  the  best  quality  of  hill  limestone  on  flat  beds  of  suitable  sizes  and  the  best  quality  of  line 
mortar,  using  one  part  of  fresh  burnt  brown  or  black  lime  to  three  parts  of  clean,  sharp  sand,  well 
temi)ered  with  clean  water. 

All  work  is  to  be  well  bonded  with  through  stones.  All  piers  to  start  on  a  heavy  bed  of 
mortar  and  all  work  to  be  well  slushed  up  throughout,  and  outside  work,  hammered  work  of 
uniform  courses  of  5'  or  6".  Stone  work  where  exposed  above  grade  to  have  a  clean  blue  surface, 
free  from  clay.  Walls  to  be  perfectly  level  at  top.  Exposed  work  where  exposed  above  grade  to  be 
neatly  pointed  in  cement  mortar,  colored  with  a  joint.  All  inside  and  cellar,  laundry  walls  to  be 
neatly  pointed  in  limed  mortar. 

Chimneys  to  be  built  to  first  floor  joist  and  build  in  all  flues  in  cellar.  Cellar  flues  to  have 
soot  pockets. 

The  inside  window  jambs  and  all  inside  angles  are  to  be  built  up  plumb  and  hammer  dressed 
Level  off  properly  with  cement  all  cellar  window  stools. 

The  stone  mason  is  to  set  all  free-stone  window  sills  for  all  cellar  windows.  Leave  proper 
djenings  for  suppUes  and  drains. 

ALL  FOUNDATION  WORK  TO  BE  DONE  BY 

CHIMNEYS. 

Construct  the  chimneys  of  red,  hard  burnt  brick. 

All  brick  laid  with  the  best  Springfield  lime  mortar. 

Turn  trimmer  arches  for  all  hearths. 

All  fire-places  to  have  segment  arches  turned  over  wooden  pieces. 

Brick  layer  to  put  on  cement  copings. 

PLASTERING. 

All  stud  partitions,  walls,  chimneys,  closets  and  undersides  of  stairways  on  first,  second 
and  attic  stories  and  over  all  openings  will  be  lathed  with  first  quality  of  yellow  pine  or  poplar 
lath,  well  seasoned,  well  nailed  and  broken  jointed  every  8th  lath,  and  then  plastered  two  coats  of 
mortar  with  hard  white  finish. 


BROKER'S   CYCLOPEDIA  259 

All  plaster  is  to  be  mixed  in  proper  proportions  and  tempered  with  clean  water.  Lime  to  be 
freshly  burned  Springfield  lime  sand  to  be  clear  sharp  and  thoroughly  screened.  Hair  to  be  long 
cattle  hair.  Plaster  of  Paris  to  be  of  the  best  kind.  Plaster  must  stand  until  it  is  properly  tempered 
before  putting  on.  All  plaster  must  be  true  and  even,  plumb  and  full  to  floor  jambs.  Perform 
all  patching  and  pointing  after  inside  finish  is  on  and  leave  all  walls  in  perfect  condition. 

Provide  sheet  iron  collars  for  all  smoke  inlets. 

Plasterer  must  clean  out  all  plaster's  dirt  when  his  work  is  finished  and  he  must  furnish 
his  own  scaffolding  and  materials  not  meritioned  in  these  specifications  and  all  boards  and  beds  re- 
quired for  his  work.    No  plaster  to  be  mixed  on  floors. 

PAINTING  AND  GLA7ING. 

All  glass  on  first  and  second  floors  to  be  best  quality  of  double  strength  Pittsburg  A.  Glass, 
well  sprigged  and  puttied  and  all  lights  of  glass  left  free  from  paint  on  completion  of  the  building. 
Glass  in  cellar  and  attic  to  be  single  strength. 

All  metal  work  to  have  two  coats  of  best  metallic  paint.  All  sash  to  be  primed  before 
being  glazed.     All  frames  to  be  primed  before  being  placed  in  building. 

Entire  house  will  be  finished  in  yellow  pine,  to  have  one  coat  of  filler  and  two  coats  of  best 
varnish  well  flowed  on,  and  well  sanded  between  coats. 

All  outside  woodwork  is  to  be  primed  one  coat  of  yellow  ochre  and  lead  mixed  in  equal 
parts  and  to  have  two  coats  of  best  quality  of  white  lead  ard  oil  paint  of  such  colors  as  may  be  sel- 
ected by  owner. 

No  wood  is  to  be  varnished  until  it  is  thoroughly  cleaned. 

All  nail  holes  to  be  neatly  puttied  and  to  match  wood  work. 

All  finish  must  be  protected  and  left  clean  and  all  oil,  paint  and  varnish  spots  must  be 
removed  from  finish. 

The  whole  is  to  be  left  in  the  neatest  and  most  workmanlike  manner  and  left  in  cood  con- 
dition on  completion. 

ROOFING. 

Entire  main  roof  to  be  covered  with  Bangor  slate,  size  of  same  to  be  10*x20"  and  porches 
and  bay  to  be  covered  with  tin,  same  to  be  painted  on  undersides  before  laying. 

Flash  and  counter-flash  around  all  chimneys.  Secure  tin  work  well  to  wood  work.  Ridges 
to  be  made  of  No.  26  galv.  iron,  corrugated,  well  soldered  together  and  to  be  well  secured  with 
proper  bands  and  to  run  into  drains.     Put  copper  wire  screens  in  all  down  spouts. 

All  tin  used  to  Old  Process,  "Lawson's  or  Huencfcld's."  Roofer  to  warrant  his  work  for  one 
year.      Put  tin  pans  under  and  tin  caps  over  all  windows  where  directed  by  superintendent. 

CEMKNT  WORK 

Entire  cellar  to  have  cement  floor  laid  as  follows: — Lay  cinders  4"  thick  ai;d  ram  well,  cover 
with  2]^'  of  concrete  to  consist  of  one  part  cement  to  six  parts  of  clean  sharp  sand  and  gravel,  on 
top  of  this  lay  '.^'  of  cement  to  consist  of  one  part  of  cement  to  two  parts  of  clean  sharp  sand, 
troweled  smooth  with  proper  fall  to  cess  pool.     Floor  to  be  marked  in  sections. 

Build  walk  from  side  walk  to  front  of  house  3>^  feet  wide  and  2  feet  wide  around  side  of 
house  to  rear  cellarway  and  rear  porch.  Walks  to  be  made  as  follows: — Dig  trenches  and  fill  with 
6"  cinders  thoroughly  rmnmed,  cover  with  3  '<i"  of  concrete  and  ^4  of  cement  troweled  smooth.  Con- 
crete and  cement  for  walks  to  be  mixed  as  above  specified.     Walks  to  be  marked  in  4  ft.  sections. 

Only  best  American  Portland  Cement  to  be  used.  All  cement  work  to  be  guaranteed  for 
one  year. 

THIS  WORK  TO  BK  DONE  BY 

PLUMBING. 
Qas  Piping. 

Rough  in  for  illuminating  gas  and  for  fuel  gas  in  the  kitchen. 
Hath  Room. 

Rough  in  for  bath  room  supplies,  toilet  and  wash  stand. 

Furnish  and  connect  bath   tub.     Bath  tub  to  be  a  5  ft.   white  enameled  lined  iron  with 
rolled  rim  and  to  be  supplied  with  hot  and  cold  water  through  f     extra  strong  nickel-plated  brass 
pipes  and  to  have  trapped  waste  and  nic'kel-plated  chain,  strainer  and  rubber  plug. 
Sink. 

Set  up  in  kitchen  one  white  enameled  lined  iron  sink,  size  of  same  to  be  20"x30'',  to  be 
supplied  with  hot  and  cold  water  through  |"  brass  pipes  and  tr.ipped  waste. 
Sewer  Work. 

ALL  SEWER  WORK  TO  BE  DONE  BY 

Waste  Pipe  Drains. 

Rough  in  for  all  drains. 

CARPENTER  WORK  A.VD  LLMBER 

All  rough  lumber  and  timber,  unless  otherwise  specified,  to  be  mill  sawed  yellow  pine  of 
good  merchantable  iiuality. 

First  and  second  floor  joist  to  be  2x10. 

Attic  floor  joists  to  be  2x8. 

Frame  joists  for  stairs,  chimneys,  etc.,  with  double  headers  and  double  trimmers,  to  be 
luortise  and  tenons. 


260 THE     REAL     ESTATE 

All  joists  to  be  placed  16*  on  centers. 
Bridging. 

Put  cross  bridges  betv  een  all  joists  on  first  and  second  and  attic  floors,  same  running 
parallel  co.irses  and  to  be  1x8  .veil  nailed.  Parrallel  bridging  on  first  floor  in  bearing  partitions 
Studding. 

2"  x4"' — le*  on  centers  and  double  at  corners  and  or  both  sides  of  openings.     Bearing  par- 
titions to  have  4x4  plates.     Other  partitions  to  have  2x4  sills  and  caps.     Truss  over  all  openings 
5  feet  or  more  wide. 
Roof  Rafter. 

Roof  rafters  to  be  2x6x16'  on  centers. 
Sheathing  and  Siding. 

Best  quality  of  poplar  siding  to  be  used  of  standard  size,  shown  4  J^'  to    the     weather. 

Sheath  all  the  sides  of  building,  main  roof  and  line  all  gutters  with  third  common  tongued 
and  grooved  yellow  pine  sheathing  I"  thick  and  not  over  7  inches  wide,  blind  nailed  to  ever 
studding  and  rafter. 

All  other  timbers,  furring  strips,  lumber,  etc.,  required  to  complete  the  work  as  per  draw- 
ings to  be  provided  as  directed  or  required. 

All  sides  of  building  will  be  covered  with  heavy  building  paper. 
Porches. 

The  porch  floor  joist  to  be  2x8x16*  from  centers. 

Porch  floors  to  have  slight  fall  to  outer  edge. 

Flooring  to  be  cypress  \"  x  3)^*  full  length  boards,  all  joists  to  be  painted  before    laying. 

Front  porch  rafters  to  be  2x4x16*  on  centers. 

Porch  columns  to  be  of  dry  poplar  and  of  style  as  shown  on  plans. 

Ceilings  of  porch  and  undersides  of  projections  of  corners  of  house  to  be  ceiled  with  V 
by  4*  beaded  tongued  and  grooved  yellow  pine  material. 

Porch  steps  to  have  2x12  carriages  and  li"  treads  and  lx|"  risers,  all  strongly  braced  and 
put  together. 

Finish  porch  floors  and  steps  with  nosing  and  scotia. 

Put  lattice  work  where  shown. 

All  lumber  for  outside  finish,  unless  otherwise  specified,  to  be  well  seasoned  first  common 
cypress,  thoroughly  seasoned  and  "free  from  sap,  shakes  and  black  knots. 
Floors. 

All  floors  and  second  stories,  will  be  first  standard  yellow  pine  J*  thick  and  2  J^'  wide 
tongued  and  grooved  and  blind  nailed. 

Attic  to  have  first  standard  yellow  pine  flooring  l"  thick  and  Z^i"  wide,  tongued  and 
grooved  and  blind  nailed. 

Carpenter  is  to  frame  around  all  register  openings.  Also  mould  base  around  all  wall  regis- 
ters, and  cut  out  for  mantels  and  hot  air  pipes. 

MILL  WORK. 

Doors. 

All  doors  to  be  yellow  pine,  to  be  glued,  wedged  and  hand  finished  for  varnishing.     All  doors 
to  be  5  cross  paneled  with  white  pine  stiles.     All  doors  except  as     otherwise  specified,   to  be     If* 
thick,  outside  doors  to  be  1  J^*  thick.     Outside  doors  to  be  white  pine  made  for  glass  as  shown  on 
plans.     Sliding  doors  to  be  1  %"  thick  with  astrical  fronts  of  hardwood. 
Windows  and  window  Frames. 

All  cellar  windows  to  be  cypress  plank  frames  rabbited  for  If*  thick  sash,  to  be  hung  on 
steel  butts  and  to  have  iron  bolts,  hooks  and  eyes  to  secure  same  to  undersides  or  joist  when 
open.  « 

All  other  windows  in  house  to  have  box  frames. 

Sash  to  be  li*  thick  white  pine. 

For  sizes  of  frames,  see  elevations. 
Casing  and  Inside  Finish. 

All  base,  casings  and  inside  finish  will  be  clear  yellow  pine,  moulded  head  finish  except 
in  attic. 

6'  beveled  base  in  closets  and  attic  and  8*  O  G  Base  elsewhere,  with  floor  strip;  moulded 
window  stools  with  aprons  and  nosing.  Comer  staffs  where  necessary.  Picture  moulding  in  all 
rooms  in  first  and  second  floors  except  kitchen  and  bath. 

All  closets  to  have  shelves  as  indicated  on  plans  and  a  strip  for  hooks  with  plenty  of  Japan 
Wardrobe  Hooks. 

China  Case. 

China  case  as  shown  with  sets  of  sliding  doors,  upper  set  glazed,  and  two  drawers. 
Sink. 

Sink  to  have  Ij'  thick  cypress  top,  one  piece  drip  board  as  shown  on  plans.  To  have  16' 
splash  board  with  7'  apron  made  of  cypress.     Turned  cypress  legs. 


BROKER'S  CYCLOPEDIA 261 

HARDWARE. 

All  hardware  to  be  oxidized  copper  finish  of  neat  design  on  genuine  bronze,  except  in  kitch- 
en and  attic,  where  black  hardware  will  be  used.     All  doors  to  have  rubber  tipped  door  bumpers. 

STAIRS. 

Stairs  to  be  as  shown  on  plans  with  yellow  pine  treads  and  risers  and  to  have  neat  handrail 
and  turned  balusters  where  necessary. 

Cellar  stairs  for  inside  and  outside  are  to  be  known  as  mill  steps  and  are  to  be  made  out 
of  2'  material  properly  housed  and  well  spiked  together. 

HEATING. 
Building  to  be  heated  by  warm  air  furnace  of  sufficient  heating  capacity  to  heat  all  rooms 
in  which  registers  are  placed  to  a  temperature  of  70  degrees  during  zero  weather. 

All  materials  to  be  of  the  best  of  their  respective  kinds.  Registers  to  be  placed  in  all  rooms 
on  first  and  second  fioors  and  one  in  attic. 

FIXTURES. 

GAS  FIXTURES  TO  BE  PURCHASED  BY  OWNER 

MANTELS. 

OWNER  TO  PURCHASE  THE  MANTELS. 

ELECTRIC  WORK. 

BelU. 

Furnish  and  set  up  one  electric  bell  in  kitchen  with  the  necessary  wires,  batteries  and  pu»h 
button  at  front  door  to  match  hardware. 

Also  buzzer  in  kitchen  with  push  button  at  rear  door. 

4.    Specifications  for  Modern  Home,  Frame  House 
(3  room  cottage.) 

To  be  Erected  For 

Mr 

To  be  built  on 

In  the  City  of County  of State  of 

According  to  drawings,  specifications  and  bill  of  materials  as  furnished  by 

of and  under  the  owner's  or  his  superintendent's  personal  super- 
vision and  direction. 
Drawings. 

The  several  drawings  herein  referred  to  are  designated  as  follows: 
FRONT  ELEVATION  REAR  ELEVATION  FLOOR  PLANS 

RIGHT  SIDE  ELEVATION        DETAIL  PLAN  ROOF  PLAN 

LEFT  SIDE  ELEVATION  CELLAR  PLAN  LONGITUDINAL  SECTIONAL  PLAN. 

Also  height  of  stories  and  pitch  of  roofs.  Drawings  and  all  writings,  interlineations, 
figures  and  detail  drawings,  made  or  to  be  made  as  the  work  progresses,  are  to  be  considered  a 
part  of  and  as  illustrating  the  plans  and  sp)ecifications  and  must  be  accurately  followed.  When  figures 
are  not  given,  the  drawings  must  be  carefully  followed  according  to  their  scale  on  plans. 

The  contractor  shall  be  at  full  liberty  at  any  time  to  consult  with 

as  to  any  questions  regarding,  the  drawings,  specifications  or  bill  of  materials. 
General  Conditions 

The  contractor  for  this  work  or  any  part  is  required  to  give  his  personal  superintendence  to 
obtain  all  necessary  permits,  correctly  lay  out  his  own  work,  furnish  all  materials  (except  such 
part  or  parts,  as  agreed  owner  will  furnish,  also  the  labor  under  the  different  heads  as  well  as  the 
minor  omissions  not  especially  mentioned,  including  scaffolding,  cartage,  labor,  materials,  apparatus 
and  utensils  needful  in  performing  the  work  in  the  best  manner  according  to  the  plans  and  speci- 
fications. The  contractor  is  also  required  to  remove  all  obstructions  from  the  site,  and  shall  cover, 
protect  and  use  the  proper  care  in  bracing  and  securing  all  parts  of  the  work  against  injury  or  deface- 
ment during  the  erection  and  until  the  completion  of  the  building,  and  to  remove  from  and  about 
the  premises  all  apparatus,  scaffolding,  utensils  and  rubbish  pertaining  to  his  work  on  completion 
of  the  building.  Should  the  contractor  introduce  any  material  different  from  the  quality  herein  de- 
scribed or  meant  to  be  implied,  it  shall  be  immediately  removed  at  the  contractor's  expense  at  any 
time  when  his  attention  is  called  to  unsuitable  work  or  material.  Should  such  quality  or  unsuitable 
work  or  material  be  retained,  a  sufficient  sum  will  be  deducted  from  the  contract  price  to  reimburse 
the  owner  for  the  damage. 

All  work  to  be  executed  in  the  best  and  most  substantial  and  thorough  workmanlike  manner: 

The  contractor  or  a  competent  foreman  will  be  expected  to  be  on  the  work  all  the  time, 
who  will  carry  out  the  directions  that  may  be  given  from  time  to  time  by  the  owner  of  the  building, 
also  to  afford  sufficient  facilities  for  the  inspection  ofthe  work. 


262 THE   REAL   ESTATE- 

The  contractor  must  also  protect  the  building  during  construction  against  all  damages  of 
every  kind,  also  any  damage  to  the  adjoining  {sremises  arising  from  this  construction  in  the 
carryingout  of  all  work  mentioned  in  the  plans  and  specifications.  The  contractor  shall  also  properly 
care  for  and  protect  all  materials  used  in  the  construction  of  the  house  as  soon  as  they  are  de- 
livered at  the  proper  place. 

Should  the  owner  at  any  time  during  the  construction  of  the  said  building  desire  any 
alterations  of,  deviations  from,  additions  to,  or  omissions  made  from  this  contract,  he  shall  have  the 
right  and  power  to  make  such  change  or  changes  and  the  same  shall  be  in  no  way  injuriously 
affect  or  make  void  this  contract,  but  the  difference  shall  be  added  to  or  deducted  from  the 
amount  of  the  contract,  as  the  case  may  be,  by  a  fair  and  reasonable  valuation  and  no  extra  shall 
be  paid  for  unless  ordered  by  the  owner.  All  changes  shall  be  authorized  in  writing  and  a  written 
agreement  shall  be  executed  to  that  effect  where  such  changes  entail  extra  expense. 

Should  any  dispute  arise  respecting  the  true  construction  or  meaning  of  the  drawings, 
specifications  or  bill  of  materials,  or  regarding  the  true  value  of  any  extra  work  or  of  work  omitted, 
same  shall  be  valued  by  an  arbitrating  committee  composed  of  three  persons,  one  employed  by  the 
owner  and  one  by  the  contractor,  and  these  two  shall  have  the  right  and  power  to  name  the  third 
party;  the  decision  of  the  majority  of  the  arbitrating  committee  shall     be  binding  on  all  parties. 

The  general  contractor  shall  be  responsible  for  the  proper  location  of  the  building  on  the 
grade  according  to  the  drawings. 

The  general  contractor  shall  allow  no  inside  finish  of  any  kind  to  be  used  or  put  in  place 
which  will  be  affected  by  dampness  until  the  plastering  is  thoroughly  dry.  The  owner  shall  be 
protected  against  all  liens  of  labor,  material,  etc.,  and  the  contractor  shall  prove  to  the  satisfaction 
of  the  owner  before  the  final  payment  is  made  and  the  building  accepted  that  all  claims  for  labor 
and  materials  have  been  paid. 

Excavating. 

Excavate  the  ground  for  foundation,  according  to  the  area  of  the  plans  and  sections. 
Said  excavations  to  be  large  enough  to  admit  all  footings  and  all  necessary  pointing  of  walls,  piers, 
chimneys,  etc.,  in  and  outside  of  foundation  where  shown  on  plans,  and  to  the  depth  requisite;  also 
dig  trenches  for  all  footings  of  walls,  chimneys,  and  all  piers,  inside  and  outside  of  building  where 
shown  on  the  plans.  After  the  foundation  walls  are  in  place,  suitable  soil  shall  be  filled  in  against 
foundation  walls  as  back  fill,  thoroughly  tamped  and  graded  to  shed  water  from  foundation.  Place 
and  grade  soil  as  directed  by  owner,  leaving  the  fertile  soil  on  top,  removing  all  surplus  from  the 
premises  as  directed  by  owner.  Soft  and  mushy  foundation  work,  if  such  is  found,  to  have  good 
gravel  puddling  of  sufficient  depth  and  dimensions  to  protect  the  walls  or  piers  from  settling. 

Stonework. 

Build  all  stone  walls  as  shown  on  plans,  in  the  best  workmanlike  manner,  of  the  best  local 
stone,  in  the  best  half  cement  mortar.  All  walls  to  be  true  and  plumb  apd  neatly  pointed  on  all 
sides  with  mortar  composed  of  one  part  of  Portland  cement  to  two  parts  of  clean  sharp  river  or 
bank  sand.  Also  build  good  footings  under  all  piers  and  chimneys  as  shown,  of  extra  heavy 
stones.  All  walls  and  piers  to  start  below  frost  line.  Where  the  owner  desires  concrete  substituted 
for  foundation,  it  shall  be  composed  of  one  part  approved  Portland  cement,  two  parts  of  clean  sharp 
sand  and  five  parts  of  broken  stone  or  gravel.     See  sections  and  details. 

Brickwork. 

Build  all  chimneys  and  piers  where  shown  on  plans  of  the  best  hard  burnt  brick,  using  the 
BEST  for  all  brick  exposed  to  the  weather.  Said  brick  shall  be  wet  if  laid  in  warm,  dry  weather 
and  shall  have  solid  joints  of  the  best  lime  mortar.  All  chimneys  shall  be  smoothly  plastered  in  the 
inside  and  have  pipe  thimbles  where  directed.  All  walls,  etc.,  shall  be  true  and  plumb.  All  piers 
and  chimneys  exposed  to  the  weather  to  be  laid  in  half  cement  mortar. 

Timbers. 

All  timbers  including  girders,  trimmers,  truss  beams,  studdings,  etc.,  shall  be  sound,  well 
seasoned  and  free  from  large,  loose  or  dead  knots  or  other  imperfections  which  are  liable  to  impair 
the  durabiUty  or  otherwise  weaken  the  timber,  and  of  the  grade  and  kind  specified  in  bill  of  ma- 
terials unless  changed  in  writing  by  the  owner.  All  timbers  must  be  prepared,  framed  and  construct- 
ed according  to  the  drawings  and  sections  and  as  itemized  in  the  bill  of  materials.  The  particular 
kind  of  materials  and  their  dimensions  must  be  exactly  as  described  and  figured  on  plans  and  speci- 
fications and  bill  of  materials.  All  rafters  to  be  2x4  inch,  sized,  unless  shown  different  on  plans, 
notched  1  inch  on  to  plates,  well  spiked.  Attic  collar  beams  2x4  inches  on  every  third  rafter. 
All  outside  studding  and  partitions- to  be  2x4  inch,  sized.  Corners  and  all  opening  studs  and  headers 
to  be  also  doubled  for  plate.  All  floor  joints,  studdings  and  rafters  to  be  set  16  inches  center  to  center 
to  be  well  nailed  in  the  best  manner  Joists  to  be  sized  and  laid  crown  side  up.  Wall  sills  on, 
stone  walls  to  be  sized  as  shown  in  details.     Joists  all  around  entire  building  and  also  around  outside 


BROKER'S   CYCLOPEDIA 263 

porches  to  be  doubled,  all  to  be  well  spiked  in  their  respective  places.     Also  put  double  joists  under 
main  bearing  partitions.     Lap  each  joist  by  each  other  the  full  width  of  girder  and  well  spiked  to- 
gether and  to  the  girder. 
Headers  and  Trimmers. 

All  headers  and  trimmers  around  all  openings  must  be  put  on  double  thick  and  thoroughly- 
spiked,  leaving   all   openings   of   sufficient   size  for  the  finish   of   all  doors,  stairs,  etc.,  as   specified 
and  shown  in  drawings  and  bill  of  materials. 
Roofing  Boards. 

Cover  all  roofs  with  No.  3  roofing  boards  surfaced  one  sWe  and  laid  not  to  exceed  1  inch 
apart  for  shingles,  and  in  case  felt  roofing  is  used,  the  roofing  boards  must  be  nailed  close  together. 
All  roofing  boards  to  be  fastened  with  lOd  common  nails  and  securely  nailed  to  each  rafter. 
Shingles. 

The  entire  roof,  if  prepared  roofing  is  not  used,  to  be  shingled  with  the  best  grade  of  clear 
shingles,  laid  in  the  best  manner,  4  3^  inches  to  the  weather,  with  not  less  than  1  J^  inch  lap,  all 
to  be  well  nailed  with  3d  common  nails.  Make  perfectly  watertight  around  all  chimneys,  etc. 
Tinwork. 

All  down  spouts  or  conductor  pipes  must  be  made  of  corrugated  galvanized  steel  of  standard 
guage  and  must  be  well  secured  with  hooks  and  must  extend  down  to  the  water  table  and  finished 
with  an  elbow  or  shoe  to  turn  the  water  away  from  the  foundation.  All  eaves  troughs  or  gutters 
to  be  placed  on  the  roof  as  shown  on  the  elevation,  and  to  be  laid  in  with  the  shingles  in  the 
best  workmanlike  manner.  All  flashings  around  chimneys  to  be  put  up  in  the  best  manner  and  to  be 
absolutely  watertight.  All  valleys  and  end  flashings  where  two  roofs  join  each  other  must  be  flashed 
with  14  inch  galvanized  steel  valley.  All  ridging  on  roof  of  main  building  and  porches  to  be  covered 
with  V  angle  galvanized  steel  cap,  as  specified  in  bill  of  materials. 

Provide  wire  screens  over  all  openings  for  down  spouts. 
Sheathing. 

Enclose  the  entire  building  all  around  with  surfaced  No.  2  sheathing  boards  as  shown  in 
detail  drawings  and  as  itemized  in  the  bill  of  materials,  same   to  be  close  and  properly  laid  and 
well  nailed  with  lOd  common  nails  to  each  studding;  cut  out  all  bad  knots  and  shakes  and  make 
good  joints. 
Building  Paper. 

Cover  all  sheathing  boards  with  a  good  grade  of  40  pound  red  rosin  sized  sheathing  paper 
well  lapped. 
Siding. 

The  entire  building  should  be  sided  with  4  inch  gum  siding,  laid  not  to  exceed  2j     inches 
to  the  weather,  cut  close  joints  against  casings,  comer  boards,  water  tables,  etc.     All  siding  to  be 
in  straight  line  and  spaced  with  the  tops  and  bottoms  of  all  wihdows  in  the  best  workmanlike 
manner  and  securely  nailed  to  each  studding. 
Closets. 

Each  closet  to  have  a  3  inch  plain  strip  extending  around  the  closet  on  the  inside  with  one 
row  of  good  hooks,  as  specified  in  the     bill  of  materials,  placed  14  inches  apart,  also  one  shelf  8 
inches  wide,  well  secured  to  a  2  inch  strip. 
Pantry. 

Place  all  shelves  and  other  fixtures  in  pantry  as  shown  in  details. 
Sinks. 

Placed  in  kitchen  where  shown  in  details.     The  sink  of  the  size  and  quality  as  shown  in 
details  and  described  in  the  bill  of  materials,  put  upon  cast  iron  brackets  and  fitted  with  a  drip 
board  and  sink  cap  and  apron  and  fitted  with  soil  pipe  and  connected  with  outlet  or  sewerage. 
Doors. 

All  doors  in  this  building  must  be  of  the  material  and  finish  of  the  respective  rooms  and 
to  be  of  the  styles,  numbers  and  dimensions  as  shown  in  the  plans,  details  and  bill  of  materials. 
All  doors  to  be  fitted  and  hung  in  the  best  workmanlike  manner,  and  to  have  hardwood  thresholds. 
Windows. 

All  windows  for  this  building  must  be  the  styles  and  dimensions  as  shown  on  plans  and  item 
ized  in  the  bill  of  materials.  Hang  all  two-light  check  rail  windows  on  balancing  sash  weights  with 
sash  cord  as  itemized  in  the  bill  of  materials.  All  single  and  cellar  sash  to  hang  on  hinges  and  to  be 
provided  with  bolts  for  locking  and  hooks  to  hold  them  open.  The  hinges,  bolts,  etc..  should  be  as 
itemized  in  the  bill  of  materials. 
Glass. 

All  windows  to  be  made  of  clear  stock  suitable  for  oil  finish. 


264  THE   REAL   ESTATE 

All  windows  larger  than  24x24  inches  to  be  glazed  with  good  quality  double  strength  glass, 
unless  otherwise  specified  in  details  or  bill  of  materials.  All  windows  24x24  inches  and  smaller,  and 
single  sash  to  be  glazed  with  good  quality  single  strength  glass,  unless  otherwise  specified.  All 
glazed  doors  and  ornamental  windows  or  sash  to  be  glazed  as  shown  in  details  and  itemized  in  bill 
of  materials.  All  glass  to  be  well  set  in  good  putty. 
Window  and  Door  Frames. 

All  door  frames  shall  be  made  as  shown  in  drawings,  and  bill  of  materials  and  to  be  made  of 
select  mill  finishing  lumber.  Outside  door  jambs  shall  be  If  inches  thick  and  rabbeted  for  outside 
doors.  All  inside  door  jambs  to  be  J  inch  thick,  of  the  same  kind  of  wood  each  room  is  finished 
with.  All  window  and  sash  frames  to  be  as  shown  in  plans,  details  and  described  in  bill  of  materials. 
All  outside  casings  to  be  li  inch  thick. 
Finish. 

All  inside   finishing  lumber,  casing  and  base,   and  all  mouldings  and   trimmings  to  be  of 
designs  and  quality  as  shown  in  details  and  itemized  in  the  bill  of  materials.     All  the  above  men- 
tioned materials  shall  be  well  seasoned  and  free  from  all  defects  where  exposed  in  view.     All  interior 
trimming  to  have  perfect  joints  and  must  be  put  up  in  the  best  workmanlike  manner. 
Flooring. 

All  flooring  to  be  of  the  quality  and  description  shown  in  the  plans,  details  and   itemized 
in  the  bill  of  materials,  which  shall  be  free  from  bad  knots  and  shakes  and  make  good  smooth 
joints  and  well  nailed  to  every  joist.     The  first  story  fioor  not  to  be  laid  until  the   plastering  is 
finished.     All  floors  to  be  protected  with  a  good  heavy  paper  while  the  work  is  in  progress. 
Floor  Lining. 

The  first  floor  must  be  lined  with  No.  2  1  inch  boards,  surfaced  one  side,  laid  diagonally, 
nailed  close  together  with   lOd  common  nails  securely  nailed  to  each  joist. 
Bridging. 

All  joists  to  be  well  crossed  bridged  centrally  between  each  span  with  good  sound  1x2  inch 
stuff,  well  fitted  and  nailed  at  the  angles  and  put  in  as  soon  as  the  joists  are  leveled.     Put  suitable 
supports  between  joists  in  the  exact  center  of  each  room  to  secure  kooks  for  hanging  lamps  or  chan- 
deliers. 
Grounds. 

Put  up  grounds  for  the  finish  of  all  doors,  windows,  base,  casing  etc.,   before  plastering. 
Grounds  to  be  proper  size,  well  nailed. 
Porches. 

Build  all  porches  on  piers,  as  shown  in  detail  drawings,  using  flooring,  porch  columns,  rail 
balusters  and  other  material  shown  in  details  and  itemized  in  the  bill  of  materials,  all  to  be  well 
nailed  in  their  respective  places  and  constructed  in  the  best  workmanlike  manner. 
Cornice. 

Exterior  cornice  to  extend  around  the  entire  building  as  shown  on  elevations.  All  to  be  in 
straight  lines  with  close  joints  and  close  against  casings,  corner  boards,  etc.,  and  well  nailed  with 
8d  common  nails.  All  dimension  cornice  lumber,  corner  boards,  water  table,  apron,  etc.,  to  be  of 
red  gum  finishing  lumber  as  itemized  in  the  bill  of  materials.  All  finishing  lumber  to  be  well  seasoned 
and  put  up  in  a  workmanlike  manner.  All  outside  moulding  to  be  of  good  stock  pattern  as  shown 
and  described  by  number  in  details,  drawing  and  itemized  in  bill  of  materials. 
Lathing. 

Lath  all  outside  and  partition  walls  and  ceilings,  except  basement  and  attic,  with  No.  1 
pine  laths,  free  from  red  knots  and  bark.  Break  joint  every  16  inches  and  lath  not  to  exceed 
J  inch  apart  on  walls  and  between  I  inch  and  3^  inch  apart  on  ceilings,  and  each  lath  to  be  nailed 
with  four  3d  fine  lathing  nails.  All  corners  to  be  made  solid  before  nailing;  there  must  not  be  any 
lathing  through  angles  from  one  room  to  another.  Under  no  circumstances  iriust  lath  stop  and 
form  a  long  vertical  joint,  nor  can  any  lath  be  put  on  vertically  to  farish  out  to  corners  or  angles. 
All  lathing  to  run  down  to  the  floor  and  behind  wainscoting. 
Plastering. 

Plaster  all  the  lathed  walls,  ceilings  and  chimney  surfaces  in  plastered  rooms  with  two 
coats  of  plaster,  the  first  coat  to  be  composed  of  good  brown  hair  mortar.  When  preparing  the 
brown  mortar,  nothing  but  the  best  grade  of  sharp  sand,  live  quicklime  and  a  good  grade  of  hair, 
well  picked  apart,  are  to  be  used,  which  will  be  mixed  by  slacking  and  straining  the  lime,  working 
in  as  much  sand  and  such  portions  of  hair  as  can  be  used  and  still  enable  the  plastereis  to  put  the 
same  on  the  walls  and  ceilings.  Before  mixing  with  the  hair  and  sand,  Hme  must  be  allowed  to  stand 
eight  days  after  slacking.  After  allowing  the  first  coat  of  plaster  to  become  sufl'iciently  dry,  apply  a 
coat  of  plaster  paris  hard  finish,  float  straight  edge  and  smooth  and  free  from  cracks  and  all  other 
defects.  The  entire  job  is  to  be  straight  edge  work;  all  corners  square  and  plumb.  Plasterer  to  do 
all  necessary  patching  and  pointing  after  all  other  work  is  done. 


BROKER'S   CYCLOPEDIA 2^ 

Hardware. 

The  contractor  must  put  in   place   all  necessary  hardware,  such  as  locks,  butts,   knobs, 
latches  and  all  hardware  trimmings  and  fastenings  of  every  description,  as  described  in  the  bill  of 
materials.     All  hardware  must  be  properly  fixed  to  all  doors,  sash,  etc.,  in  the  best  workmanlike 
manner. 
Painting. 

Paint  all  the  exterior  woodwork  and  galvanized  iron  work  with  two  coats  of  Seroco  Ready 
Mixed  Paint  in  colors  to  suit  the  owner.     All  nail  holes  and  cracks  to  be  properly  puttied. 
Inside  Painting. 

All  the  interior  woodwork  in  finished  rooms  to  have  a  good  coat  of  Seroco  Liquid  Wood 
Filler  and  two  coats  of  Seroco  Extra  Light  Hard  Oil  Finish  unless  otherwise  specified.  Each  coat 
shall  have  24  hours  in  which  to  dry,  then  to  be  sandpapered  smooth  with  No.  O  sandpaper  before 
the  next  coat  is  applied.  All  finger  marks  and  other  stains  to  be  removed  from  woodwork  before 
painting  or  varnishing. 

These  plans,  specifications  and  bill  of  materials  are  only  for  the  construction  of  this 
building,  and  when  all  work  is  done  complete  and  the  premises  cleaned  up  of  all  rubbish  that  may 
have  accumulated  during  the  work,  and  when  all  is  acceptable  to  the  owner,  the  contractot 
before  the  final  settlement  is  to  return  same  to  the  owner.  The  owner  reserves  the  right  to  reject 
any  or  all  bids. 

BILL  OF  MATERIALS  FOR  MODERN  HOME. 
MILL  WORK. 


Doors. 


Sash. 


Cass  Front  Door,  2"  S'xG'  8",  IJ". 
3  Doors,  2"  S'xe"  8',  If,  5  Panel. 
2  Doors,  2"  6"x6''  8",  If,  5  Panel. 
1  Door,  2"  S'xe"  0",  If.  4  Panel. 


1  Crystal  Window,  21t.,  40''x42",  If"  Ck.  Rail,  Bot.  Gla.  Tf.  S.,  Top  Leaded  Sheet. 
6  Windows,  2 "It..  28'  x  28",  If  Ck.  Rail,  Glazed  Double  Strength. 

1  Window,  2  It.,  24"x24".  If  Ck.  Rail,  Glazed  Single  Strength. 
4  Cellar  Sash,  3  It.,  8''xl0'',  li  Glazed  Single  Strength. 

2  Gable  Sash,  2'  O'xS'  5",  li  Glazed  Single  Strength. 
Frames. 

2  Outside  Door  Frames,  2'  8''x6'  8",  If  Rabbet.. 

1  Cellar  Door  Frame,  2'  S"-x&'  0",  li  Rabbet. 

1  Pulley  Window  Frame,  2  It.,  40"x42",  If  Ck.  Rail. 

Opng.  3'  8''x5'  2". 
6  Pulley  Window  Frame,  2  It.,  28''x28''.  If  Ck.  Rail. 

Opng.  2'  8f  x5'  2". 

1  Pulley  Window  Frame,  2  It.,  24''x24',  li'  Ck.  Rail. 

Opng.  2'  4f  x4'  6". 

2  Sash  Frames,  Opng.  2'  0'x2'  5",  1  It.,  li'  Ck.  Rail. 

4  Cellar  Sash  Frames,  3  It.,  8'xlO",  li*  Rabbet  Opng.  2'  4''xl'  2' 
Inside  Door  Jambs. 

2  Sets  Inside  Door  Jambs.  2'  8'x6'  8'. 
2  Sets  Inside  Door  Jambs,  2'  6'x6'  8'. 


Inside  Finish. 


231  Ft.  Casing,  13— 16'x4M''- 
60  Ft.  Head  Casing,  13— 16'x4M''. 

37  Ft.  Window  Stool. 
35  Ft.  Window  Apron. 

220  Lin.  Ft.  i'xli".  Door  and  Window  Stop 
170  Lin.  ft.  Base  Board. 
170  Lin.  ft.  Carpet  Strip. 
100  Lin.  ft.  Picture  Moulding. 

1  Corner  Bead. 

25  Base  Corners. 

6  Thresholds. 

38  Croner  Blocks,  4  i^'x4  H"xl  i'. 
1  Oak  Sink  Board,  22'x24". 

8  Lin.  Ft.  Sink  Cap. 
8  Lin.  Ft.  Sink  Apron. 


266 . THE   REAL   ESTATE 

Outside  Mill  Work. 

40  Lin.  Ft.  li'x2M''  Porch  Nosing. 

1  Turned  Porch  Column,  4"x4''x8''. 

2  Turned  Porch  Column,  e'xS'xS'. 
18  Lin.  Ft.  1  H'xS",  Top  Rail. 

18  Lin.  Ft.  1  ^"xS",  Bottom  Rail. 
1  Crate  of  50  Balusters,  1  Ji''x20". 

10  Balusters,  1  M"x2(y'. 
100  Lin.  Ft.  Cove. 

200  Lin.  Ft.  13— 16'x24',  Crown  Mould. 
100  Lin.  Ft.  Drip  Cap. 

3  Gable  Ornaments.  . 
155  Lin.  Ft.  Bed  Mold. 

Flouring,  Ceiling,  Siding  and  Finishing  Lumber. 

135  Ft.    i''x4'  No'  1  Yellow  Pine  Beaded^Ceiling^^for  Porch. 


1350 

" 

4" 

Select  Gum  Siding. 

660 

" 

4' 

Select  Gum  Flooring. 

30 

" 

B. 

M., 

li''xl2''  Porch  Steps. 

60 

" 

" 

1  ii"K4"  Corner  Board. 

45 

" 

" 

1  i'xS'  Comer  Board. 

200 

" 

" 

J''x8''            Cornice 

42 

" 

" 

i''x3''            and  Porch 

60 

" 

" 

J'xe"            Frieze 

30 

" 

" 

I'xe'   Extra  Lumber 

8 

" 

" 

J"x4'',  Bot.  Mem.  for  Box^Frieze. 

56 

" 

" 

J'xS",  Water  Table  Base. 

Building  Paper,  Pipe,  Gutter,  and  Sash  Weights. 

3  Rolls  of  Building  Paper. 

4  Pes.  Conductor  Pipe,  3",  10  '  Length. 

1  Doz.  Conductor  Hooks,  3*. 
3  Conductor  Elbows,  3". 

3  Conductor  Shoes,  3". 

8  Pes.  Galv.  "V"  Angle  Ridge  Cap,  10'  Length. 
7  Pes.  Galv.  Gutter'  10'  Length. 

2  Doz.  Hangers. 

1  Roll  50  Ft.  Galv.  Valley,  14'  Wide. 

2  Sash  Weights,   8  lbs.  16  lbs. 
2      "  "  .       11  lbs.  22  lbs. 

24      "  '        6H  lbs.  156  lbs. 

4  "  •        4  J^'  18  lbs. 


Hardware. 


212  lbs. 


1  Front  Door  Lock  Set. 

6  Inside  Lock  Sets. 
8  Sash  Locks. 

1  Doz.  Sash  Lifts. 

7  Prs.  Door  Butts,  Syi'  x  Sy/. 
1  Doz.  Coat  and  Hat  Hooks. 

1  Pr.  Wrought  Steel  T  Hinges,  6* 

5  Hooks  and  Screw  eyes,  4". 

I  Doz.  Base  Knobs. 

1  Cellar  Door  Pull. 

1  Front  Door  Bell. 

5  Bolts,  3". 

1  Doz.  Screws,  i"  No.  6. 

4  Doz'  Screws,  M'  No.  7. 

1  Ash  Pit  Door,  8'x8'. 

2  Bdls.  Sash  Cord. 


BROKER'S   CYCLOPEDIA 267 

Nails. 

20  Lbs.    3  Penny  Common. 

5  Lbs.    6  Penny  Common. 

1  Keg  10  Penny  Common. 
25  Lbs.  20  Penny  Common. 

1  Keg    8  Penny  Common. 

5  Lbs.  10  Penny  Finishing. 
10  Lbs.    8  Penny  Casing. 

3  Lbs.    6  Penny  Finishing. 

5  Lbs.    4  Penny  Finishing. 
25  Lbs.    8  Penny  Flooring. 
Painting.  .  ■ 

1  Bucket  5  Gal.,  Seroco  Ready  Mixed  Paint,  Any  color  except  Special  Colors. 

4  Cans,  1  Gal.,  Seroco  Ready  Mixed  Paint,  Any  Color  Except  Special  Colors.       •» 

2  Cans,  1  Gal. ,  Seroco  Liquid  Wood  Filler. 

4  Cans,  1  Gal.,  Seroco  Extra  Light  Hard  Oil  Finish. 
1  Can  Putty,  4  Lbs. 
Lumber  Bill. 

3  Pes.  e'xe'xB'  Posts. 
1      "     6''x8''xl2'  Girder. 
150    "      2''x4''xl0'  Wall  Studs,  Porch  Rafters. 
50    "      2''x4''xl6'  Scaffold,  Studs  and  Rafters. 
20      "     2''x4''xl8'  Inside  Studs. 
J2      "     2''x6''xl2'  Ceiling  Joists. 

12      "     2''x6''x20'  Ceiling  Joists  and  Valleys.  * 

20      "     2''x6''xl4'  Porch  Joists.  .       « 

15      "     2''x8''xl2'  Steps  and  Joists. 
20      "     2''x8"x20'  Plates,  Floor  Joists. 
10      "     2''x8''xl4'  Wall  Plates. 
200    Lin.   Ft.  I''x2''  Bridging. 
1000  Ft.     6"  D  &  M  Sheathing. 
1300  Ft.     Roof  Boards  and  Floor  Lining. 
3100  Laths. 
8600  Shingles. 

5.  Specifications  for  Street,  Sidewalk  and  Sewer  Improvements. 

(Sub=Divisions) 

THE COMPANY,  OWNERS. 

General  Specificatitions. 

1.  Whenever  the  word  "Engineer"  is  used  it  shall  be  held  to  mean  the  Engineer  employed 
by  the  owner. 

2.  Whenever  the  word  "Contractor"  is  used,  it  shall  be  held  to  mean  either  any  contractor 
or  firm  of  contractors,  or  any  member  of  a  firm  of  contractors,  or  any  corporation  undertaking  the 
contract. 

3.  The  work  to  be  done  will  be  staked  out  by  the  Enginer  and  the  contractor  will  be  re- 
quired to  preserve  all  stakes  until  authorized  to  remove  them  by  the  Engineer,  and  any  expense 
in  replacing  said  stakes,  which  the  contractor  or  his  subordinates  may  have  failed  to  preserve,  shall 
be  borne  by  the  contractor. 

4.  The  entire  work  shall  be  under  the  charge  of  the  Engineer  employed  by  the  owner,  and 
subject  to  his  inspection,  approval  and  acceptance;  any  work  which  does  not,  in  the  opinion  of  the 
Engineer,  fully  comply  with  these  specifications  shall  be  taken  up  and  replaced  according  to  directions 
and  at  the  expense  of  the  contractor. 

■  5.  The  right  is  reserved  to  increase  or  diminish  or  omit  entirely  any  of  the  work  herein 
set  forth,  but  any  such  action  on  the  part  of  the  owner  shall  not  vitiate  or  annul  these  specifi- 
cations or  any  contract  that  may  be  made  in  accordance  with  same,  but  on  the  contrary  the  same 
shall  remain  in  full  force  and  effect,  subject  only  to  this  proviso;  that  the  value  and  amount  of  all 
such  omissions,  as  aforesaid,  shall  be  deducted  from  the  amount  which  would  otherwise  be  due, 
and  that  the  value  and  amount  of  all  other  modifications,  alterations  and  substitutions  shall  be 
either  deducted  from  or  added  to  the  amount  which  would  otherwise  be  due.  Any  increase  in  the 
amount  of  work  shall  entitle  the  contractor  to  a  reasonable  extension  of  the  time  allowed  for  the 
completion  of  the  work,  to  be  determined  by  the  Engineer  and  approved  by  the  owner. 

6.        All  claims  for  damages,  or  for  any  other  matter  or  thing  of  which  the  contractor  may 

consider  himself  entitled  to  extra    remuneration,  must  be  made  in  writing  to  the  owner  at  the  time  of 

damages  occur  or  the  cause  for  the  claim  arises;  and  unless  such  claim    is  so  presented,  it  shall  be 

.    held  that  the  contractor  has  waived  such  claim  and  shall  not  be  entitled  to  claim  or  receive  any 

pay  for  the  same. 


268 T  H  E   R  E  A  L   E  S  T  A  T  E 

7.  No  extra  or  customary  measurements  of  any  kind  will  be  allowed  in  measuring  the  work 
under  this  contract  and  specifications;  but  the  actual  length,  area,  solid  contents,  or  number  shall 
only  be  considered,  except  that  no  deduction  will  be  made  for  any  obstruction  containing  two  (2) 
square  feet  or  less. 

8.  It  is  understood  that  the  completion  of  the  work  under  this  agreement  includes  any  and 
all  work  that  may  be  necessary  to  connect  the  work  done  with  the  adjoining  work. 

9.  In  making  excavations  and  embankments,  the  contractor  to  keep  them  clear  of  water, 
from  whatever  source,  at  his  own  expense. 

10.  All  materials  shall  be  of  the  best  quality  of  their  respective  kind  and  no  material  of  any 
kind  shall  be  used  until  it  has  been  examined  and  approved  by  the  Engineer,  who  shall  have  full 
power  to  condemn  any  work  or  material  not  in  accordance  with  these  specifications,  and  to  reqixire 
the  contractor  to  remove  any  work  or  material  so  condemned,  and  at  his  own  expense  to  replace 

■  said  work  or  material  to  the  satisfaction  of  the  Engineer,  and  the  decision  of  the  Engineer  shall  be 
final  as  to  the  quality  of  the  work  or  material,  and  if  the  contractor  shall  fail,  when  ordered,  to  re- 
move any  work  or  material  they  may  be  removed  or  replaced  by  the  owner  at  the  contractor's  expense. 

11.  All  necessary  day  and  night  watchmen,  barricades,  or  lights  shall  be  employed  and  erected 
by  the  contractor,  who  hereby  agrees  to  hold  the  owner  harmless  from  any  and  all  claims  for  dam- 
ages resulting  from  any  neglect  on  the  part  of  the  contractor,  his  agents  or  employees. 

12.  The  contractor  will  be  required  without  additional  compensation,  to  make  good  any 
settlement  of  the  embankment  or  pavement,  or  any  derangement  in  the  alignment  and  grades  of  the 
curbing,  gutter  or  crossings,  which  may  occur  within  one  year  after  the  final  acceptance  of  the  work 
by  the  Engineer  and  shall  keep  the  roadway  in  good  repair  for  one  year  after  the  above  date,  except 
where  same  is  torn  up  by  the  owner  or  others. 

CLEARING  AND  GRUBBING. 

Clearing  and  grubbing  will  be  required  in  all  cuts  and  fills  over  the  entire  sub-division, 
except  such  trees  as  the  owner  or  Engineer  may  designate  to  be  left  standing  which  trees  the  con- 
tractor will  be  required  to  protect  against  any  injury  that  might  result  in  consequence  of  the  work 
being  done  by  him,  and  no  stock  shall  be  hitched  to  said  trees  or  any  material  piled  against  or  around 
same.  All  timber  cut  from  the  ground  in  clearing  and  grubbing  to  be  the  property  of  the  contractor, 
who  must  remove  same  and  all  refuse  timber,  brush  and  limbs  to  be  either  removed  or  burnt,  in  no 
case  will  they  be  allowed  to  be  thrown  into  any  fill  or  left  in  any  place  where  they  will  be  covered 
by  any  fill;  the  price  bid  for  excavation,  per  cubic  yard,  will  be  held  to  include  the  cost  of  all  clearing 
and  grubbing. 

EXCAVATION. 

The  top  soil,  to  the  depth  of  eight  inches,  must  first  be  stripped  from  all  ground  upon 
which  excavation  is  to  be  made,  and  piled  in  some  convenient  place;  after  the  excavation  has  been 
properly  finished  to  the  established  sub-grade,  said  top  soil  to  be  evenly  spread  over  same,  except 
that  portion  occupied  by  the  streets.  The  excavation  shall  be  made  to  such  grades  and  sub-grades 
including  side  slopes  as  may  be  designated  and  the  excavated  material  shall  be  deposited  in  such 
places  upon  the  sub-division  as  may  be  designated.  No  extra  compensation  will  be  allowed  for  what 
may  be  termed  unclassified  materials,  and  the  price  bid  per  cubic  yard  for  excavation  will  be  held 
to  include  any  and  all  kinds  of  material  that  may  be  encountered  during  the  progress  of  the  work; 
the  price  bid  per  cubic  yard  for  excavation  will  also  include  the  removal  and  piling  of  the  top  soil 
and  the  placing  of  all  other  material  in  embankment  without  any  allowance  for  extra  haul;  the 
contractor  will  be  allowed  per  cubic  yard  for  spreading  top  soil  over  the  sub  grade,  one  half  the 
price  bid  per  cubic  yard  for  excavation. 

EMBANKMENT. 

All  the  excavated  material  shall  be  placed  in  embankment  horizontal  layers  not  exceeding 
ten  inches  in  thickness,  and  in  no  case  will  dumping  off  at  the  end  of  excavation  or  bank  be  per- 
mitted; the  movement  of  all  carts,  wagons  and  scrapers  to  be  regulated  that  all  parts  of  each  layer 
will  be  traversed  and  compacted  by  the  same.  Grading  will  be  paid  for  as  excavation  only  and  the 
price  bid  per  cubic  yard  for  excavation  will  be  held  to  include  the  placing  of  all  excavated  material 
in  embankment.   . 

LIMESTONE  MACADAM  PAVEMENT.  ' 

The  sub-grade  will  be  brought  to  an  even  surface,  parallel  with  the  grade  proposed  for  the 
pavement,  by  making  necessary  excavation  or  embankment.  Soft  or  spongy  earth,  or  other  ma- 
terial not  affording  a  firm  foundation  must  be  removed,  and  the  space  filled  with  broken  or  crushed 
stone  which  shall  be  soUdified  by  rolling  or  ramming,  as  hereinafter  specified.  The  subgrade  surface 
will  be  compacted  by  rolling  with  a  roller  operated  by  steam  power,  which  shall  give  a  weight  pres- 
sure of  not  less  than  250  pounds  per  lineal  inch  of  roller.  Any  portion  not  accessible  to  the  roller 
shall  be  thoroughly  compacted  by  ramming.  When  the  rolling  and  ramming  shall  have  been  done, 
the  surface  shall  be  true  and  smooth  and  eight  inches  below  the  proposed  finished  grade  of  the 
pavement.  Cost  of  removing  soft  or  spongy  material,  refilling  said  spaces  with  broken  stone,  and 
ramming  and  rolling  the  same,  will  be  included  in  the  price  bid  per  cubic  yard  for  broken  stone; 
upon  the  subgrade  thus  prepared,  the  entire  surface  of  the  roadway  between  the  gutters  will  be 
evenly  spread  with  a  layer  of  sound  hard  lime  stone  broken  or  crushed  into  fragments  as  nearly 
reii:ular  as  practicable,  which  shall  not  measure  more  than  four  inches  and  less  than  two  inches 
on  longest  diameters;  when  spread  upon  the  street  the  stone  must  be  free  from  clay  or  dirt  and 
contain   no   vegetable   or   perishable   matter.     This  layer  will  be  of  such    thickness  that  its  upper 


BROKER'S   CYCLOPEDIA 269 

sixrface  shall  be  at  a  uniform  height  of  four  inches  above  the  true  surface  of  the  subgrade  after  being 
thoroughly  compacted  by  rolling.  Upon  the  first  layer  of  stone  prepared  as  described,  shall  be 
evenly  spread  a  layer  of  crushed  hme  stone  to  such  depth  that  after  being  thoroughly  wetted,  com- 
pacted and  pressed  into  the  top  of  the  first  course  by  rolling;  the  surface  shall  be  true  compact  and 
at  the  roadway  grade,  uniformly  eight  inches  above  the  true  subgrade.  The  stone  for  this  second 
layer  shall  be  sound  hard  lime  stone,  crushed  into  fragments  varying  uniformly  in  size  from  two 
inches  to  one  and  one  half  inches,  measured  on  longest  diameters.  This  top  course  must  be  kept 
thoroughly  wet  with  water  in  advance  of  the  rolUng.  The  rolling  shall  be  continued  until  ultimate 
compression  has  resulted  and  the  surface  is  firm,  compact  and  even.  Fresh  material  to  be  added 
and  the  surface  re-rolled,  if  necessary  to  secure  this  condition.  The  second  layer  shall  then  be 
covered  with  about  two  inches  of  gravel,  measured  loose;  subject  however,  to  an  increase  or  de- 
crease in  depth  on  proportions  of  the  roadway  if  ordered  by  the  Engineer.  This  gravel  must  be 
screened  before  being  spread,  through  a  one  and  one  quarter  inch  screen,  and  must  not  contain 
more  than  ten  per  cent  of  clay  or  loam.  The  gravel  to  be  kept  thoroughly  wet  with  wattr  in  advance 
of  the  rolling.  SprinkUng  to  be  repeated  as  frequently  and  extensively  as  the  Engineer  may  direct. 
The  gravel  to  be  rolled  until  forced  into  the  interstices  of  the  crushed  stone  and  the  roadway  is 
hard  and  smooth  and  satisfactory  to  the  Engineer.  The  custom  of  running  the  roller  over  the  sur- 
face one  time  will  not  be  permitted  or  paid  for.  By  rolhng  is  meant  that  the  roller  shall  pass  over 
the  surface  to  be  rolled  as  often  and  as  many  times  as  the  Engineer  may  direct,  to  insure  thorough 
compression  and  the  refusal  of  the  contractor  to  roll  as  many  times  as  the  Engineer  may  direct, 
will  be  considered  a  pounds  per  lineal  inch  of  roller.  The  rolling  will  be  paid  for  per  square  yard 
as  follows: 

Rolling  the  subgrade. 

Rolling  the  first  layer,  broken  or  crushed  stone. 

Rolling  the  second  layer,  crushed  stone. 

RolUng  the  gravel. 

Broken  or  crushed  stone  will  be  estimated  at  eight  inches  in  depth   (compacted.)     Gravel 
will  be  measured  loose  before  rolling  in  the  manner  to  be  determined  by  the  Engineer. 
CEMENT  COMBINED  CURB  AND  GUTTER 

The  curb  and  gutter  will  be  what  is  known  as  the  combined  cement  curb  and  gutter,  to  be 
built  according  to  drawings. 

The  trench  will  be  excavated  to  a  width  of  twenty-seven  inches  and  to  a  depth  of  fourteen 
inches  below  the  proposed  line  of  the  surface  of  the  gutter.  The  trench  will  be  filled  with  clean 
cinders  to  such  a  depth  as  will  give  a  bed  or  foundation  of  eight  inches  after  having  been  thoroughly 
rammed.  Upon  this  foundation  will  be  laid  a  cement  combined  gutter  in  forms  constructed  for 
that  purpose.  The  curb  and  gutter  will  be  constructed  in  alternate  sections  about  six  feet  long; 
the  curb  to  be  six  inches  thick,  with  a  six  inch  face,  and  the  gutter  six  inches  thick  with  a  sixteen 
inch  face.  The  cinders  must  be  wet  and  thoroughly  rammed  before  commencing  construction  on 
the  combined  curb  and  gutter.  The  body  of  the  combined  curb  and  gutter  will  consist  of  Portland 
cement  concrete,  made  in  the  portion  of  one  part  by  measure  of  Portland  cement,  two  parts  of 
clean  sharp  sand,  and  four  parts  of  clean  washed  pebbles,  measuring  from  one  half  inch  on  their 
shortest  diameter  to  one  inch  on  their  longest  diameter,  or  large  pebbles  or  boulders,  free  from 
dust  or  dirt  and  crushed  to  same  dimensions.  The  mixing  of  the  concrete  for  the  cement  curb  and 
gutter  will  be  done  in  a  manner  satisfactory  to  the  Engineer,  and  with  such  proportion  of  water  as, 
in  the  opinion  of  the  Engineer,  will  give  satisfactory  results.  The  top  of  the  curb  will  be  rounded 
to  a  radius  of  one  inch  on  the  edge  next  the  gutter  and  one  quarter  inch  on  the  edge  next  the 
sidewalk,  and  the  angle  of  the  curb  with  the  gutter  shall  be  rounded  to  a  radius  of  one  inch  and  the 
edge  next  the  roadway  to  a  radius  of  one-quarter  inch.  The  top  finish  to  be  of  mortar  uniformly 
one  half  inch  thick,  and  composed  of  one  part  of  Portland  cement  and  one  part  of  clean  white  sand 
put  on  before  the  concrete  shall  have  set,  troweled  to  a  true  smooth  surface  and  finished  with  a  brush. 
The  curb  and  gutter  at  street  corners  will  be  of  such  radii  as  the  Engineer  shall  direct.  The  price 
bid  for  cement  combined  curb  and  gutter  to  include  besides  the  curb  and  gutter  the  trenches  for 
same,  the  cinder  foundations  for  same  and  the  cost  of  the  forms  in  place.  The  price  bid  for  straight 
curb  and  gutter,  will  be  held  to  cover  all  of  work  above  described,  single  measurements  only  al- 
lowed on  curves  The  cement  used  in  the  construction  of  Cement  Combined  Curb  and  Gutter 
must  be  of  the  best  grade  of  Portland  cement,  newly  manufactured.  The  cement  while  in  storage 
or  upon  the  work  or  while  being  hauled  to  same  shall  be  properly  protected,  and  no  cement  which 
in  the  opinion  of  the  Engineer,  has  been  damaged  by  age  or  exposure,  shall  be  used.  Briquettes,  of 
neat  design,  one  inch  square  in  section,  must  stand  a  tensible  strain  of  five  hundred  pounds  with- 
out breaking,  at  the  expiration  of  seven  days  after  being  moulded,  the  briquettes  having  been 
immersed  in  water  the  last  six  of  these  days.  A  row  of  limestone  blocks  not  less  than  six  inches  in 
length  by  six  inches  in  depth  by  four  inches  in  width  shall  be  placed  next  to  the  outer  edge  of  the 
gutter,  with  their  surface,  after  being  thoroughly  rammed,  one  inch  above  the  surface  of  the  gutter, 
these  blocks  to  be  set  on  a  bed  of  six.inches  of  packed  gravel,  and  will  be  paid  for  by  the  square 
yard  including  the  gravel  for  same. 

CROSSINGS. 

Crossings,  of  four  feet  in  width,  composed  of  Portland  cement  concrete,  will  be  laid  at  such 
intervals  as  the  owner  may  direct. 


270  ■•  THE   RE  A  L   E  ST  AT  E 

The  concrete  for  crossings  will  be  made  in  the  same  manner  as  that  for  the  cement  curb 
and  gutter.  The  thickness  of  the  concrete,  however,  to  be  seven  inches  and  the  top  coat  one  inch, 
to  be  laid  on  eight  inches  of  cinders  of  the  same  quality  as  specified  for  curb  and  gutter.  •  The 
crossings  to  be  cut  into  blocks  of  not  over  six  feet  in  length;  the  surface  to  be  grooved  in  such 
manner  and  the  radius  of  the  edges  to  be  such  as  the  Engineer  may  direct. 

AIXEY. 
Alley  ten  feet  in    width  to  be  constructed  of  same  material  and  in  same  manner  as  speci- 
fied_for  crossings. 

CEMENT  SIDEWALKS. 
Trenches  for  foot-ways  must  be  excavated  to  a  depth  of  twelve  inches  and  to  a  width  of 
four  inches  wider  thau  the  footway,  soft  or  spongy  places  not  affording  firm  foundation  must  be  dug 
out  and  refilled  with  gravel  to  such  a  depth  as  may  be  designated  by  the  Engineer. 

FOUNDATIONS. 
Upon  the  bottom  of  the  trench  there  must  be  spread  a  layer  of  good,  clean,  coarse  cinders, 
ten   (10)   inches  thick  and  rammed  down  to  eight   (8)  inches,  the  top  surface  of  the  cinders  to  be 
kept  thoroughly  wetted  while  the  concrete  is  being  laid  on  the  same. 
PORTLAND  CEMENT  CONCRETE. 

Upon  the  foundation  as  above  described  will  be  laid  a  layer  of  concrete  equal  in  width  to 
the  width  of  the  footway,  and  three  inches  in  thickness  after  being  thoroughly  rammed.  This 
concrete  must  be  composed  of  one  part  of  approved  Portland  cement;  two  parts  of  clean,  sharp 
sand,  free  from  all  impurities,  and  four  parts  of  clean  gravel,  free  from  all  impurities,  stone  in  same 
to  measure  not  exceeding  one  and  one-half  inches;  the  whole  to  be  thoroughly  mixed  on  clean  mortar 
beds  and  used  immediately  after  mixing.  This  layer  must  be  separated  into  blocks  four  feet  long 
by  strips. 

TOP  AND  FINISHED  COAT. 

Upon  the  layer  described,  there  will  be  well  trowled-or,  a  finishing  coat  one  (1)  inch  in 
thickness,  composed  of  one  part  of  cement  of  the  same  brand  as  used  in  the  concrete  and  two  parts 
of  clean  sharp  sand,  screened  through  a  No.  5  screen,  to  be  entirely  free  from  all  impurities,  all 
to  be  thoroughly  mixed  with  clean  water  upon  clean  mortar  beds  and  used  immediately  after  mixing, 
and  cut  into  blocks  four  feet  in  length,  the  joints  to  be  immediately  over  those  in  the  concrete,  this 
coat  must  be  applied  before  the  concrete  is  dry  and  any  concrete,  that  becomes  dry  or  is  left  over 
night  must  be  removed  and  replaced  by  fresh  concrete. 

EXP.\NSIONS  JOINTS. 

Expansions  joints  J  inch  width,  extending  down  through  the  concrete  must  be  made 
wherever  side-walk  against  any  curb  and  at  a  distance  of  five  hundred  feet  apart,  as  directed  by 
the  Engineer. 

SEWERS. 
TRENCHES. 

Excavation. 

1.  The  trenches  shall  be  excavated  to  the  width  and  depth  required  to  construct  the  sewers. 
Where  excavation  is  in  rock,  hard-pan,  or  other  firm  earth,  it  shall  be  made  to  conform  as  nearly 
as  practicable  to  the  form  of  the  invert  of  the  sewer,  and  any  irregularities  in  excavation  beyond 
the  line  of  the  form  of  the  invert  of  the  sewer  will  be  filled  in  with  concrete,  as  hereinafter  speci- 
fied to  shape  the  bottom  of  the  trench  to  the  required  form  of  the  invert  which  shall  be  done  and  the 
concrete  to  be  used  shall  be  included  in  the  price  bid  per  lineal  foot  of  sewer.  The  excavation  and 
the  cost  of  refilling  the  trench,  and  disposal  of  surplus  material,  as  hereinafter  provided,  must  be 
included  in  the  price  bid  per  lineal  foot  for  sewer. 

No  Tunneling  Allowed. 

2.  No  tunneling  will  be  allowed  unless,  in  the  opinion  of  the  Engineer,  it  may  be  necessary. 
Sheeting,  etc. 

3.  The  sides  of  the  trenches  shall  be  supported  by  suitable  braces,  rangers  and  sheeting  where- 
ever  necessary.  All  such  braces,  rangers  and  sheeting  must  be  left  in  place,  if  so  ordered  by  the 
Engineer,  and  the  cost  of  the  same  amount  must  be  included  in  the  price  bid  for  each  class  of  sewer. 
The  sheeting  must  be  cut  off  at  a  depth  of  not  less  than  one  foot  below  the  original  surface  of  the 
excavation. 

Water  and  Qas  Pipe  etc 

4.  The  contractor  will  be  required  to  sustain  by  timbers  and  sufficient  chains  all  water  or  gas 
pipes  or  conduits  which  may  in  any  way  be  affected  by  the  .work,  and  to  do  everything  necessary 
to  protect,  support  and  sustain  said  water  or  gas  pipes,  lamp  posts,  service  pipes  and  other  fixtures 
laid  along  or  across  the  street.  In  case  any  of  the  said  gas  or  water  pipes  or  conduits  shall  become, 
damaged,  they  shall  be  repaired  by  the  authorities  having  control  of  the  same,  and  the  expense  of 
said  repairs  shall  be  deducted  from  the  amount  due  the  Contractor  on  his  final  estimate. 


BROKER'S   CYCLOPEDIA 271 

Streets  and  gutters  to  be  kept  open. 

5.  The  contractor  shall  make  provisions  at  all  cross  streets  for  the  free  passage  of  vehicle 
and  foot  passengers,  either  by  bridging  or  otherwise,  and  shall  not  obstruct  the  gutters  of  any  street 
nor  prevent  in  any  matter  the  flow  of  water  in  same,  but  shall  use  all  proper  and  necessary  means  to 
permit  the  free  passage  of  the  surface  water  along  the  gutter  special  care  being  taken  to  inconvenience 
as  little  as  possible  the  citizens  residing  along  the  line  of  work.  The  contractor  shall  immediately 
cart  away  all  offensive  matter,  exercising  such  precautions  as  may  be  directed  by  the  Engineer 
Trench  to  be  Fenced  and  Lighted  at  Night. 

6.  The  contractor  shall  erect  and  maintain  a' fence  or  railing  around  the  excavation,  is  re- 
quired, and  place  sufficient  red  lights  on  or  near  the  work,  and  keep  them  burning  from  twilight  in 
the  evening  until  sunrise,  and  shall  employ  a  watchman  as  an  additional  security  whenever  the 
same  shall  be  needed  or  required  by  the  Engineer;  and  will  be  held  responsible  for  any  damages 
that  any  party  or  the  owner  may  sustain  in  consequence  of  neglecting  the  necessary  precaution  in 
prosecuting  this  work. 

Length  of  Trench. 

7.  No  more  than  one  hundred  (100)  feet  of  trench  shall  be  opened  at  any  time  in  advance  of 
the  completed  portion  of  the  sewers,  unless  by  permission  of  the  Engineer. 

Pumping  and  Bailing. 

8.  The  contractor  shall  pump  out  or  otherwise  remove  any  water  which  may  be  found  or  shall 
accumulate  in  the  trenches  and  shall  form  all  dams  or  other  work  necessary  for  keeping  the  ex- 
cavation clear  of  water.  No  work  will  be  allowed  to  be  laid  in  water,  and  no  water  will  be  al- 
lowed on  any  work  until  the    cement  has  set  perfectly. 

Quicksand. 

9.  When  running  sand,  quicksand  or  other  bad  or  treacherous  ground  is  encountered,  the 
work  shall  be  carried  on  with  the  utmost  vigor,  and  shall  be  proceeded  with  day  and  night,  should 
the  Engineer  so  require. 

Foundations. 

10.  Whenever,  in  the  judgment  of  the  Engineer,  the  natural  bottom  of  the  trench  is  not  a 
suitable  one  on  which  to  build  a  sewer,  the  Contractor  shall  excavate  the  trench  to  such  increased 
depth  and  width  as  the  Engineer  may  decide  to  be  necessary  and  shall  bring  it  up  to  the  required 
level  and  form,  with  such  material  and  such  manner  as  the  Engineer  shall  determine;  and  if  the 
price  for  such  extra  foundation  is  not  in  the  schedule,  then  the  price  shall  be  determined  as  pro- 
rided  for  in  these  Specifications. 

CEMENT. 
Kind  and  Quality. 

11.  All  cement  used  on  the  work  shall  be  Portland  cement.  The  same,  when  made  into  a 
stiff  paste  without  sand,  must  be  capable  of  standing,  without  rupture,  a  tensible  strain  of  not  less 
than  five  hundred  (500)  pounds  per  square  inch  at  the  expiration  of  seven  (7)  days  after  being 
moulded  into  briquettes,  the  samples  having  been  immersed  in  fresh  water  the  last  six  of  these  days. 

12.  Cakes  of  the  paste  about  one-half  ( }^)  inch  in  thickness,  after  a  week's  immersion  in  fresh 
water,  must  not  show  any  cracks  or  softness.  All  cement  furnished  under  these  specifications  will  be 
subject  to  rejection,  by  the  Engineer. 

MORTAR. 

Proportion  of  Cement  and  Sand. 

13.  The  mortar  shall  be  made  of  one  part  by  measure  of  the  above-described  cements  and  two 
parts  clean  sharp  sand. 

How  Made. 

14.  The  cement  and  sand  to  be  measured  in  a  bucket  or  some  other  suitable  measure  and  well 
mixed  in  a  dry  state  ^  short  time  before  required  for  use.  When  wanted,  it  must  be  wet  with  clean 
water,  well  mixed  and  tempered,  aud  used  immediately,  and  none  remaining  on  hand  so  long  as  to 
have  SET  shall  be  remixed  and  used.  In  mixing  mortar,  care  must  be  taken  to  use  only  enough 
water  to  thoroughly  mix  the  mass.  All  mortar  must  be  mixed  in  a  proper  box  made  for  the 
purpose  and  in  no  case  upon  the  pavement  or  ground. 

Neat  Cement  to  be  used  if  Ordered. 

15.  If  the  Engineer  shall  consider  it  desirable  to  vary  the  above  specified  proportions  of  cement 
and  sand,  or  to  use  a  neat  cement,  or  to  make  any  other  alteration  in  mortar  or  concrete,  the 
Contractor  will  be  required  to  follow  the  written  instructions  of  the  Engineer;  and  if  the  costs  be 
more  than  the  above-specified  proportion,  due  allowance  shall  be  made. 


272 THE  REAL  ESTATE 

CONCRETE. 
How  Made. 

16.  Concrete  shall  be  composed  of  clean  crushed  or  broken  stone  or  clean  gravel,  as  the  Engineer 
may  designate;  best  Portland  Cement  (same  brand  as  approved  by  the  Engineer  for  mortar,)  and 
sharp,  clean  sand.  To  be  made  as  follows;  One  measure  of  cement;  two  measures  of  sand; 
five  measures  of  ston-i,  Tiii  oae  mjasure  of  cement  and  the  two  measures  of  sand 
will  be  thoroughly  mixed  dry,  and  then  made  into  a  mortar  with  least  possible  amoimt  of  water; 
the  broken  stone  or  gravel,  drenched  with  water,  in  the  heap,  will  then  be  incorporated  immediate- 
ly with  the  mortar. 

17.  Each  batch  of  concrete  will  be  thoroughly  mixed,  the  mixing  to  be  continued  on  the  board 
until  each  piece  of  stone  is  completely  coated  with  mortar;  it  will  then  be  spread  and  at  once  be 
thoroughly  compacted  by  ramming  until  free  mortar  appears  upon  the  surface;  the  whole  operation 
of  mixing  and  laying  each  batch  will  be  performed  as  expeditiously  as  possible,  with  the  use  of  a 
sufficient  number  of  skilled  men.  The  fraigments  of  crushed  or  broken  hard  limestone  .shall 
measure  not  more  than  two  (2)  inches  on  their  longest  diameters,  or  less  than  three-fourths  ( %) 
of  an  inch  in  their  shortest  diameters. 

18.  The  whole  to  be  thoroughly  mixed  in  a  box  or  on  a  platform,  according  to  the  directions 
of  the  Engineer,  and  water  to  be  added  to  only  so  niuch  of  the  materials  as  can  be  used  ^t  once. 
It  shall  be  immediately  laid  carefully  -in  place,  in  layers  of  not  less  than  four  (4)  inches  nor  more 
than  nine  (9)  inches  in  thickness,  and  shall  be  settled  into  its  place  by  gentle  ramming,  only  suf- 
ficient to  flush  the  mortar  to  the  surface.  Before  any  layer  is  covered  by  another  its  surface  shall 
be  scored  so  as  to  make  a  key,  or  bond,  between  the  layers. 

Must  be  Protected. 

19.  When  in  place,  all  wheeling,  working  or  walking  on  it  must  be  prevented  until  it  is  suffi- 
ciently set;  and,  if  the  Engineer  shall  require  it,  the  Contractor  must  keep  the  freshly  laid  concrete 
covered  with  canvas  or  tarpaulins  to  protect  it  from  the  sun. 

PIPE  SEWERS. 

Quality  of  Pipes. 

20.      The  pipes  furnished  by  the  Contractor  shall  be  of  the  best  quality  of  vitrified  stoneware 
SOCKET  pipes    thoroughly  burned,  true  in  form  and  free  from  warps,  cracks  or  imperfections  of 
any  kind,  and  shall  be  well  and  smoothly  salt-glazed  in  the  best  manner  over  their  entire  inner 
and  outer  surfaces. 
Thickntss  of  Pipe. 

21.     No  pipe  shall  have  a  less  thickness  than  one  twelfth  (1-12)   of  its  internal  diameter,   and 
they  must  be  uniform  in  thickness. 
Curved  Pipes. 

22.  When  required,  Y-curved  or  any  other  form  of  pipes  shall  be  furnished  and  laid. 
How  laid. 

23.  Each  pipe  is  to  be  laid  on  a  firm  bed,  and  in  perfect  conformity  with  the  lines-  and  levels 
given.  The  bottom  of  the  trench  under  each  socket  must  be  excavated  so  as  to  give  the  pipe  a  solid 
bearing  for  its  entire  length.  The  pipes  must  be  fitted  together  and  matched  before  being  lowered 
into  the  trench,  so  as  to  secure  the  truest  line  possible  on  the  bottom  of  the  inside  of  the  pipes.  They 
must  be  marked  when  in  this  position  and  laid  in  the  trench  as  marked,  and  in  no  case  shall  they 
be  laid  until  this  has  been  done. 

24.  When  required  by  the  Engineer,  the  pipe  to  be  furnished  shall  be  subjected  to  the  following 
absorption  test: 

Tests. 

25.  Fragments  of  pipe,  averaging  four  (4)  inches  square,  shall  be  immersed  in  water  for 
seventy-two  (72)  hours;  and  auy  pipe,  the  material  of  which  thus  shows  an  absorption  of  more  than 
two  per  cent  of  their  weight  will  be  rejected. 

How  Joined. 

26.  When  laid  in  the  trench  as  above  specified,  the  joint  shall  be  finished  in  the  usual  manner, 
by  filling  it  with  cement  mortar  made  as  before  specified.      (Sec.   11) 

Pipes  to  be  Kept  Clean. 

27.  The  interior  of  the  pipes  shall  be  carefully  cleaned  from  all  dirt,  cement  and  superfluous 
material  of  every  description.  After  the  pipes  are  laid,  no  walking  on  working  over  them  will 
be  allowed  until  there  is  at  least  thirty   (30)   inches  of  earth  over  them. 

Pipes  to  be  laid  by  pipe  layer  appointed  by  the  city. 

28.  When  the  tre.ich  is  properly  prepared  for  laying  the  pipes,  the  Contractor  must  notify  the 
Engineer,  who  will  thereupon  direct  the  pipe-layer  to  lay  the  pipes.  No  other  work  will  be  done  by 
the  said  pipe-layer  but  the  actual  laying  and  jointing  of  the  pipes,  and  the  Contractor  will  be  re- 


BROKER'S   CYCLOPEDIA . 273 

tiliired  to  do     all  other  handling  of  pipes  and  cement,  and   all   other   labor   whatsoever,      and   to 
furnish  the  said  pipe-layer  with  every  assistance  and  facility  for  his  work.     In  no  case  will  any  sewer 
pipes  be  allowed  to  be  laid  by  any  other  person  or  in  any  other  manner.     The  salary  of  the  pipe- 
layers  will  be  pa:d  by  the  Contractor. 
Proper  tools  and  trusty  Men. 

30.  After  any  sewer  with  its  required  foundations  is  laid  or  built,  the  work  shall  be  carefully 
backed  in,  and  packed  and  rammed  under  and  around  the  sewer  with  proper  material,  by  trusty 
men,  with  proper  tools;  but  no  sewer  or  any  part  thereof  shall  be  covered  without  orders  from  the 
Engineer  or  Inspector  in  charge  of  the  work.  In  refilling,  the  earth  or  sand  shall  be  faithfully 
rammed  as  such  work  progresses,  in  horizontal  layers  not  exceedig  nine  (9)  inches  in  thickness,  or 
the  trench  may  be  compacted  by  flushing,  according  to  the  directions  of  the  Engineer.  Special  care 
must  be  taken  in  filling  around  the  sewer  and  to  keep  the  earth  at  the  same  height  on  both  sides  of  it, 
and  in  no  case  shall  the  number  of  men  refilling  be  more  than  the  number  of  those  ramming. 
The  trench  must  in  all  cases  be  filled  to  the  proper  grade,  and  in  unimproved  streets  and  rights  of 
way  due  allowance  to  be  made  for  the  settlement  of  the  material  used  in  refilling. 

Where  pipe  sewers  are  laid. 

31.  Where' pipe  sewers  are  laid  special  care  must  be  used.  The  earth  must  be  carefully  laid 
in  so  as  not  to  disturb  the  pipes,  and  tamped  or  rammed  solidly  under  and  around  them  with 
proper  tools  for  the  purpose.  The  trench  shall  be  filled  in  layers,  as  before  described,  and  the  layers 
for  the  first  nine  (9)  inches  above  the  top  of  the  pipes 'shall  be  carefully  thrown  in  with  shovels, 
and  not  dumped  from  barrows  or  carts.  In  case  of  rock  excavation,  suitable  material  must  be 
provided  and  refilled  in  the  manner  above  described  for  a  height  of  at  least  eighteen  (18)  inches 
above  the  top  of  the  pipe. 

Kind  of  Earth  to  be  used. 

32.  The  material  excavated  shall  be  refilled,  except  that  whenever  pipe  sewers  are  laid  the 
refilling  for  at  least  eighteen  (18)  inches  above  the  top  of  the  pipe  shall  be  entirely  free  from  stones. 
Removal  of  Surplus  material. 

33.  As  the  trenches  are  filled  in  and  the  work  completed,  the  Contractor  shall  remove  all  surplus 
earth,  stoneor  other  material  from  the  ground,  or  such  places  on  the  line  of  the  work  as  the  Engineer 
shall  direct;  but  in  no  case  shall  any  excavated  material  be  sold  or  taken  oil  the  work.  If  the 
Contractor  fails  to  remove  the  surplus  material,  as  required  in  this  section,  within  twenty-four  (24) 
hours  after  a  written  notification  of  the  same,  delivered  to  himself  or  his  agent  on  the  work,  it 
will  be  removed  by  the  owner  at  the  Contractor's  expense. 

Deficiency  of  Material. 

34.  Should  there  be  a  deficiency  of  proper  material  for  refilling,  the  Contractor  will  be  re- 
quired to  furnish  the  same  at  his  own  expense;  and  in  all  cases  the  streets,  alleys  or  rights  of  way 
must  be  refilled  to  the  same  height  as  previously  existed  unless  the  Engineer  shall  otherwise  direct. 

EMBANKMENT. 

Qrubbing  and  Cleaning. 

35.  The  ground  shall  be  prepared  by  thoroughly  grubbing  and  clearing,  and  removing  all  loose 
rock,  stone,  muck  or  improper  material  of  every  description;  and  the  cost  of  same  shall  be  included 
in  the  price  bid  per  lineal  foot  of  sewer. 

All  Sewers  must  be  Covered. 

36.  All  sewers  and  foundations,  when  completed,  shall  be  covered  with  not  less  than  three  (3 
feet  of  earth  at  any  point.  In  case  there  is  not  sufficient  earth  on  the  work  for  this  purpose,  the 
Contractor  must  provide  suitable  earth. 

BRANCHES. 
In  Pipe  Sewers. 

37.  Six-inch  Y-branches  for  house  connections  must  be  built  in  at  such  intervals  as  may  be 
determined  by  the  Engineer.  Such  other  slants,  or  Y-branches,  as  the  Engineer  may  consider 
necessary  to  be  built  in  any  sewer  for  connecting  lateral  sewers,  catch-basins,  or  for  any  other 
purpose,  must  be  built  in  according  to  his  instructions.  All  slants,  or  Y-branches,  must  have  a 
proper  socket  on  the  outer  end;  and  when  not  immediately  used  must  be  closed  by  bricks  laid  flat 
in  cement  or  by  a  cover  made  for  the  purpose  and  approved  by  the  Engineer;  the  cost  of  said  covers 
to  be  included  in  the  price  bid  for  Y-branches. 

MANHOLES. 

38.  Manholes  will  be  built  of  concrete,  where  shoviin  on  drawings  or  ordered  by  the  Engineer. 
The  price  bid  for  manholes  to  include  the  cost  of  castings  for.  cover. 

INLETS. 

39.  Inlets  will  be  built  of  concrete  according  to  detail  drawings,  where  designated  on  plan  or 
ordered  by  the  Engineer.     The  price  bid  for  inlets  to  inchide  cast  iron  cover  for  same. 


274 


THE  REAL  ESTATE 


6. 


City  Specifications  for  Street  Paving. 


Note 

Bidders  will  bear  in  mind  that  the  city  will  furnish  and  deliver  on  the  street  dressed  curb, 
gutter  and  crossing  stones.  The  Contractor  will  therefore  bid  on  furnishing  the  remainder  of  the 
material  and  performing  the  work  complete. 

Bid. 


To  the  Council  of 

The  undersigned  propose   ....    to  improve 

from     to 

by : 

including  any  and  all  work  and  materials  that  may  be  necessary  in  a  proper  and  workmanlike 
manner  and  in  accordance  with  plans  and  specifications  and  contract  bound  herewith  and  under  the 
direction  and  to  the  satisfaction  of  the  City  Council  at  the  following  rates,  to-wit: 


Prices  to  be  written  in  words  in 
this  column. 

Prices  in  fig- 
ures in  this 
column. 

DOLLARS. 

CENTS. 

$ 

C. 

Brick  Pavement  for  Sidewalk per  square  yard 

Cement  Pavement  for  Sidewalk.  .  .per  square  foot 
Stone  Pavement  for  Sidewalk  ....  per  square  foot 

1 

Hereby  agreeing  that  the  City  Council  has  the  right  to  reject  any  or  all  bids  and  the  under- 
signed shall  not  be  allowed  to  dispute  the  correctness  of  the  quantities  used  in  calculating  the  lowest 
bid.     Also  all  parties  interested  in  the  work  have  there  names  hereto  annexed. 


.Bidder. 


BOND. 


We,  the  undersigned,  are  held  and  firmly  bound  unto  the  CITY  OF 

in  the  sum  of dollars  to  be  paid 

to  said  City,  its  heirs  or  assigns;  for  which  payment  well  and  truly  to  be  made  we  hereby  jointly 
and  severally  bind  ourselves,  our  executor  or  assigns. 

Sealed  with  our  seals,  dated  the day  of 

191     . 

The  condition  of  this  obligation  is  such,  that  in  case 

Contractor  be  awarded  the  work  here  specified,  and  he  shall  honestly  and  faithfully  discharge  and 
perform  all  the  obligations  of  said  contract,  then  the  above  obUgation  to  be  void,  otherwise  to  be  of 
full  force  and  effect. 


.  (Seal.) 
.  (Seal.) 


BROKER'S   CYCLOPEDIA 


275 


Contract. 


This  contract  entered  into  this day  of 191 

between  the  City  of , of  the  first  part  and Contractor 

of  the  second  part  witnesseth ;  that  the  said of  the  second  part  agree  with 

party  of  the  first  part  for  the  consideration  hereinafter  mentioned  to  construct  in  good,  substantial 

and   workmanlike  manner  

on  from   

to for  the   following  prices   to ■  wit: 


Prices  to  be  written  in  words  in 
this  column. 

Prices  in  fig- 
ures in  this 
column. 

Extra  Excavation per  cubic  yard 

DOLLARS. 

CENTS. 

$ 

C. 

Limestone  Curb  and  Gutter per  lineal  foot 

Cement  Curb  and  Gutter .........  per  lineal  foot 

Brick  Pavement  for  Sidewalk.  .  .  .per  square  yard 

Cement  Pavement  for  Sidewalk  .  .per  square  foot 
Stone  Pavement  for  Sidewalk  ....  per  square  foot 

Stone  Pavement  for  Sidewalk  ....  per  square  foot 

Said  party  of  the  second  part  agree  to  commence  said  work  within  five  days  after  award 

of  contract,  and  to  complete  the  same  within days  thereafter.     Said  party  of  the 

second  part  further  agrees  to  faithfully  perform  said  worlc,  and  rep&ir  and  make  good  any  defect 
for  a  period  of  two  years  from  its  completion.  It  is  further  agreed  that  all  loss  or  damage  arising 
out  of  the  nature  of  the  work  to  be  done  under  this  contract  or  from  any  unforseen  obstructions, 
legal  or  otherwise  that  may  be  encountered  in  the  prosecution  of  the  work  shall  be  borne  by  the 
Contractor.     The   party  of  the  second   part  shall  maintain  suitable  barricades,  danger  lights  and 

adopt  all  proper  precautions  for  public  safety  and  shall  hold  the  City  of free 

from  any  damage  that  may  result  from  negligence  on  his  part. 

When  party  of  the  first  part  is  satisfied  that  the  work  has  been  completed  in  accordance 
with  the  terms  of  the  contract  and  specifications;  said  party  binds  itself  to  pay  in  assessment  bonds 
at  par  within  thirty  (30)  days  after  the  passage  of  the  assessment  ordinance;  said  bonds  being  liens 
of  the  property  improved  and  payable  on  the  general  duplicate;  except  that  said  party  of  the  first  part 
retains  ten  (10)  per  cent,  of  the  value  of  the  work  done  to  insure  any  repair  necessary  within  two 
years.  In  no  case  will  the  party  of  the  first  part  be  responsible  except  for  failure  to  exercise  its 
power  of  assessment  at  the  time  required. 

CONDITIONS  AND  SPECIFICATIONS. 


Bids  will  be  received  until  12  o'clock  M.   (central  standard  time)  for  the  improvement  of 

from    to    

by 


The  bids  will  then  be  submitted  to  the  Engineer  for  computation  and  the  Council  will  proceed 
without  unnecessary  delay  to  award  the  work  to  the  lowest  responsible  bidder  with  adequate  security. 
.No  bid  will  be  accepted  from  any  person  who  has  failed  to  execute  a  contract  with  the  Corporation, 
who  is  a  defaulter  as  surety  or  who  is  in  arrears  to  the  Corporation  upon  debt  or  contract.  Names 
of  all  parties  interested  shall  be  on  the  bid  It  shall  be  free  from  collusion  or  fraud;  and  also  no 
muncipal  officer  shall  be  either  directly  or  indirectly  interested  in  the  profits  thereof. 

The    Engineer's  estimate    upon    which  the  relative  rates  of  bids  will   be    computed    is    as 
follows. 


276 


THE   REAL   ESTATE 


Extra    Excavation    cubic    yards. 

Extra  Fill   cubic  yards. 

Limestone   Curb  and  Gutter lineal  feet. 

Cement  Curb  and  Gutter lineal  feet. 

Brick' Pavement  for  Sidewalk SQuare  yards. 

Cement  Pavement  for  Sidewalk square  feet. 

Stone  Pavement  for  Sidewalk square  feet. 

These  quantities  are  considered  as  approximate  and  are  not  to  be  held  as  entitling  the 
Contractor  to  any  claim  for  extra  time  or  any  other  claim  for  damages  should  the  work  either  prove 
greater  or  less  than  herein  estimated. 

EXTRA  GRADING. 

In  excavation,  the  extra  excavation  will  be  estimated  from  the  top  surface  of  the  walk. 
In  filling  the  amount  necessary  to  bring  the  ground  to  sub-grade  of  walk. 

Filling  shall  be  done  in  six  (6)  inch  layers  and  thoroughly  compacted  by  overhaul  or  tamp- 
ing, or  such  other  manner  as  special  cases  may  require.  In  case  the  fill  is  so  great  as  to  render  non- 
settlement  doubtful  no  work  shall  be  done  thereon  until  it  has  thoroughly  settled. 

LIMESTONE  CURB  AND  GUTTER. 

The  curbing  used  will  be  composed  of  good,  sound,  hard  Flat  Rock • 

or  the  best  of  the stone  and  will  be  firmly  set  on  three  (3)   inches  of  packed  gravel. 

All  stone  used  to  be  not  less  than  three  {'.i)  feet  long,  eighteen  (18)  inches  deep  and 
five  (5)  inches  thick;  bases  to  be  not  less  than  nine-tenths  (9-10)  of  their  top  length.  The  stone 
to  be  squared  and  tooled  to  a  width  of  5  inches  on  top,  10  inches  on  each  end,  10  inches  or  to  the 
under  side  of  the  gutter  stone  on  the  face  and  3  inches  on  the  back  next  the  top.  The  stone  to  be 
so  dressed  that  the  joints  shall  nowhere  exceed  one-quarter  (.}4)  of  an  inch. 

At  corners  of  streets  and  alleys  circular  curbs  of  a  radius  to  be  given  by  the  Engineer 
will  be  laid  in  the  same  manner  heretofore  described. 

The  Contractor  will  receive  no  additional  compensation  for  circular  curbing  but  will 
embrace  the  total  in  his  bid  per  lineal  foot  for  curb  and  gutter. 

The  gutters  will  be  laid  at  the  same  time  with  the  curbing.  They  will  be  composed  of  the 
same  material  as  the  curbing,  sixteen  (16)  inches  wide,  four  (4)  inches  deep  and  not  less  than 
three  (3)  feet  long,  set  on  three  (3)  inches  of  packed  gravel  and  so  set  as  to  break  joints  with  the 
curbing. 

The  upper  sides  to  be  smoothly  hammered  dressed,  and  the  ends  squared  to  form  joints 
not  exceeding  one-quarter  (M)   inch.     The  sides  next  to  the  curb  to  be  at  true  right  angles  to  the 

ends  and  so  dressed  as  to  admit  of  the  top  closely  fitting  the  curb  with  the  inside . '. inches 

and  the  outside inches  below  the  top  of  the  curbs 

For  a  distance  of  nine  (9)  inches  on  gravel  streets  there  will  be  placed  limestone  paving 
eight  (8)  inches  deep,  not  less  than  three  iriches  in  width  and  nine  (9)  inches  in  length,  selected 
and  so  laid  as  to  form  courses  of  uniform  width  and  broken  joints.  To  be  roughly  dressed  or 
broken  so  as  to  form  close  joints  and  even  surface  on  top. 

The  whole  to  be  paved  upon  a  bed  of  well  compacted,  good  clean  gravel  containing  not 
more  than  15  per  cent,  loam  four  (4)  inches  in  depth.  All  the  interstices  to  be  solidly  filled  with 
the  same  material  and  the  whole  thoroughly  rammed  dawn  and  covered  with  two  inches  of  fine  gravel. 

On  macadam  streets  this  will  not  be  done  except  where  grades  exceed  three  (3)  feet  in 
one  hundred  (100)  where  in  both  gravel  and  macadam  this  width  above  specified  will  be  increased 
to  18  inches  with  same  specifications  as  before.  Bidders  will  state  price  complete  for  curb  and  gutter 
per  lineal  foot. 

All  work  to  be  done  in  strict  accordance  with  lines  and  levels  furnished  by  the  Engineer. 
Wherever  the  character  of  the  groundwould  make  necessary  a  greater  depth  of  gravel  for  foundation 
of  curb  and  gutter  the  same  may  vary  together  with  the  depth  of  curbing  at  the  discretion  of  the 
Engineer. 

CROSSINGS. 

Crossings  will  be  laid  at  all  intersections.  Where  two  streets  cross  each  other,  four  (4) 
double  rows  of  crossings  will  be  laid.     They  will  be  composed  of  limestone  similar  in  quality  to 

descriptions  for    curbing    and    guttering inches  wide,  not  less  than    four     (4)     inches 

thick  and  two  feet  in  length,  set  one  foot  apart.  The  upper  surface  to  show  no  inequality  exceed- 
ing one-half  (H)  inch,  and  the  ends  squared  and  hammer  dressed  so  as  to  form  joints  not  exceeding 
one-quarter  (M)  inch  in  width.  The  stone  to  be  set  on  three  (3)  inches  of  fine  gravel  packed  and  the 
stone  rammed  so  as  to  be  perfectly  solid. 


BROKER'S   CYCLOPEDIA 277 

The  space  between  the  stone  and  nine  (9)  inches  on  each  side  to  be  bouldered  and  done  as 
follows:  The  outside  edges  to  be  roughly  dressed  and  between  the  crossing  stone  and  nine  inches 
on  each  side  there  will  be  used  bouldering  well  down  on  three  (3)  inches  of  packed  gravel.  Boulders 
to  be  no  greater  than  five  (5)  inches  in  their  greatest  diameter  or  less  than  three  (3)  inches,  as- 
sorted in  sizes  and  laid  in  good  and  workmanlike  manner.  The  crossing  stone  to  be  tamped  solid. 
The  boulders  rammed  after  laying,  then  covered  with  one  (1,^  inch  of  clean,  sharp  sand,  and  finally 
well  rammed  and  rendered  perfectly  solid.  Bidders  will  state  price  for  crossing  stone  complete 
per  lineal  foot.  All  work  to  be  done  in  strict  accordance  with  lines  and  levels  furnished  by  the 
Engineer. 

GUTTER  CROSSINGS. 

Wherever  it  be  neessary  to  construct  gutter  crossings  at  intersections  for  surface  drainage 
it  will  be  done  as  follows:  A  good  limestone  similiar  in  quality  to  those  prescribed  for  gutter 
stones  will  be  used,  not  less  than  10  inches  wide,  4  inches  thick  and  three  feet  long.  The  top  to  be 
smoothly  hammered  dressed  and  the  ends  squared  so  as  to  form  joints  not  exceding  one  quarter  (K) 
of    an  inch.     The  outside  edges  to  be  roughly  dressed.     To  be  set  on  four  (4)   inches    of    packed 

gravel  and  rammed  and  rendered  perfectly  solid.     On  each  side  of  this  will  be  bouldering 

feet  wide  constructed  in  a  manner  similar  to  the  specifications  for  crossings. 

CEMENT  CURB  AND  GUTTER. 

Bids  will  be  received  on  the  basis  of  a  lineal  foot  of  curb  and  gutter  laid  complete. 

Excavation  obtained  for  curb  and  gutter  shall  be  immediately  removed  without  injury  to 
existing  improvements. 

The  curbing  will  be  not  less  than  six  (6)  inches  of  gravel  (after  compacting)  shall  be  place 
thereon.  On  this  coat  will  be  placed  a  fine  layer  of  clean,  sharp,  medium  coarse  sand.  The  concrete 
mixed  as  heretofore  described  will  then  be  placed  on  this  prepared  bed  and  moulded  five  (5)  inches 
at  the  base  to  a  form  at  the  top  as  shown  by  this  sketch. 

The  top  coat  of  the  same  material  as  prescribed  for  the  finished  coat  of  paving  shall  be 
constructed  as  shown  in  sketch. 

The  length  to  be  not  less  than  three  (3)  feet  separated  by  tar  strips.  To  be  trowled 
smooth  and  meet  all  requirements  asked  for  in  paving  material.  The  gutter  will  be  made  as  follows: 
Excavation  seventeen  (17)  inches  below  curb  grade  and  such  other  depths  as  the  Engineer  may 
desire,  the  same  requirements  governing  curb  and  gutter  sub-grade  that  applies  to  paving  sub- 
grade.  On  the  sub-grade  thus  prepared  is  placed  a  layer  of  gravel  six  (6)  inches  thick  after  ram- 
ming. On  this  is  spread  a  thin  layer  of  clean  sand  and  this  followed  by  a  layer  of  concrete  three  (3) 
inches  in  thickness  prepared  and  appUed  as  before  specified.  On  this  the  top  coat  is  applied  two 
inches  thick. 

The  width  of  the  cement  gutter  stone  is,  when  completed  sixteen  (16)  inches  with  the 

inside  edge inches  and  the  outside  edge inches  below  the  top 

of  the  curb.  For  a  distance  of  nine  (9)  inches  outside  the  gutter  stone  there  will  be  limestone 
paving  eight  (8)  inches  deep,  not  less  than  three  (3)  inches  in  width  and  nine  (9)  inches  in  length 
selected  and  so  laid  as  to  form  courses  of  uniform  width  and  broken  joints,  to  be  roughly  dressed 
or  broken  so  as  to  form  close  joints  and  even  surface  on  top.  The  whole  to  be  paved  upon  a  bed 
of  well  compacted,  good,  clean  gravel  containing  not  more  than  15  per  cent,  of  loam  four  (4)  inches 
in  depth;  all  the  interstices  to  be  solidly  filled  with  the  same  material,  and  the  whole  thoroughly 
rammed  down  and  covered  with  two  (2)  inches  of  fine  gravel.  Where  grades  exceed  3  feet  in  100 
paving  to  be  increased  as  mentioned  heretofore. 

All  specifications  concerning  the  ingredients,  proportions  and  working  of  the  cement 
paving  also  apply  to  the  curb  and  gutter. 

If  Contractor  can  work  curb  and  gutter  in  one  this  is  preferably  done. 

CEMENT  PAVING. 

The  price  per  square  foot  of  cement  paving  shall  include  excavation  for  foundations,  concrete 
paving,  lateral  drains  and  all  necessary  work  to  construct  artificial  stone  pavements  on  streets  to  be 
improved.  All  material  excavated  shall  be  promptly  removed  without  injury  to  any  portion  of  the 
existing  street  improvement. 

In  excavating  the  Contractor  shall  go  a  depth  of  12  inches  below  the  finished  grade  of  walk 
and  if  soft,  spongy  places  be  encountered  these  to  be  removed  and  a  layer  of  clean  gravel  sub- 
stituted. After  the  bottom  is  surfaced  and  rendered  firm  by  ramming  a  layer  of  good,  clean  gravel 
will  be  placed  thereon,  which  shall  be  eight  (8)  inches  in  depth  after  being  thoroughly  rammed 
and  wet,  also,  if  necessary  to  render  it  compact. 

Should  the  ground  require  it  two  (2)  inch  drain  (farm)  tile  may  be  run  along  the  outer 
edge  of  the  trench,  said  pipe  to  be  laid  in  gravel,  the  bottom  six  (6)  inches  below  the  walk  with 
outlets  at  such  points  as  the  Engineer  may  direct. 

Upon  the  foundation  above  described  will  be  laid  a  thin  coat  of  clean,  coarse  sand,  then 
concrete  of  the  best  German  Portland  Cement,  Germania,  Stettin  Star,  Stettin  Anchor,  Alsen 
DieckerhoS  or  other  brands  equally  good;  to  be  without  lumps,  fine  ground  and  standing  a  tensible 


278 THE   REAL   ESTATE 

strength  of  two  hundred  and  seventy-five  (275)  pounds  to  the  square  inch  in  briquettes  one 
week  old.  This  concrete  to  be  three  (3)  inches  in  thickness  after  thorough  ramming  and  to  be 
com  posed  of  the  following  mixture. 

One  part  German  Portland  Cement. 

Two  parts  clean,  sharp  sand  free  from  mud  or  clay. 

Four  parts  gravel  measuring"  from  H  inch  to  1 H  inches  in  diameter,  well  screened  and 
free  from  dirt  or  vegetable  matter. 

The  cement  and  sand  to  he  thoroughly  mixed 'dry;  then  made  into  mortar  with  but  little 
water  and  well  mixed  with  the  gravel  by  experienced  men  with  shovels  and  hoes  on  a  close 
plank  floor,  until  every  piece  of  gravel  is  coated  with  mortar,  then  shoveled  into  place  and  thoroughly 
rammed.  The  concrete  shall  be  used  immediately  after  using  and  each  coarse  shall  be  separated 
into  three  (3)  foot  lengths  by  strips  of  tar  paper. 

Upon  the  concrete  thus  prepared  will  be  a  finishing  coat  one  (1)  inch  in  thickness  of  Portland 
Cement  of  the  same  brand  as  that  used  for  the  concrete,  mixed  in  the  following  proportions: 
One  part  Portland  Cement. 

Two  parts  clean,  sharp,  medium  coarse  sand,  free  from  clay  or  other  harmful  -matter.  To 
be  first  mixed  dry  together,  and  sufficient  water  added  and  additional  mixing  to  render  it  plastic 
and  trowled  hard  into  place  in  the  courses  above  mentioned. 

The  coat  must  be  perfectly  smooth  in  finish  and  full  one  (I)  inch  thick.  Great  care  must  be 
taken  that  this  coat  is  applied  before  the  concrete  has  "SET,"  otherwise  the  concrete  shall  be  at 
once  removed  at  the  Contractor's  expense. 

Before  the  top  coat  is  applied,  the  concrete  shall  be  roughened  so  as  to  make  a  more  per- 
fect bound.  The  outer  edge  of  the  top  coat  shall  be  slightly  rounded.  After  completion  the  pave- 
ment to  be  protected  from  the  action  of  the  weather  (sun  and  rain)  until  it  has  thoroughly  hardened. 

Where  carriage-ways  cross  pavements  the  concrete  will  be  four  (4)  inches  thick  and  the 
top  coat  will  be  two   (2)   inches  thick,  and  roughened  in  the  usual  mahner. 

Gas,  water  or  other  pipes  passing  under  the  walks  will  be  covered  by  concrete  arches  so 
they  may     be  removed  without  injury  to  the  pavement. 

The  Contractor  shall  sprinkle  newly  made  walks  daily  for  a  length  of  time  to  protect  it. 
All  walks  to  be  of  a  uniform  width  and  rise  subject  to  special  plans  of  the  Engineer. 

STONE  PAVING. 

Stone  paving  will  be  paid  by  the  square  foot.  All  stone  to  be  good,  sound,  hard  Flat  Rock, 
Sandstone  or  other  stone  of  the  best  quality.  To  be  dressed  or  sawed  on  top  perfectly  smooth, 
the  edges  at  right  angles  and  forming  joints  not  to  exceed  oue-eighth  (J)  of  an  inch.  To  be  not 
less  than  'five  (5)  feet  by  three  (3)  feet  upper  dimensions  and  four  (4)  inches  thick.  To  have  a 
foundation  of  first  four  (4)  inches  gravel  after  packing  on  a  prepared  sub-grade  as  heretofore  pre- 
scribed for  cement. 

On  this  a  layer  of  concrete  3  inches  of  thickness  prepared  as  before  described  and  on  this 
concrete  before  it  is  "SET,"  the  stone  will  be  placed.  Such  rise  and  elevation  next  the  curb  will  be 
given  as  the  Engineer  may  determine. 

All  dimensions  of  curbing,  paving,  etc.,  may  vary  with  different  streets  and  these  may  be 
changed  as  the  Engineer  may  deem  proper  on  streets  presented  to  Council  and  bidders  are  cautioned 
to  closely  observe  plans  to  see  if  such  alterarions  be  made. 

BRICK  PAVING. 

All  material  obtained  in  excavating  shall  be  promptly  removed.  All  brick  paving  must  be 
of  good,  sound,  hard  burnt  (best  quality)  paving  brick. 

The  ground  to  be  excavated  to  a  depth  of  uine  (9)  inches  below  the  finished  surface  of 
walk  unless  good  gravel  be  encountered  when  the  Contractor  will  go  such  depths  as  may  be  re- 
quired by  the  Engineer  or  Inspector. 

The  sub-grade  thus  obtained  shall  be  leveled  and  packed  and  there  shall  be  spread  thereon 
four  and  one-half  (4)-^)  inches  of  good  packed  gravel;  on  this  will  be  placed  two  (2)  inches  of  clean 
sharp  sand. 

The  brick  will  then  be  laid  on  this,  rendered  firm  by  tamping  and  covered  with  a  coat 
of  the  same  quality  of  sand  one   (1)   inch  in  depth. 

The  walk  to  be  a  of  uniform  width  the  entire  length  of  the  improvement  with  such  rise  and 
forni  as  the  Engineer  may  determine. 


BROKER'S   CYCLOPEDIA . 279 

7.  Fidelity  Bond. 

Bond  No 

AMOUNT.  » ANNUAL  PREMIUM  $ 


Whereas 

hereinafter  called  the  "Employee,"  has  been  appointed  to  the  poition  of. 


hereinafter  called  the  "Employer,"  and  has  been  required  to  furnish  a  Bond  for  his  honesty  in  the 
performance  of  his  duties  in  the  said  position. 

AND  WHEREAS,  the  Employer  has  delivered  to  the 

Company,   a  corporation  of  the  Commonwealth  of 

hereinafter  called  the  "Company,"  a  statement  in  writing  setting  forth  the  nature  and  character 
of  the  office  of  position  to  which  the  Employee  has  been  elected  or  appointed,  the  nature  and 
character  of  his  duties  and  responsibilities  and  the  safeguards  and  checks  to  be  used  upon  the 
Employ  in  the  discharge  of  the  duties  of  said  office  or  position,  and  other  matters,  which  statement 
is  made  a  part  thereof. 

NOW  THEREFORE,  in  consideration  of  the  sum  of 

Dollars 

paid  as  premium  fr  the  period  from 19         ,  to 

19  ,  at  12  o'clock  noon,  and  upon  the  faith  of  the  said  state- 
ment as  aforesaid  by  the  Employer  hereby  warrants  to  be  true,  it  is  hereby  agreed  and  declared, 
that  subject  to  the  provisions  and  conditions  herein  contained,  which  shall  be  conditions  precedent 
to  the  right  on  the  part  of  the  Employer  to  recover  under  this  Bond  the  Company  shall,  within 
three  months  next  after  notice,  accompanied  by  satisfactory  proof  of  a  loss  as  hereinafter  men- 
tioned, has  been  given  to  the  Company,  make  good  and  reimburse  to  the  Employer  all  and  any 
Iiecuniary  loss  sustained  by  the  Employer,  of  money,  securities  or  other  personal  property  in  the 
possession  of  the  Employee,  or  for  the  possession  of  which  he  is  responsible,  by  any  act  of  fraud,  or 
dishonesty  on  the  part  of  said  Employee  in  the  discharge  of  the  duties  of  his  office  or  position  as  set 
forth  in  said  statement  referred  to,  amounting  to  larceny  or  embezzlement,  and  which  shall  have  been 
been  committed  during  the  continuance  of  this  Bond,  or  any  renewal  thereof,  and  discovered 
during  said  continuance,  or  within  six  months  thereafter,  or  within  six  months  from  the  death 
or  dismissal,  or  retirement  of  the  Employee  from  the  service  of  the  said  Employer,  Provided  always, 
that  said  Company  shall  not  be  liable,  by  virtue  of  this  bond,  for  any  mere  error  of  judgment  or 
injudicious  exercise  of  discretion  on  the  part  of  said  Employee,  in  and  about  all  or  any  matters  where- 
in he  shall  have  been  vested  with  discretion,  either  by  instruction,  or  rules  and  regulations  of  the 
said  Employer.  And  it  is  expressly  understood  and  agreed  that  the  said  Company  shall  in  no 
way  be  held  liable  hereunder  to  make  good  any  loss  that  may  accrue  to  the  said  Employer  by  reason 
of  any  act,  or  thing  done,  or  in  pursuance,  of  any  direction,  instruction,  or  authorization  conveyed 
to  and  received  by  him  from  said  Employer,  or  its  duly  authorized  ofl&cer  in  its  behalf;  and  it  is 
expressly  understood  and  agreed  that  the  said  Company  shall  in  no  way  be  held  liable  hereunder, 
to  make  good  any  loss  by  robbery,  or  otherwise,  that  the  said  Employer  may  sustain,  except 
by  the  direct,  or  connivance  of  the  said  Employee. 

THE  FOLLOWING  PROVISIONS  are  also  to  be  observed  and  binding  as  a  part  of  this 
Bond: 

The   Company   shall  be  notified  in  writing  addressed  to  the  President   of   the   Company, 

at  its  offices  ,in  the  City  of Commonwealth  of of 

any  act  of  ommission  or  commission  on  the  part  of  the  Employee  which  may  involve  a  loss  for  which 
the  Company  is  responsible  hereunder  immediately  after  the  occurrence  of  such  act  shall  come  to  the 
knowledge  of  the  employer.  That  any  claim  made  in  respect  to  this  Bond,  shall  be  in  writing 
addressed  to  the  President  of  the  Company  as  aforesaid,  immediately  after  the  discovery  of  any 
loss  for  which  the  Company's  responsible  hereunder,  and  within  six  months  after  the  expiration,  or 
cancellation  of  this  Bond  as  aforesaid.  And  upon  making  such  "claim,  this  Bond  shall  wholly 
cease  and  determine  as  regards  any  liability  for  any  act  or  ommission  of  the  Employee  committed 
subsequent  to  the  making  of  such  claim,  and  it  shall  be  surrendered  to  the  Company  on  payment 
of  such  claim. 

THE  COMPANY  shall  not  in  any  wise  be  responsible  to  the  Employer,  under  this  Bond, 
to  a  greater  extent  than Dollars. 

IF  THE  EMPLOYER  shall  at  any  time  hold  concurrently  with  this  Bond,  any  other  Bond, 
or  guarantee  of  security  from,  or  on  behalf  of  the  Employee,  the  Employer  shall  be  entitled  in  the 
event  of  loss  by  default  of  the  Employes,  to  claim  hereunder  only  such  proportion  of  the  loss  as  the 
amount  covered  by  this  bond  bears  to  the  whole  amount  of  security  carried,  whether  valid  or 
not. 


280  THE  REAL  ESTATE 

IF  THE  COMPANY  shall  so  elect,  this  bond  inay  be  cancelled  at  any  time,  by  giving 
one  month's  notice  to  the  Employer,  and  refunding  the  premium  paid,  less  a  pro  rata  thereof,  for 
the  time  said  Bond  shall  be  in  force,  remaining  liable  for  all,  or  any  default  covered  by  this  Bond, 
which  may  have  been  committed  by  the  said  Employee,  up  to  the  date  of  such  determination,  and 
discovered  and  notified  the  Company,  within  the  limit  of  time  hereinbefore  provided  for,  but  in 
the  event  that  the  Employer  shall  make  any  claim  hereunder  either  before  or  after  such  cancellation 
said  pro  rata  part  of  the  premium  shall  be  forefetied,  and  shall  be  returned  to  the  Compapy  if 
paid  by  it  before  claim  was  filed. 

THAT  should  the  Employee  become  guilty  of  au  offense  covered  by  this  bond,  the 
Employer  will  immediately  on  being  requested  by  the  surety  to  do  so,  lay  information  before  a 
proper  officer  covering  the  facts  and  verify  the  same  as  required  by  law, and  furnish  the  Company 
every  aid  and  assistance,  not  pecuniary,  capable  of  being  rendered  by  the  Employer,  his  or  its 
agents  and  servants,  which  will  aid  in  bringing  the  Employee  promptly  to  justice,  and  such  action 
when  required  of  the  Employer  shall  be  a  condition  precedent  to  recovery  under  this  Bond. 

The  Company  shall  not  be  liable  under  this  Bond  for  the  amount  of  any  balance  that  mav 
be  found  due  the  Employer  from  the  Employee,  and  which  may  have  accrued  prior  to  the  date 
hereof,  and  which  may  be  discovered  within  the  period  hereof,  nor  for  any  loans  or  advances 
made  by  the  Employer  to  the  Employee  for  any  purpose ;  nor  shall  it  at  any  time  during  the  con- 
tinuance of  this  Bond  or  any  renewal  thereof,  the  duties  and  responsibilities  of  the  Employee  shall 
be  increased  and  enlarged  or  the  Employee  shall  without  notice  to  the  Companyand  its  written 
consent  thereto  obtained,  be  required  or  permitted  than  that  set  forth  and  described  in  said  state- 
ment, it  being  the  true  intent  and  meaning  of  this  Bond  that  the  Company  shall  be  responsible  only 
as  aforesaid  for  moneys,  securities,  or  property  diverted  from  the  Employer  through  fraud  or  dis- 
honesty, amounting  to  larceny  or  embezzlement  as  aforesaid,  on  the  part  of  the  Employee  within 
the  period  specified  in  this  Bond,  while  in  the  discharge  of  the  duties  of  the  office  or  position  to 
which  he  has  been  elected  or  appointed. 

This  bond  will  become  void  as  to  any  claim  for  which  the  Coriipany  is  responsible  hereunder 
to  the  Employer,  if  the  Employer  shall  fail  or  notify  the  Company  of  the  occurence  of  any  act  creat- 
ing a  responsibility  immediately  after  it  shall  have  come  to  the  knowledge  of  the  Employer.  And, 
if  without  previous  notice  to  and  consent  of  the  Company  thereto,  the  Employer  has  entrusted  or 
shall  entrust  the  Eniployee  with  moneys,  securities,  or  personal  property,  after  having  discovered 
any  act  of  dishonesty,  or  condones  any  act  for  which  the  Company  may  be  liable  hereunder,  or  makes 
any  settlement  with  the  Employee  for  any  loss  hereunder,  this  bond  shall  be  null  and  void,  and  any 
willful  misstatement  or  suppression  of  facts  in  any  claim  made  hereunder  renders  this  Bond  void  from 
the  beginning. 

No  suit  or  action  of  any  kind  against  the  Company  for  the  recovery  of  any  claim,  under, 
or  by  virtue  of  his  Bond,  shall  be  sustainable  in  any  Court  of  Law,  or  Equity,  unless  such  suit  or 
action  shall  be  commenced,  and  the  process  served  on  the  Company  within  the  terra  of  twelve 
months  (36.")  days)  next,  after  the  presentation  of  such  claim,  and  in  case  any  suit  or  action  shall  be 
commenced  against  the  Company  after  the  expiration  of  the  said  period  of  twelve  months,  the 
lapse  of  time  shal  be  deemed  as  conclusive  evidence  against  the  validity  of  the  claim  thereby 
so  attempted  to  be  enforced. 

If  the  Employer's  written  statement  hereinbefore  referred  to  shall  be  found  in  any  respect 
untrue,  this  Bond  shall  be  void. 

The  Company,  upop  the  execution  of  this  bond,  shall  not  thereafter  be  responsible  to  the 
Eniployer,  under  any  Bond  previously  issued  to  the  Employer  on  behalf  of  said  Employee,  and 
upon  the  issuance  of  any  Bond  subsequent  hereto  upon  said  Employee  in  favor  of  said  Employer, 
all  responsibihty  hereunder  shall  cease  and  determine,  it  being  mutually  understood  that  it  is  the 
intention  of  this  provision  that  but  one  (the  last)  Bond  shall  be  in  at  one  time,  unless  otherwise 
stipulated  between  the  Employer  and  the  Company. 

This  Bond  is  issued  on  the  Express  understanding  that  the  Employee  has  not  within  the 
knowledge  of  the  Employer  at  any  former  period  been  a  defaulter,  and  will  be  invalid  and  of  no 
effect  unless  signed  by  the  Employee. 

No  one  of  the  above  conditions,  or  the  provisions  contained  in  this  Bond,  shall  be  deemed 
to  have  been  waived  by  or  on  behalf  of  said  Company,  unless  the  waiver  be  clearly  expressed  in 
writing,  over  the  signature  of  its  President  or  Vice-President  and  Secretary  or  Assistant  Secretary 
and  its  seal  thereto  affixed. 

AND  THE  SAID  EMPLOYEE  doth  hereby  for  himself,  his  heirs,  executors  and  admin- 
istrators, covenant  and  agree  to  and  with  the  said  Company,  from  and  against  all  loss  and  damage 
of  whatever  nature  or  kind,  and  from  all  legal  and  other  costs  and  expenses,  direct  or  incidental 
which  the  said  Company  shall,  or  may  at  any  time,  sustain,  of  be  put  to  (whether  before  or  after 
any  legal  proceedings  by,  or     against  it  to  recover  under  this  Bond,  and  without  notice  to  him 


BROKER'S   CYCLOPEDIA 


281 


thereof),  or  for,  or  by  reason,  or  in  consequence  of  the  said  Company  having  entered  into  the  present 
Bond. 

IN  WiTNEvSS  WHEREOF,  the  said ., 

(the  said  Employee)  hath  hereunto  set  his  hand  and  seal,  and  the  said  Company  has  caused  this 

Bond  to  be  sealed  with  its  corporate  seal,  attested  by  its President  and 

its Secretary,  this day  of 

nineteen  hundred  and 


Signed  Sealed  and  delivered  by  the  said 
Employee  in  the  presence  of 


Employee. 
.  Bonding  &  Insurance  Co. 


.Seal 


(Atty.  infact.) 


President. 


Atty.  in  fact. 


8. 


Building  Operations  in  the  United  States. 


A  report  on  building  operations  in  the  leading  cities  of  the  T?nitcd  States  in  1909  was  ptblished 
by  the  Department  of  the  Interior  July  24,  1910.     The  following  is  an  abstract: 

One  hundred  and  thirty-seven  cities  reported  for  1909  building  operations  costing  $930,520,713 
under  273,883  permits.  Of  these  cities,  128  reported  264,536  permits,  work  under  which  cost 
$903,385,954.  Of  these  totals,  the  new  buildings  constituted  90.3  per  cent,  of  the  cost  and  the  ad- 
ditions, alterations  and  repairs,  9.7  per  cent.  Taken  by  classes,  the  new  wooden  buildings  constituted 
24. 61per  cent,  of  the  cost  and  the  additions,  alterations  and  repairs  to  wooden  buildings,  3.34  per  cent, 
new  brick  buildings  55.82  per  cent.,  additions,  etc.,  5.67  per  cent. ;  new  stone  buildings  3.1  per  cent., 
additions  0.25  per  cent;  new  concrete  buildings  3.39  per  cent.,  additions  0.13  per  cent.;  all  other 
fire  resisting  buildings  3.83  per  cent.,  additions  0.31  percent.  Of  the  cost  of  new  buildings  73.24  per 
cent,  was  for  fire  resisting  buildings  and  26.76  per  cent,  for  wooden  buildings.  Of  the  cost  of  all 
new  fire  resisting  buildings  84.39  per  cent,  was  for  brick  buildings,  4.69  per  cent,  for  stone  buildings, 
5  13  per  cent,  for  concrete  buildings,  and  5.8  per  cent,  for  miscellaneous  fire-resisting  buildings. 
Of  the  cost  of  additions,  alterations  and  repairs  34.45  per  cent,  was  for  wooden  buildings  and  65.55 
per  cent,  for  fire  resisting  buildings.  Of  the  last  item  89.27  per  cent,  was  for  brick  buildings,  3.84 
per  cent,  for  stone  buildings,  1.96  per  cent,  for  concrete  buildings  and  4.93  per  cent,  for  all  other 
additions  and  repairs. 

Operation  on  brick  buildings  (new  buildings,  additions,  alterations  and  repairs)  constituted 
61.49  per  cent,  of  the  entire  cost  of  all  operations  in  these  128  cities,  all  other  fire  resisting  buildings 
amounting  to  but  11.01  per  cent.  This  shows  conclusively  the  great  popularity  of  brick  as  building 
material. 

The  average  cost  in  1909  for  new  wooden  buildings  was  $2,269,  for  new  brick  buildings 
$5,922.  for  stone  buildings  $11,679,  for  concrete  buildings  $17,099,  and  for  miscellaneous  fire-resisting 
buildings  $63,890. 

Seattle  had  the  largest  number  of  new  wooden  buildings.  7.355,  with  an  average  cost  of 
$1,338  each.  Los  Angeles  was  second  in  number  of  wooden  buildings,  5,284,  with  an  average  cost 
of  $1,553  each.  New  York  reported  823  permits  for  buildings  of  wood  costing  $3,697,555,  an 
average  cost  of  $4,492;  these  were  almost  entirely  in  the  Borough  of  the  Bronx.  In  Philadelphia 
but  24  new  wooden  buildings  were  erected  at  a  total  cost  of  $38,000,  or  an  average  cost  of  $1,583. 

New  York  reported  the  construction  of  fire-resisting  buildings  at  a  cost  of  $181,918,337, 
or  27.78  per  cent,  of  the  total  for  this  class  of  buildings;  Chicago  was  second,  with  a  cost  of 
$79,105,500,  or  12.08  per  cent,  of  the  total;  Brooklyn  was  third,  reporting  fire-resisting  buildings 
costing  $54,658,721.  or  8.35  per  cent,  of  the  total;  Philadelphia  was  fourth,  with  $42,670,770,  or 
6.5  per  cent,  of  the  total. 

The  leading  city  in  the  number  and  cost  of  concrete  buildings  was  Chicago,  which  reported 
619  buildings,  costing  $9,894,800,  or  32.31  per  cent,  of  the  cost  of  all  concrete  buildings.  The  city 
ranking  Second  in  cost  of  concrete  buildings  was  Seattle,  which  reported  $2,872,400,  or  9.38  per  cent, 
of  the  total,  followed  slosely  by  Philadelphia,  with  $2,014,300,  or  6.58  per  cent,  of  the  total.  Out 
of  the  128  cities  reporting,  79  erected  new  concrete  buildings.  1,791  in  number,  which  shows  the  wide- 
spread use  of  this  material  as  a  building  agent. 

Miscellaneous  fire-resisting  buildings,  which  include  steel  skeleton  buildings,  were  reported 
from  33  cities.  New  York  was  the  leading  city  in  this  class  of  buildings,  reporting  them  to  the  cost 
of  $12,863,100  with  Newark  second  with  a  cost  of  $3,323,000. 


282 


THE   REAL   ESTATE 


CHAPTER  X 

Letter  Writing. 

(Suggestions) 


LETTER  WRITING. 
1 — vSelection     of     material     very     im- 
portant. 

2 — When  te  answer  a  letter. 
3 — How    to    conduct    friendly    corres- 
pondence. 

4 — There  should  be  five  parts  to  every 
letter. 


1.  Selection  of  Material. 

In  the  selection  of  writing  mat- 
erial consult  good  taste  rather 
than  the  "latest  style." 

Envelopes  and  paper  should 
match. 

2.  When  to  Answer. 

Answer  a  business  letter  at  once 
or  drop  your  correspondent  a  line 
to  let  him  know  that  it  has  been 
received  and  then  write  him  more 
at  length  at  your  earliest  conven- 
ience. 

Read  and  re-read  the  letter  to 
be  answered,  so  that  you  may 
know  what  is  wanted  and  be  able 
to  give  a  clear  and  definite  reply, 
covering  every  point  in  few  words. 

If  you  are  taking  the  initiative 
in  the  correspondence,  be  no  less 
clear  and  concise. 

If  applying  for  a  situation, 
state  briefly  your  qualifications. 

Be  not  afraid,  or  too  modest  to 
speak  dispassionately  of  yourself, 
but  be  exact  in  all  your  state- 
ments, and  give  no  false  im- 
pressions. 

Give  references. 


5 — Where  to  place  the  heading  of  a 
letter. 

6 — Position  of  the  address. 

7— Where  to  begin  the  body  of  a  letter. 

8 — Where  and  how  to  express  com- 
plimentary close. 

9 — Don'ts  in  letter  writing. 

10 — General  suggestions  on  how  to 
write  a  good  letter. 


Write  plainly,  without  flourishes. 

Exercise  care  about  punctuation, 
spelling,  grammer,  and  the  use  of 
capitals. 

Study  to  please. 

Avoid  a  brusque  style,  and  all 
rudeness. 

Give  the  ".soft  answer"  that 
"turneth  away  wrath." 

3.     Friendly  Correspondence. 

In  friendly  correspondence  be 
natural. 

Avoid  affectation  and  sentiment- 
alism. 

Do  not  use  the  same  forms  al- 
ways, but  vary  according  to 
circumstances. 

Write  as  you  would  talk,  only 
with   more   care   and   seriousness. 

Words  spoken  may  soon  be  for- 
gotten, but  once  on  paper,  if  not 
well  chosen  and  perfectly  proper, 
they  are  liable  to  appear  at  any 
time  to  your  discredit. 

Then,  too.  words  and  expressions 
may  look  different  in  writing  than 
when  merely  spoken. 

Webster  marks  a  large  number 
of  words  with  colloq.,  meaning 
colloquial,    and  this   word   "coUo- 


BROKER'S   CYCLOPEDIA 


283 


quial"  means,  "pertaining  to,  or 
used  in  conversation,  especially 
common  and  familiar  conversa- 
tion." 

Read  carefully  your  letters  be- 
fore sending  them,  and  let  none  go 
out  that  you  would  not  be  willing 
to  have  preserved  and  read  by — 
you  know  not  whom. 

Use  apologies  sparingly,  and 
never  make  the  worst  of  all  apol- 
ogies a  request  to  have  the  letter 
destroyed  when  read. 

Do  your  best,  and  you  will  sel- 
dom have  need  to  make  excuses  for 
tardiness,  bad  writing,  poor  spell- 
ing, or  anything  of  the  kind. 

Have  a  purpose  in  all  that  you 
write,  and  arrajige  your  thoughts 
in  a  systematic  order. 

Express  yourself  fully  in  the 
letter,  and  so  avoid  postscripts. 

Only  that  which  is  foreign  to  the 
subject  of  the  letter,  should  be 
added  in  postscript. 

4.  Forms  and  Parts. 

There  are  five  parts  to  a  letter; 

1— The  heading,  or  place  and 
date. 

2 — The  introduction,  or  address 
and  salutation. 

3 — The  body  of  the  letter. 

4 — The  conclusion,  or  compli- 
mentary close,  and  signature. 

5 — The  superscription  (address 
on  the  envelope.)  or  name  and 
place  of  the  person  addressed. 

5.  The  Heading. 

The  heading  should  occupy  the 
first  line,  or  two  lines,  according 
to  its  length  and  the  length  and 
width  of  the  page;  and  it  should 
extend  very  nearly  to  the  right 
hand  edge. 

If  unruled  paper  is  used,  place 


the  heading  about  an  inch  and  a 
half  or  two  inches  from  the  top. 

The  place  should  be  given  in 
detail  in  the  heading,  or  if  pre- 
ferred it  may  follow  the  signature 
on  the  last  page. 

This  will  be  your  correspond- 
ent's guide  in  addressing  to  you 
his  reply,  and  will  more  fully 
identify  the  author  of  the  latter, 
which,  in  not  a  few  instances,  has 
proven  to  be  much  to  his  advan- 
tage. 

Sometimes  the  exact  address  is 
wanted,  for  the  purpose  of  sending 
a  communication  by  telegraph,  or 
by  a  special  delivery  letter. 

6.     Address. 

The  address  should  stand  at  the 
left. 

It  should  begin  one  or  two  lines 
below  the  heading,  and  a  half  inch 
or  more  from  the  edge  of  the  page ; 
and  should  consist  of  the  full 
name  and  post  office  address  of 
the  person  to  whom  you  are  writing 
and  some  appropriate  salutation. 

Another  form  which  is  pre- 
ferred by  some,  is  to  omit  the  ad- 
dress from  the  first  part  of  the 
letter,  and  place  it  on  the  last 
page,  below  the  signature,  and  at 
the  left. 

Some  omit  it  altogether,  but 
this  is  unwise,  for  it  is  liable  to  be 
separated  from  its  envelope,  and 
in  that  event,  it  might  not  reach 
its  destination. 

Or  having  gone  through  all 
trouble  or  annoyance  might  be 
occasioned  later,  by  the  supposi- 
tion that  it  was  addressed  to  some 
other  person. 

The  salutation  generally  con- 
sists  of  some  term   of  honor,    af- 


284 


T  H  E  RE  A  L  EST  A  T  E 


fection,  or-  relationship;  as  Dear 
Sirs,  Messrs.,  Gentlemen,  Ladies, 
Dear  Madam,  Dear  Friend,  My 
dear  friend.  My  Beloved  Wife, 
My  dear  Broker,  etc. 

7.  Body. 

The  body  of  the  letter  may  be 
begun  on  the  same  line  with  the 
salutation,  being  separated  from 
it  by  a  comma  and  a  dash,  or  by  a 
colon  and  a  dash. 

The  more  preferal>le  place,  how- 
ever, to  begin  the  letter  is  on  the 
line  below  the  salutation,  and  just 
below  the  puncutation  following 
the  salutation;  and  in  this  case 
the  dash  is  omitted  by  most 
writers. 

A  uniform  margin  should  be 
left  on  the  left  hand  of  each  page, 
from  a  half  inch  to  a  inch  in  width. 

And  each  paragraph  should 
begin  uniformly  about  twice  as 
far  from  the  edge. 

Leave  no  margin  on  the  right 
hand  side  of  the  page. 

8.  The  complimentary  close. 

The  complimentary  close  con- 
sists of  some  expression  of  respect 
or  affection;  as  Respectfully  yours, 
Sincerely  yours.  Your  sincere 
friend.  Your  affectionate  mother, 
etc. 

The  first  word  only,  should  be 
capitalized,  and  a  comma  should 
be  used  at  the  close. 

On  the  preceeding  line  an  ex- 
pression like  the  following  may  be 
used  if  desired: 

With  kind  regards,  I  remain. 
Awaiting  your  reply,  I  am,  etc. 

.N^o  punctuation  follows  these 
expressions. 

The  writer  should  sign  his  name 
in  full,  especially  if  writing  to  a 


stranger. 

And  a  lady  should  let  it  appear 
whether  she  is  a  Miss  or  Mrs.  by 
enclosing  the  proper  title  in  paren- 
theses, just  preceding  her  signa- 
ture. 

The  distinction  between  a  mar- 
ried woman  and  a  widow,  is  shown 
by  the  former  using  her  husbands 
given  name,  and  the  latter  using 
her  own  Christian  name. 

The  second  line  of  the  conclusion 
should  begin  further  to  the  right 
than  the  first,  and  if  a  third  is  used 
it  should  begin  further  to  the 
right  than  the  second. 

The  letter  should  be  folded  with 
the  first  page  inside. 

The  first  line  of  the  super- 
scription consists  of  the  title  and 
the  name  of  the  person  addressed. 

It  should  be  placed,  as  a  rule, 
about  midway  between  the  top 
and  the  bottom  of  the  envelope, 
and  equidistant  from  either  end. 

On  long  envelopes  a  great  space 
should  be  at  the  left. 

Each  succeeding  line  should  be- 
gin a  little  further  to  the  right 
than  the  one  next  above  it. 

The  second  line  consists  of  the 
number  of  th  post-oflfice  box  and 
the  name  of  the  post  office,  if  in 
the  country  or  a  village;  and  of 
the  house  nfmiber  and  the  name  of 
the  street,  if  in  the  city. 

The  third  line  gives  the  county 
or  the  city,  and  the  fourth  the 
state,  province,  or  country. 

If  preferred,  the  superscription 
may  be  shortened  to  three  lines  by 
placing  the  number  and 
street  or  the  county  in  the  lower 
left  hand  corner  of  the  envelope. 

The    stamp    should    be    affixed 


BROKER'S   CYCLOPEDIA 


285 


with  care  in  the  upper  right-hand 
corner. 

In  case  of  all  business  corres- 
pondence and  important  letters, 
the  return  address  should  be 
placed  in  the  upper  left-hand 
corner  of  the  envelope,  with  a 
request  to  return  if  not  delivered 
within  a  certain  number  of  days. 

10.  A  few  general  Suggestions 
on  letter  writing. 

Never  write  on  a  half  sheet  of 
paper. 

Never  write  in  pencil. 

It  is  always  careless,  often  rude. 

Notes  of  compliment  must  al- 
ways be  written  in  the  third  person. 

Never  write  a  congratulatory 
letter  upon  mourning  paper  even 
if  you  are  using  it  habitually. 

When  sending  a  letter  requiring 
an  answer  upon  your  own  business, 
always  enclose  a  stamp  for  the 
reply. 

A  letter  of  introduction  should 
never  be  sealed,  as  the  bearer  to 
whom  it  is  given  should  know  its 
contents. 

Never  write  carelessly. 

You  can  never  be  sure  that 
your  letter  will  meet  only  the 
eyes  for  which  it  is  intended. 

Date  every  letter  clearly  and 
carefully. 

It  is  often  of  the  utmost  im- 
portance to  know  wfien  a  letter 
was  written. 

If  you  make  an  ill-formed  letter, 
let  it  alone. 

You  will  not  improve  it  by 
patching,  but  the  endeavor  to 
do  do  will  be  distinctly  visible  in 
most  cases. 

Use  simple,  correct  language, 
and   avoid   all  efforts  at  fine  sen- 


tences or  forced  smiles. 

Pure,  soimd  English  is  more 
elegant  than  quotations  in  a  foreign 
tongue. 

Never  write  an  anonymous  letter 
or,  even  if  you  are  certain  you 
know  the  author  of  one  received, 
never  answer  it. 

Nothing  but  silent  contempt 
should  meet  such  cowardly,  under- 
hand epistles. 

In  writing  letters: 

Be  live. 

Be  wide-awake. 

Be  well  inforriied  on  the  subject 
with  which  you  are  dealing. 

Nisver  forget  the  demands  of 
courtesy  or  self  respect. 

Make  letter  writing  a  careful 
study. 

Take  pains  with  your  letters. 

When  your  letter  is  finished  read 
it  over  carefully. 

Study  its  weak  points. 

Then  correct  them. 

Try  again. 

Keep  on  trying. 

Keep  on  until  you  feel  certain 
that  you  have  hit  on  a  style  that 
will  bring  you  business. 

In  your  follow  up  letters : 

Keep  your  prospect  in  touch 
with  you. 

Write  Heart-to-heart  Business 
getting  letters. 

Write  Elbow-to-Klbow  Business 
holding  letters. 

Never  "beat  around  the  bush." 

Face   the  issue  squarely. 

Handle  your  proposition  as  be- 
comes a  gentleman. 

Select  your  words. 

Select  your  sentences. 

Think  right  and  you'll  write 
right. 


286 


THE   REAL   ESTATE 


Look  well  to  your  words. 

Express  yourself  correctly. 

Make  your  words  as  good  as 
your  bond. 

Make  everj'^  letter  you  write  a 
letter  of  credit. 

9.     Don'ts  in  Letter  writing. 

Whatever  else  you  may  neglect 
in  your  preparation  for  life's  work, 
do  not  fail  to  learn  what  are  the 
requisites  of  a  good  letter,  for 
there  will  be  frequent  occassions 
to  write  letters  of  business  and  of 
friendship. 

Give  special  attention  to  spell- 
ing and  to  the  use  of  the  pen. 

Don't  flourish. 

Don't  fail  to  take  time  and  pains 
to  execute  the  work  correctly, 
and  to  give  to  your  letter  a  re- 
spectable appearance. 

If  mistakes  or  accidents  occur 
copy  and  re-copy  until  your  letter 
shows  a  commendable  degree  to 
respect  for  the  writer  and  for  the 
person  addressed. 

Avoid  the  use  of  the  blunder's 
mark  (the  caret,)  but  if  you  must 
use  it,  don't  invert  it. 

It's  proper  place  is  just  beneath 
the  line,  with  the  point  upward 
between  the  words  or  letter  where 
the  omitted  part  belongs,  and  the 
words  or  letters  to  be  supplied 
should  be  written  directly  above. 

Don't  fail  to  make  every  letter 
distinct  and  plain,  especially  in 
proper  names  as  there  is  usually 
nothing  in  the  nature  of  such 
words  to  aid  in  determining  what 
the  letters  are. 

Don't  omit  the  subjects  of  your 
sentences. 

Don't  use  the  character  &  for 
the  word  "and". 


Use  numerical  figures  for  dates, 
but  don't  use  them  in  the  body  of 
the  letter. 

Don't  display  egotism  by  making 
too  frequent  use  of  the  pronoun  I, 
but  when  you  do  use  it  let  it  be  a 
capital. 

Don't  use  a  capital  without 
having  a  good  reason  for  so 
doing. 

Let  its  use  be  in  compliance 
with  some  known  rule. 

Don't  fill  up  the  whole  letter 
with  chat  about  yourself  and  your 
concerns. 

Show  a  kindly  interest  in  your 
friend,  and  talk  about  things  with 
which  he  is  connected  and  which 
are  of  especial  interest  to  him. 

Don't  make  an  attempt  at  dif- 
fuseness  for  fear  you  will  not  have 
enough  matter  to  fill  up  the  sheet. 

Say  what  you  have  to  say  and 
then  stop. 

Don't  strain. 

Be  simple,  easy  and  natural. 

Avoid  all  appearance  of  effort, 
far-fetched  ornaments,  and  at- 
tempts at  display;  but,  on  the  other 
hand,  don't  indulge  in  affected 
simplicity. 

In  addressing  a  person,  don't 
be  too  familiar;  and  on  the  other 
hand  don't  be  too  formal. 

Don't  use  fancy  paper  or  colored 
inks. 

Provide  a  good  quality  of  paper, 
but  don't  be  extravagaut  in  its  use; 
neither  be  stingy. 

Always  use  one  whole  sheet,  at 
least. 

The  second  page  to  be  left  blank 
and  the  letter  finished  on  the  third 
page,  but  never  go  back  and  write 
on  the  second  page. 


BROKER'S  CYCLOPEDIA 


287 


Don't  write  in  vertical  lines. 

Don't  conclude  a  letter  by  writ- 
ing in  the  margins. 

Take  another  sheet,  or  half 
sheet. 

Don't  disfigure  your  letter  by 
the  frequent  underlining  of  words 
to  make  them  emphatic. 

This  is  very  bad  taste. 

Don't  use  postal  cards,  except 
for  matters  of  business. 

Don't  intrude  long  preambles 
and  explanations  into  business 
letters. 

Cover  all  the  points,  but  make 
them  clear,  by  a  few  well-chosen 
words. 

Don't  trust  to  memory  to  recall 
what  you  write. 

Keep  a  copy  -of  all  important 
letters. 

Don't  pay  any  attention  to 
anonymous  letters. 

They  are  not  supposed  to  be 
worthy  of  any  consideration. 

Don't  mix  up  things  of  a  gen- 
eral nature  with  a  letter  of  con- 
gratulation. 

Make  such  letters,  brief,  sincere, 
and  to  the  point. 

Don't  continue  to  receive  letters 
after  you  wish  the  correspondence 
decrease. 

Request  the  writer  plainly  and 
decidedly  to  break  off  the  corres- 
pondence, then  if  the  letters  con- 
tinue to  come,  return  them  un- 
opened. 

Don't  neglect  your  friends,  but 
do  not  waste  time  and  incur  ex- 


pense in  foolish,  frivolous,  or  need- 
less correspondence. 

Give  your  address  in  every  letter 
to  which  you  expect  a  reply. 

Avoid  stock  phrases  as;  "Beg  to 
advise."  "Beg  to  inquire,"  "Beg 
to  acknowledge." 

Don't  "beg  at  all." 

Don't  say  "kindly"  for  "please." 

Don't  write  "would  say." 

Don't  say  "Enclosed  herewith." 

Don't  "reply"  to  a  letter. 

"Answer"  it  is  better. 

Don't  use  a  big  word  where  a 
short  word  will  do. 

"Begin"  is  better  than  "com- 
mence." 

"Home"  is  better  than  "resi- 
dence." 

"Buy  is  better  than  "purchase." 

"Live"  is  better  than  "reside." 

"At  once"  is  better  than  "im- 
mediately." 

"Give"  is  better  than  "donate." 

"Start"  better  than  "inaugurate. 

Never  try  to  be  funny. 

Avoid  scarcasm. 

Cut  out  superlatives. 

When  writing,  as  Jones  and 
Company,  never  use  "I"  when  "we" 
is  correct. 

When  you  must  make  a  per- 
sonal reference  use  "the  writer." 

Don't  write  "If  I  was"  when  "If 
I  were"  is  correct. 

Don't  say  "we  was"  when  we 
were  is  correct. 

Don't  use  unnecessary  phrases. 

They  are  incorrect  and  cumber- 
some. 


288 


THE   REAL   ESTATE 


CHAPTER  XI. 

Letters. 


1— What  is  a  letter? 
2 — What  is  a  business  letter' 
3 — How  to  write  the  "Right  Kind"  of 
a  letter. 

4 — How  to  write  a  Business  letter. 
5 — How  to  write  a  vSales  letter. 
6 — How  to  write  a  Collection  letter. 
7 — How  to  write  a  Complaint  letter. 

8 — How   to  write  a  letter  of   "Appli- 
cation." 

9 — How  to  write  a  letter  of  "Recom- 
mendation." 


10 — How  to  write  a  letter  of  "Apology." 

11 — How  to  write  a  letter  of  "Advice." 

12 — How   to  write  a   letter  of   "Con- 
dolence." 

13 — How  to  write  a  letter  requesting  a 
"Favor." 

11 — How  to  write  a  letter  of  "Congrat- 
ulation." 

15 — How  to  write  a  letter  of  "Intro- 
duction." 

16 — "Don'ts"     in     writing     Business 
letters. 


1 .  What  is  a  Letter? 

A  letter  is  a  representative. 

A  letter  properly  written  is  a 
skillful  salesman. 

A  letter  properly  written  can 
take  the  place  of  a  diplomat. 

A  letter  v/ill  link  you  and  capital 
together. 

A  letter  can  sell. 

Anything  a  male  can  sell  the 
mail  can  sell. 

The  right  kind  of  a  letter  will  do 
the  work  of  years  in  months — 
months  in  days. 

A  paying  letter  is  written 
salesmanship. 

To  write  a  letter  that  will  sell, 
you  must  know  the  underlying 
principles  of  selling. 

Know  how  to  apply  them. 

Know  how  to  disseminate  them. 

A  correct  letter  represents  con- 
versation at  a  distance. 

When  talking  to  a  customer 
through  a  letter. 


Do  it  kindly. 
Do  it  friendly. 

2.  Business  Letters. 

There  are  two  kinds  of  business 
letters. 

(1)  Paper,   ink  and  formality. 

(2)  Logical,  human  appeal  at- 
tracts the  eye,  pulls,  sways  and 
convinces. 

Number  one  (1)  is  the  product 
of  carelessness. 

Number  two  (2)  is  conscientious 
creation. 

Fill  your  letters  with  enthu- 
siasm. 

Fill  your  letters  with  magnetism. 

Make  them  talk. 

Make  them  stand  out. 

Make  them  dominate  the  readers 
daily  mail. 

Words  are  the  key  in  writing 
letters  as  well  as  in  advertising. 

3.  Right  Kind  of  Letters. 

The  right  kind  of  a  letter  does 


BROKER'S   CYCLOPEDIA 


289 


what  a  personal  representative 
can  do.    . 

The  right  kind  of  a  letter  sells 
goods. 

The  right  kind  of  a  letter  collects 
money. 

The  right  kind  of  a  letter  adjusts 
complaints. 

The  right  kind  of  a  letter  carries 
on  business. 

The  right  kind  of  a  letter  is 
advantageous. 

The  right  kind  of  a  letter  saves 
heavy  traveling  expenses. 

The  right  kind  of  a  letter  saves 
hotel  bills. 

The  right  kind  of  a  letter  follows 
up  persistently. 

The  right  kind  of  a  letter  makes 
no  false  representations. 

The  right  kind  of  a  letter  makes 
no  verbal  promises. 

The  right  kind  of  a  letter  must 
be  employed  intelligently. 

The  right  kind  of  a  letter  must  be 
the  product  of  analytical  thought. 

The  right  kind  of  a  letter  must 
contain  arguments  to    convince. 

The  right  kind  of  a  letter  must  be 
planned  logically. 

The  right  kind  of  a  letter  paints 
a  mental  picture. 

The  right  kind  of  a  letter  must 
contain  real  inducement. 

Study  your  letters. 

Study  every  letter  that  goes  out 
over  your  name. 

4.    How  to  Write   a   Busi= 
ness  Letter. 

A  business  letter  is  simply  talk- 
ing to  your  man  on  paper. 

(1)  Compel  attention. 

(2)  Arouse  an  interest. 

(3)  Argument — proof  -  con- 
viction. 


(4)     Persuasion. 

(i))     Inducement. 

(6)     Closing  climax  and  clincher. 

Picture  the  article  you  want  to 
sell. 

Picture  its  use. 

Picture  its  advantages. 

Picture  it  vividly. 

Give  a  definite  idea. 

Picture  by  suggestions. 

Every  business  letter  should  be 
written  on  business  stationery. 

A  copy  should  be  kept  of  every 
business  letter  that  leaves  the 
office. 

.   In  writing  a   business   letter  be 
honest. 

Be  frank. 

Be  straight  -  forward,  above 
board,  guileless. 

From  the  date-line  at  the  top  of 
your  letter  to  the  stenographer's 
hieroglyphics  at  the  bottom,  let 
every  word,  phrase,  sentence  and 
paragraph  impress  your  reader  as 
being  wholly  and  unreservedly 
"on  the  level." 

The  letter  without  an  induce- 
ment leaves  a  loop-hole  for  pro- 
crastination, which  often  proves 
to  be  a  thief  of  countless  sales. 

All  that  is  necessary  in  your 
letter  to  get  a  quick  response  is  the 
proper  inducement. 

In  every  letter  you  write  give 
each  proposition  ycur  best.  Finish 
it.     And  then  forget  it. 

Make  your  letters  talk. 

Put  things  straight  from  the 
shoulder. 

Make  your  letters  pull. 

Be  natural. 

Be  live. 

Be  original. 

The  man  who  can  write  a  letter 


290 


THE  REAL  ESTATE 


that  does  what  another  man  must 
make  a  personal  call  to  do,  is 
the  greatest,  most  independent 
power  in  the  modem  business 
world. 

Write  personal  business  letters. 

Write  just  as  you  would  talk  if 
you  were  to  meet  them  on  the 
street  or  in  their  office  or  in  their 
homes. 

Personal  letters,  (the  right  kind) 
will  bring  you  new  business. 

Personal  letters  (the  right  kind) 
will  hold  old  customers. 

Write  heart-to-heart  letters. 

Write    letters    that    show    you- 
have  a  strong  personal  interest  in 
3-our  customers. 
'  Write  letters  that  talk. 

Throw  away  the  old  shop-worn 
types  of  the  customary  style. 

Begin  your  letter  in  an  easy, 
natural  conversational  manner. 

Always  have  something  to  write 
about. 

Think  hard  the  best  way  to 
write  it. 

Write  just  as  though  you  were 
talking. 

Think  about  the  party  you  are 
writing  to. 

Think  about  what  you  are  going 
to  say. 

Write  your  letter  in  a  manner 
that  you  feel  certain  will  please 
and  interest  your  customer. 

Put  your  customers  interest  to 
the  front. 

Keep  yourself  in  the  background. 

Introduce  your  proposition  grace 
fully. 

Introduce  your  proposition  in  a 
friendly  style. 

Avoid  meaningless  sentences. 

Get  right  into  the  heart  of  your 
proposition. 


Make  your  points. 

Tell  them  briefly.  •     • 

Tell  them  vividly. 

Tell  them  connectedly. 

Close  your  letter  politely. 

Close  your  letter  pleasantly. 

Bring  your  customer  as  close  to 
you  in  your  letter  as  if  he  were 
sitting  at  your  elbow. 

4.  A   Successful     Business 

Letter. 

Every  successful  business  letter 
must  be  built. 

Every  successful  business  letter 
must  win  its  own  audience. 

Every  successful  business  letter 
must  talk  face  to  face  with  its 
prospect. 

Every  successful  business  letter 
leads  the  prospect  gradually. 

Every  successful  business  letter 
leads  the  prospect  tactfully. 

Every  sentence  in  a  successful 
business  letter  should  have  a 
reason  for  being  there. 

Every  successful  business  letter 
has  a  definite  route. 

Every  successful  business  letter 
has  a  definite  end. 

Every  successful  business  letter 
is  prepared  with  as  much  care  as  an 
important  speech. 

5.  Sales  Letter. 

Every  successful  sales  letter  is 
based  upon  the  same  principles  as 
salesmanship. 

(1)  You  must  win  attention  in 
the  opening  of  your  letter.  Say 
something  that  will  prompt  yotu" 
reader  to  read  on  farther  in  the 
letter. 

(2)  Pictiu-e  the  proposition  in 
his  mind  by  giving  a  complete 
description  and  explanation. 

(8)     State    strong    arguments 


BROKER'S  CYCLOPEDIA 


291 


that  will  create  a  desire.     Tell  of 
its  value — tell  the  advantages. 

(4)  Persuade  the  reader  to  your 
way  of  thinking.  Show  him  that 
he  needs  what  you  have  to  sell. 
Above  all  persuade  him  that  he 
needs  it  now. 

(5)  Give  good  inducements. 

(6)  Prompt  him  to  act  at  once, 
which  clinches  the  sale. 

6.  Collection  Letters. 

A  collection  letter  is  another 
form  of  salesmanship  on  paper. 

A  collection  letter  simply  sells 
the  settlement  of  an  account. 

A  collection  letter  consists  largely 
of  persuasion. 

A  collection  letter  should  contain 
a  striking  climax. 

Don't  resort  to  threats  or  sev- 
erity in  a  collection  letter. 

Your  willingness  to  be  reason- 
able will  get  you  money. 

Threats  rhake  you  wait. 

Arouse  the  spirit  of  fairness. 

7.  Complaint  Letters. 

A  complaint  letter  is  selling 
satisfaction. 

Customers  worth  having  are 
worth  satisfying. 

Back  talk  only  aggravates. 

Genuine  complaint  letters  can  be 
traced  to  two  sources : 

1 — Real  grievances. 

2 — Misunderstandings. 

Answer  promptly. 

Take  the  complaint  seriously. 

Look  at  the  trouble  through  the 
complainants  eyes. 

Don't  argue. 

Explain. 

In  an.swering  a  complaint  letter, 
talk  to  him  just  as  if  he  were  in 
your  office. 


Picture  your  customer  sitting  in 
your  office. 

Then  talk  to  him. 

8.  Letters  of  Application. 

Merchants,  manufacturers  and 
others  in  need  of  "Help"  often  use 
the  columns  of  newspapers  a- 
nonymously,  rather  than  give  pub- 
licity to  their  wants,  and  thus  be  * 
annoyed  by  an  army  of  personal 
applicants. 

Such  advertising  brings  the  ad- 
vertiser hundreds  of  letters  from 
writers  of  all  grades,  age  and  de- 
grees of  qualification,  and  although 
the  advertiser  may  have  stated 
explicitly  the  age  and  require- 
ments of  the  person  wanted,  prob- 
ably one-half  will  send  in  their 
application  who  possess  none  of 
these  qualifications,  and  as  but 
one  of  the  many  applicants  can 
secure  the  vacant  position,  the 
writer  should  bear  in  mind  that 
the  advertiser  will  examine  these 
letters  in  every  business  way,'  all  '' 
letters  written  on  scraps  of  paper, 
foolscap  or  soiled  paper  will  be 
thrown  at  once  into  the  waste 
basket  without  perusal. 

The  letters  containing  mis- 
spelled words,  errors  in  grammar, 
interlineations  and  erasures  will 
be  noted,  the  penmanship  arid 
style  scanned,  and  quite  a  correct 
estimate  of  the  character  and 
competency  of  the  applicant  will 
be  formed  from  the  application. 

9.  Letters  of  Recomenda= 
tion. 

Recommendations  are  those  in 
which  the  writer,  for  the  purpose 
of  promoting  the  interest,  happi- 
ness, or  benefit  of  another,  com- 


292 


THE  REAL  ESTATE 


mends,  or  favorably  represents  his 
character  and  abilities. 

They  should  be  given  judici- 
(jusly,  and  only  when  necessary. 

A  lavish  and  indiscriminate  use 
of  them  all  will  make  them  totally 
valueless,  and  will  seriously  injure 
the  writer's  own  character  as  a 
business  man,  and  make  him,  to  a 
certain  extent,  responsible  for  the 
character  and  conduct  of  another 
person;  hence  great  care  should  be 
exercised  in  giving  them. 

Never  recommend  an  unworthy 
person. 

It  may  be  hard  to  refuse  a 
testimonial,  but  it  is  dishonorable 
to  give  a  false  one. 

Recommendations  may  be  spec- 
ial or  general. 

A  letter  of  recommendation  ad- 
dressed to  some  particular  person 
like  an  ordinary  letter,  is  special; 
when  not  limited  as  to  person  or 
occasion  it  is  general. 

10.    Letters  of  Apology. 

I^etters  of  apology  or  excuse,  to 
be  of  any  value,  should  be  written 
as  promptly  as  may  be. 

Such  letters  are  not  very  pleas- 
ant, as  they  are  called  forth  by 
some  neglect  or  imprdpriet)'-  of  the 
writer,  but  if  written  frankly,  and 
gracefully  expressed,  will  seldom 
fail  to  carry  their  object. 

Any  tardiness  on  your  part  will 
imply  that  your  letter  is  sent  un- 
willingly, or  betray  a  second  neg- 
lect as  had  at  the  first. 

If  you  are-  apologizing  for  an 
unintentional  slight  or  broken  en- 
gagement, state  the  reasons  for 
your  conduct,  and  express  your 
regret  sincerely. 

Letters  of  apology  should  not  be 


too  stiff  or  formal,  or  it  will  appear 
a  forced  reparation;  while  a  hearty 
expressed  note  will  make  your 
desire  to  atone  apparent. 

Any  exaggeration  in  language 
will  prove  as  bad,  as  it  will  appear 
often  insulting. 

A  happy  medium'  of  graceful 
sincerity  is  best. 

If  every  engagement  is  met 
promptly,  and  every  obligation 
discharged  when  due,  the  necessity 
for  an  apology  is  avoided. 

1 1 .     Advisory  Letters. 

Letters  of  advice  should  not  be 
written  unless  by  request,  or  an 
absolute  necessity  for  them;  for 
even  if  they  are  eai-nestly  solicited 
they  are  very  apt  to  prove  dis- 
agreeable, and  often  will  give  of- 
fense, though  they  may  be  written 
with  the  best  motives. 

They  should  be  w^ritten  with 
perfect  frankness,  as  sincerity, 
and  singleness  of  purpose  will  often 
carry  their  own  conviction. 

Avoid  all  affectation  of  super- 
iority, or  in  giving  your  opinion  do 
not  endeavor  to  make  it  law,  or  be 
offended  in  your  advice  is  disre- 
garded; your  friend  may  have 
counselors  besides  yourself,  a  cir- 
cumstance unknown  to  you,  to 
guide  his  course. 

Never  offer  advice  after  a  folly 
has  been  committed;  it  will  be  a 
waste  of  words. 

Sympathy  of  reproof  may  be 
given  if  it  will  benefit;  or  if  the 
desire  of  the  writer  is  to  prevent  a 
repetition  of  the  error,  then  a  few 
judicious  words,  pointing  out  the 
preventives,  may  be  productive  of 
good. 

Never  let  your  letter  of  advice 


BROKER'S  CYCLOPEDIA 


293 


be  written  from  selfishness,  nor 
motives  of  interest  dictate  it. 

Let  an  honest  desire  promote 
your  friend's  welfare  and  interest 
actuate  you. 

Such  letters  must  be  used  jud- 
iciously and  sparingly. 

12.  Letters  of  Condolence. 

Letters  of  condolence  or  sym- 
pathy are  the  most  difficult  and 
important  of  any  which  friend- 
ship or  affection  can  dictate. 

At  no  time  is  an  omission  or 
slight  more  deeply  felt  or  hard  to 
forgive  than  when  affliction  is 
calling  for  sympathy. 

The  letter  should  not  be  too 
long,  but  earnest  and  sincere. 

Do  not  tmderrate  or  make  light 
of  your  friend's  misfortune. 

If  it  is  a  loss  of  worldly  goods 
speak  cheerfully  and  hopefully  of 
the  future,  but  admit  that  there  is 
a  cause  for  sorrow. 

Great  care  should  be  taken  not 
to  hint  that  the  sorrow  is  partly 
caused  by  the  neglect  or  error  on 
the  part  of  your  friend. 

It  is  insulting  and  wounding 
in  the  greatest  degree. 

13.  Letters  of  Favor. 

A  letter  requesting  a  favor  is 
not  easy  to  write. 

They  should  be  worded  as  simply 
and  plainly  as  possible. 

Do  not  urge  your  claims  too 
strongly,  lest  your  request  savor 
of  begging;  but  you  may  let  them 
see  that  5'^ou  fully  appreciate 
that  the  compliance  will4De  a  favor. 

A  letter  conferring  a  favor  should 
be  worded  to  lessen  as  much  as 
possible  the  sense  of  the  obligation. 

A  letter  offering  a  favor  should 


carefully  avoid  implying  that  there 
is  any  obligation  conferred. 

A  genial,  pleasant  style  should 
be  adopted. 

Letters  declining  favors  should 
be  kindly  worded,  and  lessen  as 
much  as  possible  in  manner  their 
disagreeable  matter. 

If  possible,  state  your  reasons 
for  refusing,  and  express  your 
regret  at  being  unable  to  give  a 
more  favorable  reply. 

A  letter  acknowledging  a  favor 
should  be  most  cordial  and  frank. 

Be  careful  and  not  let  your 
correspondent  suspect  that  you 
feel  any  obligation,  or  even  hint 
at  a  future  service  on  your  part. 

If  an  opportunity  should  arise 
to  return  the  kindness,  hasten  to 
do  so. 

14.     Letters    of    Congratu- 
lation. 

Congratulatory  letters  are  those 
written  to  a  friend  who  has  ex- 
perienced some  good  fortune,  suc- 
cess, prosperity  or  great  joy. 

Such  letters  should  be  full  of 
lively  sentiment  and  heart)'^  ex- 
pressions of  pleasure  and  good 
will,  and  should  be  free  from  all 
admixture  of  envy  or  foreboding. 

Let  your  friend  see  that  you 
sincerely  rejoice  at  his  good  fortune 
and  are  willing  to  sympathize  to 
the  fullest  extent. 

If  you. have  a  painful  subject  to 
communicate  concerning  yourself  or 
any  one  else,  or  any  advice  to  give, 
and  you  must  send  it,  never  send 
it   in   a   letter   of   congratulation. 

Send  it  by  a  separate  letter, 
even  if  it  has  to  go  by  the  same 
mail. 


294 


THE   REAL   ESTATE 


While  it  is  your  desire  to  make 
your  expressions  of  pleasure  and 
good  will  hearty  and  cheerful, 
great  care  should  be  taken  that 
you  do  not  use  exaggerated  ex- 
pressions of  joy,  as  they  have 
an  air  of  insincerity  and  should 
all  therefore  be  avoided. 

To  sum  up  all  in  a  word;  feel 
right  and  write  as  you  feel. 

Let  your  congratulations  be  of- 
fered as  soon  as  possible  after  the 
occasions  that  call  them  forth. 

If  they  are  delayed  they  are 
totally  valueless. 

15.     Introductory   Letters. 

Letters  of  introduction  are  those 
which  a  person  introduces  a  friend 
who  is  absent. 

There  are  two  kinds,  Social  and 
Business. 

Letters  of  introduction  should 
always  b.e  as  short  and  concise  as 
possible. 

The  utmost  brevity  is  impor- 
tant. 

If  you  wish  to  send  any  infor- 
mation to  your  friends  about  their 
visitor,  send  it  in  a  separate  letter. 

Letters  of  introduction  should 
never  be  given  except  to  persons 
well  known  to  the  person  intro- 
ducing them,  and  addressed  to 
those  only  who  have  had  a  long- 
standing friendship  for  the  writer. 

A  letter  of  introduction  should 
not,  unless  circumstances  make  it 
absolutely  unavoidable,  be  deliver- 
ed in  person. 

It  should  be  sent  with  the  card 
of  the  person  introduced  to  the 
person  to  whom  it  is  addressed.  • 

The  person  receiving  it  should 
then  call  at  once  or  send  a  written 
invitation    to   his   house,    and    the 


person  introduced  may  then  call 
in  person. 

Letters  of  introduction  to  and 
from  business  men,  for  business 
purposes,  may  be  delivered  by  the 
bearer  in  person  and  etiquette 
does  not  require  the  receiver  to 
entertain  the  person  introduced  as 
the  private  friend  of  the  writer. 

Such  letters  should  mention  the 
errand  and  business  of  the  party 
introduced,  and  if  the  party  has 
been  known  but  a  short  time, 
mention  should  be  made  by  whom 
he  was  introduced  to  the  writer. 

Letters  introducing  professional 
artists  may  contain  a  few  words 
expressive  of  the  pleasure  con- 
ferred by  the  talent  or  skill  of  the 
person  introduced. 

There  is  no  rtile  of  etiquette 
prescribing  the  exact  amount  of 
attention  required  to  be  shown  to 
whom  it  is  addressed,  but  as  a 
rule,  the  most  generous  hospi- 
tality and  courtesy  it  is  possible  to 
give,  should  be  extended  to  your 
friend's  friend. 

It  is  a  compliment  to  both  the 
bearer  and  the  writer  of  the  letter. 

La  Fontaine  says:  "A  letter  of 
introduction  is  a  draft  at  sight, 
and  you  must  cash  it." 

Letters  of  introduction  should 
bear  upon  the  envelope  the  name 
and  address  of  the  party  intro- 
duced, written  in  the  lower  left- 
hand  corner,  thus — 

J.  T.  Green, 

49  Pennsylvania  Ave., 
Allegheny    City,    Pa 
Introducing 

John  K.  Cuthberson, 

Letters  of  introduction  are 
very  useful   to   travelers  or  those 


BROKER'S  CYCLOPEDIA 


295 


about  to  change  their  place  of 
residence. 

Care,  however,  should  be  es- 
pecially taken  in  the  latter  case  to 
present  persons  to  each  other  only 
who  will  be  mutually  agreeable, 
as  it  v.'ill  prove  no  friendly  act  to 
force  upon  a  friend  a  life-long  ac- 
quaintance, perhaps,  with  uncon- 
genial persons. 

In  traveling  it  is  impossible  to 
have  too  many  letters  of  intro- 
duction. 

They  occupy  very  little  room  in 
a  trunk,  and  will  prove  invaluable 
when  you  are  a  stranger  in  a 
strange  place. 

16.  "DONTS." 

Special  Suggestions. 

Don't  reproduce  a  22  story 
building  on  your  letter  head  when 
you  occupy  but  one  room  in  the 
building. 

Don't  intimate  that  you  have 
several  departments  in  your  office 
when  but  one. 


Dates  in  the  World's  Progress. 

First  jury  907. 
Pins  made  1450. 
Needles  used  1545. 
Matches  made  1829. 
First  cast  iron  1544. 
First  newspaper  1494. 
Coal  used  as  fuel  1834. 
Surnames  used  1162. 
First  gold  coin  B.  C.  206. 
Tobacco  introduced  1583. 
First  steam  railroad  1830. 
First  postage  stamps  1840. 
Kerosene  introduced   1826. 
I^ead  pencils  used  in  1594. 
Window  glass  used  in  604. 


A  perfect  business  letter  repre- 
sents a  conversation  at  a  distance. 

One  grain  of  politeness  often 
saves  a  ton  of  correction. 

Be  just  as  polite  in  what  you  say 
in  your  letters  as  if  you  were  talk- 
ing personally  to  your  customer. 

Be  frank  in  your  letters. 

Say  exactly  what  you  mean  and 
no  more. 

Don't  use  the  following  phrases: 

"We  would  say." 

"We  would  state." 

"We  beg  to  say." 

"We  beg  to  inform  you." 

"Enclosed    herewith." 

"At  the  present  time." 

"We  beg  to  acknowledge  re- 
ceipt." 

"Enclosed  please  find." 

"Allow  us  to  explain." 

"Permit  us  to  advise  you." 

"We  have  your  favor  of  24th, 
contents  of  which  have  been  care- 
fully noted." 


Electric  light  invented  1874. 
Iron  found  in  America  1815. 
First    insurance,  marine  533. 
First  American  Express  1521. 
First  wheeled  carriages  1859. 
First  illuminating  gas  in  1792. 
,  Latin  ceased  to  be  spoken  580. 
Musical  notes  introduced  1338. 
Bible  translated  into  Saxon  637. 
Gunpowder  used  by  Chinese  80. 
Bible  translated  into  Gothic  872. 
Photographs  first  produced  1802. 
Old  testament  finished  B.C.  430- 
Emancipation  proclamation  1863. 
Paper  made  by  Chinese  B.C.  220. 
Bible    translated    into    English 
1534. 


296 


THE  REAL  ESTATE 


CHAPTER  XII. 

Words  and  Phrases  Commonly  Used  in 

the  Real  Estate  Business  and  Their 

Meaning. 


ABvSTRACT  OF  TITLE:  The 
history  of  the  ownership  of  the 
title  to  a  particular  piece  of  land. 

ABSOLUTE  INDORSEMENT : 
An  indorsement  binding  the  in- 
dorser  to  pay  when  notified  that 
the  prior  parties  have  failed  to  do 
so. 

ACKNOWLEDGEMENT:  A 
statement  made  to  an  officer  or 
court  by  a  party  to  a  deed  or  other 
instrument  that  he  signed  and  de- 
livered it. 

ABQUITTANCE;  A  written  re- 
lease of  a  debt  not  under  seal. 

ACRE:  4,840  square  yards  of 
land,  160  square  rods. 

ACREAGE:  A  measurement  of 
land  by  the  acre. 

ACCOUNT:  The  record  of  any 
business  transaction. 

ACCRUED  DIVIDEND:  The 
increment  accumulating  at  any 
time  before  a  regular  dividend 
payment. 

ACTUAL  ASSETS:  Money; 
property  of  certain  value. 

ACCEPTANCE:  When  the 
drawer  of  a  draft  writes  the  word 
"accepted"  across  its  face,  with 
date  and  signature,  it  is  his  agree- 
ment of  acceptance. 

ACCEPTANCE  SUPRA- PRO- 
TEST:    An  acceptance  of  a  draft 


by  a  third  party  after  protest,  to 
save  the  honor  of  the  drawer  or 
some  endorser. 

ACCOMMODATION  NOTE:  A 
note  given  to  one  without  a  con- 
sideration for  the  purpose  of  en- 
abling him  to  raise  money. 

ACCRUED  INTEREvST:  The 
current  interest  due  on  interest- 
bearing  paper,  but  not  payable  till 
the  time  fixed  in  the  paper. 

ACTUARY:  A  Managing  or 
Computing  officer  of  an  insurance 
Company. 

ADVENTURE:  A  venture  or 
speculation. 

ADVICE:  A  letter  or  telegram 
conveying  mercantile  information. 

ADJUSTMENT  BOND:  A  bond 
issued  to  secure  money,  as  for 
improvements. 

AD  J  UvSTMENT  MORTGAGE : 
1.  A  mortgage  usually  covering 
improvements.  2.  A  second  mort- 
gage. 

ADEMPTION:  Any  act  of  the 
maker  of  a  will,  which  revokes  a 
legacy  therein  under  given. 

ADJACENT:  Adjoining,  bor- 
dering. 

ADMINISTRATOR  DE  BONIS 
NOW:  On'e  appointed  in  the 
place  of  an  administrator  who  has 
died  or  been  removed. 


BROKER'S  CYCLOPEDIA 


297 


ADVANCES:  Moneys  paid  by 
an  agent  to  a  principal  before  he 
has  a  right  to  claim  the  same. 

ADVERSE  POSSESSION:  Oc- 
cupying land  under  a  claim  of 
title,  hostile  to  another  claim  of 
title. 

AFFIDAVIT:  A  sworn  state- 
ment, made  before  a  competent 
official. 

AFFIX:     To  annex,  to  attach. 

AGENCY:  The  business  of  a 
factor  or. agent, 

AGENT:  A  substitute,  a  dep- 
uty, a  factor. 

AGRARIAN:  Relating  to 
fields  or  grounds. 

AGRARIANISM:  Equal  div- 
ision of  land. 

AGREEMENT:  Concord  stip- 
ulation, compact. 

AIR-SHAFT:  A  passage  for 
air. 

ALIENATION:  The  transfer 
of  the  absolute  ownership  of  prop- 
erty from  one  person  to  another. 

ALLEY:  A  narrow  walk  in  a 
garden,  a  passage. 

ALLODIUM:  Land  held  by 
absolute  right. 

ALLONGE:  Paper  pasted  to 
a  note  to  receive  endorsements 
when  the  back  of  the  note  is  full. 

ALLOTMENT:  I.  Share  or 
portion.  2.  In  under  writing, 
the  amount  assigned  a  member  qr 
subscriber. 

ANCESTOR:  One  from  whom 
property  is  derived  by  descent. 

ANNUITY:  A  sum  of  money 
agreed  to  be  paid  yearly  for  rent. 

ANTEDATED:  Paper  dated 
ahead  of  its  real  time. 

APPRAISE:  To  set  a  price 
upon. 

APPRAISEMENT: 


Setting   a   value    on   property    or 
goods. 

APPRAISAL:  Official  valua- 
tion. 

.  APPORTIONMENT:  A  div- 
ision among  several  owners,  ac- 
cording to  their  respective  rights, 
as  of  a  month's  rent  between  the 
former  owner,  and  one  who  be- 
comes such  during  the  month. 

A  P  P  U  R'TE  NTA  N  C  E: 
Something  as  incident  belonging 
to  something  else  as  principal,  as  a 
right  to  reach  a  farm  over  another's 
land. 

AQUEDUCT:  An    artificial 

channel  for  water. 

ARBITRATE:  To  give  judg- 
ment. - 

ARBITRATION:  Determine 
ing  by  persons  mutually  chosen  by 
disputants. 

ARBITRATOR:  An  umpire,  a 
judge. 

ARENA:  An  open  space  of 
ground. 

ARPENT :     An  acre  of  ground. 

ARREARS:  That  which  re- 
mains unpaid. 

ARRHA :  Earnest    money. 

(Latin.) 

ARTESIAN  WELL:  A  well 
sunk  through  an  impervious  strat- 
um, such  as  clay,  into  a  water- 
bearing one  which  rises  to  the 
surface  at  a  level  higher  than  the 
mouth  of  the  well  and  has  another 
impervious  stratum  beneath  it. 

ASSESSMENT:  A    demand 

upon  stockholders  for  a  specified 
sum  per  share  of  stock. 

ASSETS:  Total    worth    of 

property,  as  of  a  person, 

ASSIGNMENT:  A    written 

transfer  of  the  ownership  of  per- 
sonal   or    real    property    or    any 


298 


THE  REAL  ESTATE 


interest  therein. 

ASSIGN:  To  allot,  to  make 
over  to  another. 

ASSIGNEE:  One  to  whom 
property  is  assigned. 

ASSIGNOR:     One  who  assigns. 

ASSOCIATION:  An  organ- 
ization for  a  common  object. 

ATTACHMENT:  Taking  and 
holding  of  goods  by  legal  process; 
also  the  writ. 

ATTACH:    To  seize. 

ATTORN:  To  become  the 
tenant  of  a  new  landlord  of  the 
same  property. 

ATTORNMENT:  The  act  of 
becoming  the  tenant  of  the  pur- 
chaser of  property  leased. 

AUCTION:  Public    sale    of 

property. 

AUCTIONEER:  One  who  sells 
by  auction. 

AUDIT:  To  verify  accounts 
by  examination  of  entries  and 
vouchers. 

AUTHORITY:  Legal  power, 
influence. 

AVAL:  Guaranty;    indorse- 

ment. 

AWARD:  The  decision  of  an 
arbitrator,  referee  or  umpire. 

AWAY-GOING-CROP:  A  crop 
which  will  ripen  after  the  lease 
expires,  to  which  a  tenant  has  a 
right. 

BACKING:    Indorsement. 

B,\LE:  Market  form  of  raw 
cotton,  usually  555  pounds. 

BALLOONING:  Inflating  a 
stock  value.     (Colloquial.) 

BANK  NOTE:  The  demand 
note  issued  by  a  bank  as  money. 

BANKRUPT:  An  insolvent 
person  or  corporation. 

BANKRUPTCY:  Inability  to 
pay  debts,  insolvency. 


BARTER:  To  trade  by  ex- 
change of  commodities,  instead  of 
money. 

BARGAIN :  To  make  contract, 
to  agree, 

BEAR :  One  who  seeks  to  lower 
market  prices: 

BEARING  THE  MARKET: 
Working  to  force  prices  down. 

BEQUEATH:  To  make  a  leg- 
acy. 

BEQUEST:    A  legacy. 

BETTERMENTS:  Improve- 
ments made  to  an  estate. 

BID :  An  ofifer  to  give  a  certain 
price. 

BIDDER:  One  who  bids  or 
offers. 

BILL:  A  written  statement  of 
articles  vSold. 

BILL  OF  EXCHANGE:  The 
set  (usually)  of  drafts  drawn  from 
foreign  purposes.  Domestic  or  in- 
land bills  of  exchange  (usually 
two)  are  drawn  between  remote 
parts  of  the  same  country. 

BILL  OK  LADING:  A  trans- 
portation company's  negotiable 
receipt  for  goods  delivered  for 
shipment. 

BILL  OF  SALE:  A  written 
instrument  by  means  of  which 
title  to  goods  and  chattels  is  con- 
veyed. 

BISECT:  To  divide  into  two 
parts. 

BLANKET  MORTGAGE:  A 
general  mortgage. 

BLIND  POOL:  A  money  pool 
to  be  use  at  the  manager's  dis- 
cretion. 

BLOCK:  A  bunch  or  lump  of 
shares  of  stock,  and  bought  or 
sold  in  such  bunch,  lump  or  block. 

BLOW-OUT:  A    spreading 

out-crop. 


BROKER'S  CYCLOPEDIA 


299 


BOARD  OF  TRADE:  1.  An 
organization  formed  to  promote 
mercantile  or  commercial  interests. 
2.  An  exchange  or  trading  organ- 
ization the  members  of  which  con- 
duct large  speculative  operations. 

BODY-CORPORATE:  A  cor- 
poration. 

BONA-FIDE:     In    good    faith. 

BOND:  A  sealed  instrument 
binding  the  maker  to  do  not  or  to 
do  what  is  specified  in  it;  also  a 
certificate  of  ownership  issued  to  a 
holder  of  a  mentioned  part  of  the 
secured  indebtedness  of  a  corpor- 
ation. 

BONDED:  Goods  deposited  in 
a  bonded  warehouse  till  withdrawn 
on  payment  of  duties,  are  said  to 
be  in  bond,  or  bonded. 

BONDED  WAREHOUvSE:  The 
government,  or  private,  bonded 
warehouse  in  which  goods  are 
stored  upon  entry  till  withdrawn 
on  payment  of  the  duty. 

BONUS:  The  premium  or  ex- 
tra sum  paid  on  a  loan. 

BOROUGH:  An  incorporated 
town,  that  is  not  a  city. 

BORROW:  To  ask  or  to  re- 
ceive as  a  loan. 

BOUNDARY:  A     limit,    a 

bound  termination. 

BOXDRAIN:  An  underground 
drain. 

BOOM:  Sudden  inflation  of 
values  and  rush  of  business. 

BOTTOMRY  BOND :  The 
lien  on  a  vessel  to  secure  money 
advanced  to  its  master. 

BRAND:  Class  or  kind  of 
goods;  one's  trade-mark. 

BRANCH  BANK:  A  bank 
under  the  control  and  supervision 
of  a  larger  bank;  not  permitted 
under  the  national  bank  act. 


BREACH:  The  violation  of  a 
contract  or  duty. 

BREACH  OF  TRUvST:  Any 
violation  of  duty  committed  by  a 
trustee  with  respect  to  his  trust. 

BRIEF:  A  concise  written 
or  printed  statement  of  the  argu- 
ments in  detail,  including  a  list  of 
precedents,  which  counsel  submits 
to  the  court  upon  the  questions  to 
be  decided  in  lawsuit. 

BROKER:  An  agent  for  an- 
other in  the  buying  and  selling  of 
articles  of  property  on  commission. 

BROKERAGE:  A  broker's 
fees;  also,  his  business. 

B  UCKET  SHOP :  The  illegal 
or  covert  place  where  bits  are  made 
on  fluctuations  of  stocks  and  other 
securities. 

BUDGET:  A    collection,    a 

financial  statement. 

BULL:  One  who  manipulates 
the  market  for  higher  prices;  op- 
posite of  bear. 

BULLION:  Gold  or  silver  in 
bars. 

BULLING  THE  MARKET: 
Working  to  make  prices  higher. 

BUYER  FOUR,  TEN,  TWEN- 
TY, etc.  Bought  for  delivery  on 
any  day  demanded  by  the. buyer 
within. the  number  of  days  speci- 
fied (-1-10-20-etc.)  on  one  day's 
notice  to  the  seller. 

BY-LAWS:  The  rules  of  a 
corporation  for  the  government  of 
itself,  its  officers  and  agents. 

CALLED  BOND:  A  bond  is- 
sued with  the  privilege  of  redemp- 
tion after  a  certain  time,  interest 
to  cease  on  such  call. 

CALL:  Right  to  buy  at  an 
agreed  time  and  price, 

CALL  LOANS:  Loans  of 
money  made   to   be  paid  at   the 


300 


THE  REAL  ESTATE 


call  of  the  lender. 

C A^XEI, :   To  make  void. 

CAPTAIN  OF  INDUSTRY: 
A  leader  in  the  creation  and  de- 
velopement  of  important  indus- 
tries in  the  United  States. 

CAPITAL:  Money  or  property 
invested  in  business. 

CASHIER:  The  bank  officer 
who  has  charge  of  the  cash. 

CASH  ASSETS:  Assets  in 
money  or  readily  convertible  into 
money. 

CATS  AND  DOGS:  Worthless 
securities.     (Colloquial) 

CAUSE  OF  ACTION:  A  right 
to  sue. 

CENTAL:  One       hundred 

pounds  avoirdupois. 

CENTIME:  A  hundredth  part 
of  a  franc,  or  one-fifth  of  a  cent. 

CERTIFICATE:  A  testimony 
in  writing. 

CERTIFY:    To  attest,  to  verify. 

CERTIORARI:  A  writ  issuing 
from  a  superior  court  to  remove 
a  cause  from  an  inferior  one. 

CESTUI    QUE    USE:  The 

beneficiary  of  a  use.     (see  use) , 

CESTUI  QUE  TRUST:  (Sat- 
wee-ker  trust:)  The  beneficiary  of 
a  trust. 

CHAMPERTY:  A  bargain  to 
pay  for  legal  services  by  giving  a 
portion  of  the  property  recovered 
by  suit. 

CHANCERY :  A  court  of  equity. 

CHARTER:  A  grant  of  land, 
or  of  a  special  privilege. 

CHATTEL:  Any    item    of 

property  that  is  not  realty. 

CHATTEL  MORTGAGE:  A 
mortgage  on  chattels  or  person- 
ality. 

CHATTEL-REAL:  In  Now 
Vork,  the  term  applied  by  statute 


to  a  lease. 

CHOSE  IN  ACTION:  A 
right  to  bring  suit  for  damages  or 
money. 

C.  C.  F.  Initials  of  "charges, 
insurance  and  freight." 

CIPHER:  Private  arrange- 
ment of  words,  letters  or  characters 
by  means  of  which  persons  can 
communicate  by  letter,  telegraph, 
etc.,  briefly  and  without  exposure. 

CIRCULATION:  1.  Money 
in  use.  2.  Notes  issued  by  nat- 
ional banks. 

CLEAR:  To  make  a  vessel 
ready  for  sailing.  To  settle  bal- 
ances in  a  clearing  house. 

CLEARING:  A  tract  of  land 
cleared  of  wood. 

CLEARANCE:  Grant  of  leave 
for  a  vessel  to  sail  issued  by  the 
port  authorities. 

CLEARING  HOUSE:  An 
organization  of  banks  in  money 
centers  which  settles  daily  the 
balances  of  its  members,  by  the 
use  of  certificates. 

CLEARINGS:  The  amount  of 
checks  and  drafts  exchanged  be- 
tween the  banks  as  a  clearing 
house. 

CLOSE  CORPORATION:  A 
company,  the  stock  of  which  is 
held  by  a  few  persons  and  is  not  on 
the  market. 

C.  O.  D.:  Initials  of  "collect 
on  delivery." 

COIN:    Metallic  currency. 

COLLATERAL:  The  security 
placed  in  pledge  when  money  is 
borrowed. 

COLLATERAL  LOAN:  A 
loan  on  paper  secured  by  a  pledged 
security. 

COLLATERAL      NOTE:        A 


BROKER'S  CYCLOPEDIA 


301 


promissory    note    secured    by     a 
pledge. 

COLLECTION  CHARGE:  A 
charge  for  collectmg  out-of-town 
paper. 

COLLATERAL  RELATIVES: 
Descendants  from  a  common  an- 
cestor but  not  from  one  another, 
as  brothers  and  sisters,  uncle  and 
nephew. 

COLLUSION:  An  agreement 
between  several  persons  to  defraud 
another. 

COMBINE:  A  common  term 
equivalent  to  "trust"  in  its  of- 
fensive sense. 

COMMERCE:  Trade    inter- 

change ;  largely  significant  to  traffic 
between  different  countries. 

COMMERCIAL  PAPER:  Busi- 
ness paper  of  negotiable  quality. 

COMMISSION:  The  per  cent, 
or  amount  charged  by  brokers  or 
agents  for  buying  and  selling 
stocks  or  commodities. 

COMMITMENT:  The  act  of 
giving  an  order  to  buy  or  sell. 

COMMON  STOCK:  Ordinary 
shares  of  a  corporation,  second  in 
place  to  preferred  stock. 

COMMUNITY  OF  INTER- 
EST: Joint  ownership  or  control 
for  the  maintenance  of  harmonious 
relations. 

COMPENSATORY  DAMAGES 
An  amount  adjusted  equivalent  to 
a  sustained  loss. 

CONSIGN :  To  send  goods  to  a 
Consignee.  The  sender  is  a  con- 
signor. 

.    CONSIGNEE:         The    one    to 
whom  goods  are  sent. 

CONSIGNMENT:  Goods  ship- 
ped or  forwarded  by  one  person 
to  another. 

CONvSOLIDATED        M  O  R  T  - 


GAGE:  A  mortgage  replacing 
two  or  more  mortgages  previously 
made. 

CONSTRUCTION  ACCOUNT: 
The  account  showing  the  amount 
of  building  and  equipment  invest- 
ment, as  of  a  railroad. 

CONTROLLING  COMPANY : 
One  owning  control  though  not 
operating  another  company. 

CONTRA:  Against,  or  on  the 
other  side. 

CONVERSION:  Exchange  of 
a  bond  for  its  equivalent  in  stock 
of  the  same  Company. 

CONCESSION:     A  grant. 

CONDITIONAL  LIMITATION: 
A  term  used  where  an  estate  is  to 
end  upon  a  certain  event,  and 
where  the  ownership  then  goes  to 
another  of  his  heirs. 

CONDITION  PRECEDENT: 
Something  which  according  to  a 
deed,  a  statute,  or  an  agreement, 
must  happen  to  be  done  before 
an  estate  or  a  right  is  acquired, 
or  before  a  party  is  bound  to  per- 
form. 

CONDITION  SUBSEQUENT: 
Something  which  according  to  a 
deed,  a  statute,  or  an  agreement 
must  happen  to  defeat  an  existing 
right  or  to  cut  off  an  estate. 

CONFlvSCATE:  To  seize  pri- 
vate property,  transferred  to  the 
public  treasury  as  forfeit. 

CONSANGUINITY:  .  The  re- 
lationship existing  between  the 
descendants  of  a  common  ancestor. 

CONTINGENT  ESTATE:  An 
estate  in  remainder  which  is  to 
come  into  existence  only  upon  the 
occurrence  of  something  uncertain, 
as  the  birth   of  a  male  heir. 

CONTRACT:  Any  written  or 
spoken  agreement. 


302 


THE  REAL  ESTATE 


CONVEYANCE:  The  transfer 
of  title  to  land,  a  deed. 

COPARTNERSHIP:  Partner- 
ship.. 

COPARCENARY:  A    term 

applied  to  an  estate  which  two  or 
more:  persons  inherit. 

CORPOREAL  PROPERTY: 
A  tangible  property,  like  land  and 
goods,  which  does  not  consist  of  a 
mere  right,  like  an  easement  in 
light  and  air. 

CORNER:  The  withholding  of 
a  commodity  from  the  market,  in 
order  to  create  an  appearance  of 
scarcity  and  raise  price. 

CORPORATION:  A  body  of 
men  duly  authorized  by  law  to 
act  as  an  individual. 

COSTS:  The  sums  of  money 
which  the  law  awards  to  a  success- 
ful party  in  a  suit  as  part  compen- 
sation for  his  legal  expenses. 

COSTS  IN  EQUITY:  The 
sums  not  fixed  by  statute  which 
courts  of  equity  grant  as  com- 
pensation for  legal  expense  or 
service. 

CREDIT:  Business  integrity; 
selling  not  for  cash;  an  amount 
due. 

CREDITOR:  The  one  to  whom 
a  debt  is  due. 

COUPON:  The    detachable 

form  showing  the  amount  of  in- 
terest due  at  a  certain  date,  being 
negotiable  the  same  as  a  check. 

COUNTER- AFFIDAVIT:  An 
affidavit  made  to  be  used  in  answer 
to  one  already  made. 

.COVER:  To  buy  for  the  pur- 
pose of  making  good  short  con- 
tracts. 

COVENANT:  A       contract 

under  seal. 

CUMULATIVE   STOCK:     Pre- 


ferred stock  bearing  a  dividend, 
which  if  not  paid  regularly,  ac- 
cumulates, and  must  be  paid 
before  a  dividend  on  common 
stock. 

CUJR.RENT  ASSETS:  Such 
assets  as  change  from  day  to  day. 

CURRENT  LIABILITIES: 
Liabilities  changeable  daily. 

CURBSTONE  MARKET:  The 
outside  or  sidewalk  market  for 
stocks,  conducted  by  speculators. 

CURRENCY:  That  which  is 
current  as  money. 

DAMAGES:  The    sums    of 

money  recoi^erable  in  a  suit  to 
recompense  a  party  for  his  loss  or 
injury. 

.  DAMAGES  FEASANT:  The 
injury  done  by  the  animals  of  one 
person  upon  the  land  of  another. 

DATING:  Extension  of  credit 
beyond  the  ostensible  term  by 
placing  the  date  ahead. 

DEAL:  A  timber  merchant's 
name  for  a  piece  of  timber  nine  to 
eleven  inches  wide  and  three  inches 
thick,  with  edges  sawn  true. 

DEAD  ASSETS:  Unproductive 
assets. 

DEBENTURE:  A  bond  which 
in  terms  pledges  property  for  the 
repayment  of  the  amount  of  the 
bond  and  interest. 

DEBIT:  Amount  due.  To 
charge  up  a  debt. 

DEBTOR:      One  who  owes. 

DECLARATION  OF  TRUST; 
A  statement  of  a  person  that  he 
holds  the  title  to  property  as 
trustee  for  another,  a  writing 
containing  such  a  statement. 

DECREE:  A  judgment  of  a 
court  of  equity. 

DECRETAL  ORDERS:  Ap- 
plied to  certain  classes  of  orders 


BRO  KER' S  CYCLOPEDIA 


303 


in  equity  which  are  of  the  nature 
of  judgments. 

DEED :    A '  settled  instrument. 

DEED  POLE:  A  deed  poll  is  a 
sealed  agreement  or  grant,  made 
and  signed  by  one  party,  and  not 
signed  by  the  other.  It  differs  from 
an  indenture  which  refers  to  "party 
of  the  first  part"  and  "party  of 
the  second  part"  in  that  it  reads 
"I,   F.  L.  M.  do  agree,"  etc. 

DEFAULT:    Failure  to  pay. 

DEFERRED  BOND:  A  bond 
the  interest  of  which  is  put  off  for 
a  certain  period. 

DEFRAUD:  To,  deprive  by 
fraud,  • 

DEFRAY:  To  bear  the  charge, 
to  pay. 

DEMISE:  A  deed  granting  an 
estate  in  lands.     A  lease. 

DEMONSTRATIVE  LEGACY: 
A  legacy  to  be  paid  out  of  a 
specific  fund. 

DEMURRAGE:  Charge  for 
delay  or  detention  of  cars  and 
vessels  beyond  usual  time.  • 

DEPOSIT:  Amount  in  bank; 
to  place  money  in  bank. 

DEPONENT:  One  who  makes 
a  statement  under  oath  or  aftirm- 
ation. 

DEPOSITION:  The  written 
testimony  of  a  deponent. 

DEPRECIATE:  To    under 

value,  to  disparage. 

DEPRECIATION:  Decrease 
of  value. 

DESIGNATIO  PERSONAE: 
The  description  of  the  parties  to 
a  contract. 

DEVASTAVIT:  The  waste  of 
an  estate  by  an  executor,  admin- 
istrator, or  trustee. 

DEVISAVIT  VEL  NON:  A 
question  as  to  the  validity  of  a 


will  raised  in  court. 

DEVISE:  A  gift  of  real  estate 
made  in  a  will. 

DEVISEE:  One  to  whom  real 
estate  is  given  by  a  will. 

DEVISOR:  The  maker  of  a 
will. 

DIES  NON:  A  day  on  which 
no  legal  business  can  be  done,  as 
Sunday. 

DIFFERENTIAL  RATE:  In 
transportation,  a  lower  rate  to  the 
same  or  competing  points. 

DIRECT  LIABILITIES:  De- 
termined, undisputable  obligations. 

DISCOUNT:  Deduction  made 
upon  an  account,  debt,  demand  or 
upon  a  bill  or  note  not  due. 

DISPOSSESS:  To  deprive,  to 
put  out  of  possession. 

DISSEISIN:  The  depriving  of 
an  owner  of  his  land  under  a  claim 
oi  title. 

DISTRAIN:  To  take  the  prop- 
erty of  another  as  a  pledge. 

DISHONOR:  Refusal  to  ac- 
cept a  draft  or  to  pay  a  written 
obligation. 

DIVIDEND:  A  share  paid  to 
creditors,  profits  of  a  bank  or 
stock  company. 

DONATIO  MORTIS  CAUSA: 
A  gift  of  personal  property  made 
during  what  is  supposed  by  the 
giver  to  be  his  last  sickness,  to 
take  eflect  in  case  of  death  result- 
ing from  any  sickness. 

DOWER  RIGHTS:  One-third 
interest  in  a  husband's  real  estate. 

DRAWBACK:  A  rebate  al- 
lowed on  freight  rates.  A  refund 
of  duties  allowed  on  the  export  of 
manufacturers  made  from  duty- 
paid  articles. 

DRAUGHTSMAN:       One  who 


304 


THE  REAL  ESTATE 


draws  pleadings,  plans,  maps  or 
other  drawing. 

DUN:  To  persistently  press  a 
debtor  for  payment. 

D  UPLICATE :  A  second  origin- 
al paper. 

DUTY:  The  tariff  or  tax  on 
imported  goods. 

EARNEvST  MONEY:  A  sum 
of  money  paid  at  the  time  a  bar- 
gain or  sale  is  made  to  bind  the 
parties  to  it. 

EFFECTS;  One's  personal 
property. 

5:MBEZZLEMENT:  Fraud- 
ulent appropriation  of  money  to 
one's  own  use. 

EMPOWER:  To  authorize,  to 
enable. 

EMPTOR:    A  buyer. 

ENDOW :  To  settle  an  income 
upon,  to  furnish  with  money  or 
its  equivalent. 

ENTAIL:  A  fee  that  can  de- 
scend only  to  the  issue  or  certain 
classes  of  issue,  instead  of  to  all 
the  heirs. 

ENTANGLE:  To  involve,  to 
confuse,  to  entrap. 

ENTRY:  Qualification  of  a 
ship  to  land  its  cargo.  To  make 
record  of. 

EQUIPMENT  BOND:  One  of 
a  series  of  bonds  given  for  money 
to  equip  a  railroad  with  rolling 
stock. 

EQUITY:  The  difference  be- 
tween the  value  of  encumbered 
property  and  the  incumbrance 
standing  against  it. 

EQUITABLE  ESTATE;  The 
estate  of  a  beneficiary  in  trust 
property. 

EQUITABLE  MORTGAGE: 
A  lien  created  by  equity  and 
treated  as  a  mortgage. 


EQUITY  OF  MAINTENANCE: 
A  wife's  equity  of  maintenance; 
is  a  married  woman'  right  to  have 
in  a  court  of  equity  a  certain  por- 
tion of  the  property;  which  she 
brought  to  her  husband  upon  her 
marriage,  set  apart  for  her  support 
under  special  circumstances. 

EQUITY  OF  REDEMPTION:' 
The  right  of  a  mortgagor  in  his 
property  over  and  above  the  mort- 
gage. 

EvSCHEAT:  To  be  forfeited  by 
failure  of  heirs  to  hold  the  same. 

ESTATE:  May  mean  either 
real  or  personal  property  or  both. 

ESTATE  PER  AUTRE  VIE: 
An  estate  for  the  life  of  another. 

ESTOVERS:  The  right  which, 
a  farm  tenant  has  to  take  wood 
for  fuel,  fence's,  and  other  agri- 
cultural purposes. 

EVICTION:  Depriving  a  per- 
son of  his  lands  or  tenants. 

EVOKE:  To  call  or  summon 
forth. 

EXCHANGE:  1.  The  payment 
of  an  obligation  in  one  place  by 
the  transfer  of  credit  from  another 
place.  2.  A  draft.  3.  A  place 
where  purchases  and  sales  are 
made. 

EXCAVATE:  To  hollow,  to 
dig  out  and  remove,  as  earth. 

EX-CONTRACTU:  From  con- 
tract. 

EXCISF^:  Commodity    tax 

within  a  country. 

EX-DIVIDEND :  Ex-dividend- 
ed  stock  is  that  which  is  sold  with- 
out the  dividend,  it  having  been 
retained  by  the  seller. 

EXECUTOR:  The  one  whom 
a  testator  appoints  in  his  will  to 
execute  it. 

EXECUTION :   A  writ  delivered 


BROKER'S   CYCLOPEDIA 


305 


to  a  sheriff  to  enforce  a  judgment. 

EXECUTE:  To  sign,  seal,  and 
deliver,  a  deed  or  other  instrument. 

EXECUTED:  Performed,  vest- 
ed. 

EXECUTORY:  Having    or 

exercising  authority. 

EXEMPT:  To    grant    im- 

munity, to  excuse,  free  by  priv- 
ilege. 

EXEMPUCATION:  A  perfect 
cop}'^  of  a  record  or  office  book 
lawfully  kept. 

EX-OFFICIO:  By  virtue  of 
the  office. 

EXPARTE:  Of  the  one  part, 
one  side. 

EXPARTE  MATERNA:  On 
the  mother's  side. 

EXPARTE  PATERNA:  On 
the  father's  side. 

EXPECTANCY:  An  estate 
which  a  party  will  or  may  become 
the  owner  of,  at  some  future  time. 

EXPERIMENT:  To  try,  to 
search  out  by  trial,  a  trial  proof, 
test. 

EXPERT :  One  who  has  skill 
experience  or  extensive  knowledge. 

EX  POST  FACTO :  After  the 
fact.  Expost  facto  law,  a  statute 
which  applies  to  something  done 
before  it  was  passed. 

EXPORTvS :  Commodities  sent 
out  of  a  country, 

EX-STORE  :^  ^^/hen  a  buyer 
buys  goods  in  stock  agreeing  to 
pay  all  expenses  of  delivery,  he 
buys,  "ex-store,"  out  of  store. 

EXTENSION:  Giving  more 
time  for  the  payment  of  a  debt. 

EXTENSIVE:  Having  great 
extent,  wide,  large. 

FACE  VALUE:  The  amount 
written  on  the  face  of  commercial 
paper. 


FAIL :    To  be  come  insolvent. 

FAILURE:  Omission,  in- 
solvency. 

FALSE  PRETENCES:  Ob- 
taining property  through  false- 
hood. 

FARM  LET:    To  lease. 

FEE:  A  bribe,  a  reward  for 
services,  a  tenure. 

FEE  SIMPLE:  An  estate  of 
inheritance  of  land. 

FEE  SIMPLE  ABSOLUTE: 
The  largest  possible  estate  in  land. 

FEE  TAIL:  An  inheritable 
estate  which  descends  to  a  certain 
class  of  heirs  only. 

FIAT  MONEY:  Money  by 
decree  of  the  government. 

FIERI  FACIAS:  A  common- 
law  execution. 

FINANCE:  To  furnish  the 
money  to  start  an  enterprise. 

FINANCES:  Moneyed  means 
of  a  person  or  corporation. 

FINANCIER :  A  manager  and 
manipulator  of  finances. 

FINAL  DECREE:  The  judg- 
ment of  a  court  of  equity  which 
ends  the  suit. 

FINISH:  To  complete,  to  put 
an  end  to. 

FINANCE  COMMITTEE:  A 
board  directing  monetary  affairs. 

FINANCIAL  STATEMENT: 
A  balance  sheet. 

FIRM:     A  partnership. 

FIRST  MORTGAGE :  A  mort- 
gage that  must  be  satisfied  before 
all  others. 

FISCAL  YEARS:  The  twelve 
months  considered  a  year  in  fin- 
ancial operations,  that  of  the 
United  States  government  ending 
on  June  30. 

FLAT:       Stopks  are  sold"flat" 


306 


THE  REAL  ESTATE 


when  the  accrued  interest  is  not 
considered. 

FLOTSAM:  Shipwrecked  or 
overboard  goods  which  float  on  the 
surface. 

FLYER:  A  turn  or  chance  in 
speculation. 

FOOT:  The  basis  of  anything 
twelve  inches, 

F.  O.  B.  Initials  for  "free  on 
board." 

FORECLOSE:  To  sue  out  a 
mortgage  whose  conditions  have 
been  broken. 

FOREIGN  EXCHANGE: 
Drafts  drawn  on  foreign  money 
centres. 

FORCED  LOAN:  A  loan  made 
to  conform  to  the  requirements 
in  hand,  as  that  of  a  bank  which 
has  paid  an  overdraft  afterwards 
not  covered. 

FOREIGN  CORPORATION:  A 
corporation  of  another  state  or 
nation. 

FORFEIT:  To  lease  by  some 
breach  of  condition,  a  forfeiture, 
a  mulct, 

FRANCHISE:  A  special  pri- 
vilege granted  to  an  individual  by 
a  legislature,  as  a  charter,  a  right 
to  carry  on  a  ferry,  toll  bridge  etc, 

FREE:  To  exempt,  to  clear, 
unrestrained, 

FREEHOLD:  Any  estate  in 
fee  or  life  estate,  all  other  estates 
are  leaseholds. 

FRONTAGE:  The  fore  part  of 
a  building  or  lot, 

FUNCTUS    OFFICIO:  Per- 

formed its  purpose,  like  a  note  that 
has  been  paid. 

FULL  AGE :  The  age  of  twenty- 
one. 

FULL  STOCK:  Stock  at  the 
face  value  of  J^IOO. 


FUNDED:  Gathered  into  a 
permanent    interest-bearing    loan, 

FUTURES:  Contracts  to  sell 
for  future  delivery. 

GAIN:  To  obtain,  profit,  bene- 
fit, to  acquire. 

GARNISHMENT:  A  notice 
to  the  debtor  of  a  defendent  in  a 
suit  not  to  pay  him  where  an 
attachment  is  issued. 

GENERAL  MORTGAGE:  A 
blanket  mortgage. 

GENERAL  ASSIGNMENT:  An 
assignment  of  all  of  a  debtor's 
property,  for  the  benefit  of  his 
creditors. 

GOLD  BOND :  A  bond  payable 
only  in  gold,  principal  and  interest. 

GOLD  POINT:  That  period 
in  the  buying  and  selling  of  foreign 
exchange  when  it  permits  the 
importation  or  exportation  of  gold. 

GOLD  RESERVE:  The  fund 
in  gold,  $150,000,000,  set  aside 
in  the  United  States  Treasury  for 
the  redemption  of  greenbacks. 

GOOD  WILL:  The  trading  or 
money-making  advantage  of  an 
establishment  over  and  above  all 
its  own  resources, 

GOVERNMENT  DEPOSI- 

TORY: A  national  bank  desig- 
nated to  receive  government  de- 
posits. 

GRANGER  ROADS:  Western 
railroads,  especially  those  carry- 
ing farm  products. 

GROSS:  Not  net.  The  total 
■without  tare  allowance. 

GROSS  EARNINGS:  Total 
earnings. 

GROUND  RENT:  Rent  paid 
for  land  without  buildings, 

GUARANTEED  BOND:  A 
bond  issued  by  one  company  and 


BROKER'S  CYCLOPEDIA 


307 


having  the  principal  and  interest 
guaranteed  by  another. 

GUARANTEED  STOCK:  A 
stock  issued  by  one  Company  and 
guaranteed  by  another. 

GUARANTEE:  A  warrant  or 
assurance  of  payment  or  perform- 
ance. 

GUARANTOR:  A    sort    of 

surety.  This  word  i^  sometimes 
erroneously  used  for  warrantor. 

GUARDIAN  AD  LITEM:  A 
guardian  appointed  to  take  care 
of  the  interests  of  an  infant  party 
to  a  lawsuit. 

HABENDUM:  The    second 

part  of  a  a  formal  deed,  which 
describes  the  extent  of  the  estate 
granted. 

HALF-STOCK:  Stock  the  par 
value  of  which  is  $50. 

HEARING:  A  trial  in  equity, 
or  before  a  referee. 

HECTARE:  A  French  land 
measure  equivalent  to  nearly  two 
and  one-half  acres. 

HEDGE:  To  buy  "long"  in  one 
market  and  sell  "short"  in  another, 
in  order  to  avert  a  loss. 

HEIR:  One  who  takes  real 
property  from  an  interstate. 

HEIRESS:    A  female  heir. 

HEIR  APPARENT:  One  who 
will  certainly  be  the  heir,  if  he 
outlives  the  owner  of  real  property. 

HEIRLOOM:  Any    chattel 

which  descends  to  the   heir   with 
the  inheritance. 

HEIR  PRESUMPTIVE:  One 
who  will  be  the  heir  if  no  nearer 
heir  to  be  born. 

HEREDITAMENTS:  Any 

property  capable  of  being  inherited. 

HIGH-ROAD:  A  public  road 
or  passage. 


HIGHWAY:        A  public  road, 
street,  or  passage. 

HOLDING  COMPANY:  Same 
as  securities  company. 

HONOR :  To  accept  and  pay  a 
draft. 

HYPOTHECATION:  Deposit- 
ing collateral  security  for  a  loan. 

ILLEGAL:  Contrary  to  law, 
unlawful. 

IMPLEADED:  To  be  sued 
with  another. 

IMPORTS :  To  bring  goods  into 
a  country. 

IMPOST :    Import  tax  on  goods. 

INALIENABLE:  Not  trans- 
ferable. 

INCHOATE:     Not  completed. 

INCIDENT :  Some  minor  thing 
connected  with  a  principal  thing. 

INCOME:  Revenue,    profit, 

rent,  receipts,  salary. 

INCORPOREAL:  Not  cof- 
poreal,  incorporeal  rights  are  such 
as  do  not  consist  of  the  ownership 
of  things,  as  a  right  to  cross  an- 
other's land,  patent  rights,  etc. 

INCUMBRANCE:  A  land  hin- 
drance, a  legal  claim  on  an  estate. 

INDEBTED:  Being  in  debt, 
obliged  to. 

INDEMNITY:  A  compensation 
for  loss,  damages,  or  injury. 

INDENTURE:  To  bind  by 
indentures,  a  covenant,  or  written 
contract. 

INDORSE:  To  write  one's 
name  on  the  back  of  a  paper,  to 
sanction. 

INDORSEE:  One  to  whom  a 
bill,  etc.,  is  endorsed. 

INDORSEMENT:  Any  writing 
on  back  of  an  instrument  or  paper 

INDUCEMENT:  A  consider- 
ation. 


308 


THE  REAL  EST  A  T  E 


INDUE:  To  invest,  to  furnish 
with,  to  endow. 

IND  USTRI AL  STOCK :  Stock 
of  a  manufacturing  company. 

INFRINGE:  To  break  as  laws 
or  contract,  to  encroach. 

INFRINGMENT:  A  violation, 
a  breach. 

IN  J  UNCTION :  A  court  process 
requiring  the  performance  or  stop- 
page of  an  act. 

IN  SIGHT:  The  quantity  or 
amount  of  commodities  of  any 
kind  which  are  available  for  the 
markets. 

INSOLVENT:  Unable  to  pay 
one's  liabilities. 

INSTALLMENT:  Separate 

payable  part  of  a  debt. 

INSPECTION:  The    exam- 

ination of  property  or  anything. 

INTEREST.  Premium  for  loan 
of  money. 

INTERESSE  TERMINA:  An 
interest  in  a  term  of  lease. 

INTER  PARTES:  Between 
two  or  more  parties. 

INTERVENOR:  One    who 

comes  into  a  suit  upon  his  own 
application. 

I NTESTAC Y :  Without  leaving 
a  will. 

INTESTATE:  A  person  who 
has  died  without  have  made  a 
will. 

INVEST:  To  put  money  into, 
to  surround. 

INVESTIGATE:  To  search 
out,  to  inquire  into. 

INVESTIGATION:  Research, 
inquiry. 

INVEvSTlGATOR:  One  who 
closely  examines  a  subject. 

INVESTITURE:  The  giving 
legal  possession,  covering. 


INVESTMENT:  Capital  laid 
out  to  produce  profit. 

INVESTOR:  One  who  invests 
money  for  interest  or  profit. 

INVENTORY:  List  of  assets 
or  goods,  showing  kind  and  es- 
timated value. 

INVESTMENT:  Buying    to 

hold  not  for  speculation. 

INVOICE:  A  seller's  list  of 
goods  sold  and  their  prices  for  the 
use  of  the  buyer. 

INVESTMENT  SECURITIES: 
Stocks,  bonds,  or  the  like,  con- 
sidered as  safe  and  desirable  as 
regards  dividends. 

IRRIGATE:  To  cause  water 
to  flow  over  land. 

I.  O.  U.  A  memorandum  of  a 
debt. 

IRON-CLAD  NOTE:  A  col- 
lateral note. 

IRREDEEMABLE  CURREN- 
CY:   Fiat  money. 

IRISH  DIVIDEND:  Face- 
tious expression  for  an  assessment. 

JOBBER:  The  intermediary 
buyer  and  seller  between  manu- 
facturers and  retailers. 

JOBLOT:  A  mixed,  low-priced 
assortment  of  goods  sold  generally 
by  the  lump. 

JOINT  BOND:  A  bond  on 
which  two  or  more  parties  are 
bound,  as  in  certain  railroad  is- 
sues. 

JOINT  MORTGAGE:  A  mort- 
gage issued  jointly  by  two  or  more 
parties. 

JOINT-STOCK  COMPANY:  A 
company  having  its  capital  stock 
divided  into  shares  of  equal  a- 
mount. 

JOINTURE:  An  estate  in 
land  owned  by  husband  and  wife 
jointly. 


BROKER'S  CYCLOPEDIA 


309 


JUDGMENT  NOTE:  A  prom- 
issory note  bearing  a  warrant  of 
attorney  authorizing  the  entry  of 
a  judgment  without  process  a- 
gainst  the  maker  in  case  of  non- 
payment. 

J  UD I  CI  AL :  A  sale  ofifered  to  be 
made  BY  A  COURT,  and  made  by 
an  officer  authorized  by  law  for 
that  purpose. 

JUNK:  Cats  and  dogs.  (Collo- 
quial.) 

JUS  ACCRESCENDI:  The 
right  of  a  survivor  to  take  the 
whole  of  joint  property. 

JUS  DISPONENDI :  The  right 
of  disposing. 

KIN :  Relationship  by  blood  or 
marriage,  relatives. 

KITING:  The  incurring  of  a 
fresh  obligation  to  discharge  an 
old  one,  as  by  exchanging  checks 
with  a  confederate. 

KNOCKED  DOWN:  Sold  at 
the  price  bid,  sale  of  goods  auction- 
ed. 

LACHES:  Delay  in  seeking  a 
legal  or  equitable  right. 

LAND  LOCK:  To  inclose  or 
encompass  by  land. 

LANDLORD:  One  who  owns 
laud,  and  rents  or  leases  land,  or 
houses,  hotelkeeper. 

LAND  GRANT  BOND:  A 
bond  issued  under  a  land  grant 
mortgage. 

LAND  GRANT  MORTGAGE: 
A  mortgage  on  a  grant  of  land, 
for  the  insurance  of  bonds. 

LAPSED  LEGACY:  A  legacy 
which  fails  to  take  effect  because 
the  legatee  dies  before  the  time 
arrives  when  it  was  to  become  his. 

LEASE:  A  written  conveyance 
of  property  for  a  specified  time  up- 
ou  rental. 


LEASED  LINE:  A  railroad 
held  by  another  subject  to  a  lease. 

LEASEHOLDER:  A  tenant 
under  a  lease. 

LEGACY:  A  gift  of  money  or 
personal  property  in  a  will  or 
testament. 

LEGAL:  Permitted  or  author- 
ized by  law. 

LEGALIZE:  To  make  legal 
or  lawful. 

LEGAL  TENDER:  That  kind 
of  money  which  by  statue  cannot 
be  objected  to,  when  offered  in 
payment  of  debts. 

LEGATEE:  One  to  whom  a 
gift  of  personal  property  is  made 
by  will  or  testament. 

LEND:  To  grant  on  condition 
of  return,  or  repayment. 

LESSEE:  One  to  whom  a 
lease  is  given. 

I/ESSOR:  One  who  grants  a 
lease  to  another. 

LET:     To  permit,  to  lease. 

LETTER  OF  ADMINISTRA- 
TION: The  written  evidence  of 
the  authority  of  an  administrator, 
issued  by  a  probate-judge  or  court. 

LEVIABLE:  That  may  be 
levied  or  assessed. 

LEVY:  To  raise,  to  collect,  to 
impose,  act  of  raising  money  or 
men,  the  quantity,  amount  or 
nimiber  raised. 

LIABILITIES:    Debts. 

LICENSE :  A  permission  to  go 
upon  the  land  of  another,  an 
authority  from  the  government 
to  do  an  act  which  otherwise 
would  be  unlawful. 

LIEN:  A  right  in  the  property 
of  another  as  security  for  a  debt. 

LIVE  TENANT:  The  owner 
of  an  estate  in  lands  for  life. 


310 


THE  REAL  ESTATE 


LIMIT:  To    confine    within 

certain  bounds,  bound,  border. 

LIMITED  LIABILITY:  Re- 
sponsibility of  stockholders  for 
company  debts  only  to  the  amount 
of  stock  held;  indicated  by  the 
word  "Limited"  in  the  title. 

LINEAL  DESCENDANTS:  Re- 
latives descending  from  one  an- 
other, as  grandfather,  father,  son. 

LIQUIDATE:  To  clear,  to 
adjust  as  an  account. 

LIQUIDATION:  Ascertain- 

ing and  closing  out  of  indebt- 
edness. In  a  speculative  sense 
the  selling  out  of  property  previous- 
ly bought. 

LIQUID  ASSETS:  Assets  in 
or  readily  convertible  into  cash. 

LISTED  STOCKS:  vStocks  in- 
cluded ill  the  list  of  those  admitted 
to  dealings  at  an  exchange. 

LITIGATION:  A  judicial  con- 
test, a  lawsuit. 

LOAM:  Kind  of  rich  soil,  a 
mixture  of  sand,  clay,  etc.,  used 
for  large  castings. 

LONG:  One  who  has  bought 
for  a  rise. 

LOWLANDS:  Country  that  is 
low  or  marshy. 

MAIN:  The  principal  pike 
leading  to  or  from  a  reservoir. 

MALAFIDE:     In  bad  faith. 

MANAGE:         To    conduct,    to 
govern,  to  continue. 
|«  MANDATE:      A  judicial  order, 
directed  to  an  officer  of  the  law. 

MANIFEST:  Itemized  list  of 
a  ship's  cargo. 

MARGIN:  Difference  between 
what  a  speculator  advances  for  a 
stock  and  its  true  value.  Also, 
the  money  or  security  given  to  a 
broker  to  protect  contracts. 

MARKED  CHECK:       A  check 


bearing  a  private  mark  without 
which  it  is  not  valid. 

MARSH:  A  bog,  a  watery 
tract  of  land. 

MATERNAL    PROPERTY:— 
Property   which   comes   from   the 
mother,  or  her  side  of  the  family. 

MATURITY:  Arrival  of  the 
time  of  payment  of  commercial 
paper. 

MERGER:     A  trust. 

MESNE  PROFITS:  Rents  re- 
coverable in  an  ejectment  suit 
for  the  period  of  the  wrongful 
withholding  of  the  land. 

MESNE  PROCESS:  All  the 
writs  in  a  suit  between  the  first 
and  the  last, 

MESNE  TENANT:  A  tenant 
who  sublets. 

MESSUAGE:  The  dwelling- 
house,  yard,  garden  and  out- 
buildings. 

METES  AND  BOUNDS:      The 
boundary  lines,  points  and  angles 
of  a  piece  of  land. 
IfMETROPOLIS:       The   chief 
city  of  a  country. 

MINOR:  Less,  subordinate, 
one  less  than  twenty-one  years  of 
age. 

MINORITY:  The    smaller 

number,  under  age. 

MIvSMANAGE:      To  manage  or 
administer  wrongly. 
I  MISMANAGEMENT :  Bad 

management. 

MITIGATION:  That  which 
reduces  the  damages,  or  partly 
excuses  the  offence. 

MONOPOLY:  Power  of  deal- 
ing to  the  exclusion  of  all  others. 

MORTGAGE:  A    defeasible 

deed  given  to  secure  a  debt.  It 
becomes  void  on  payment  of  the 
debt.     The    one    who   mortgages, 


BROKER'S  CYCLOPEDIA 


311 


his  property  is  called  the  mort- 
gagor; the  party  to  whom  it  is 
given  the  mortgagee. 

MORTGAGEE :  One  to  whom 
a  mortgage  is  given. 

MORTGAGOR :  One  who  gives 
a  mortgage. 

MULTIFARIOUSNESS:  The 
uniting  in  one  bill  of  complaint, 
matters  which  properly  form  the 
subject  of  two  equity  suits.  • 
MUTATIS  MUTS'  ANDI  The 
necessary  changes  being  taken  in 
account. 

M  UNCI  PAL  BOND:  A  bond 
issued  by  a  borough,  town  or  city 
having  a  self  governing  charter  of 
incorporation. 

NEGOTIATE:  To    transfer 

a  business,  to  treat  with. 

NEGOTIATOR:  One    who 

treats  with  others. 

NEGOTIABLE:  An  agreement 
which  can  be  transferred  by  simple 
delivery  like  a  bank  note,  or  by 
endorsement  is  called  negotiable. 

NEGOTIABLE  I  N  - 
S  T  R  U  M  E  N  T:  Any  paper 
that  may  be  transferred  by  assign- 
ment, indorsement  or  delivery. 

NET:  1.  Clear  of  all  expense, 
as  earnings.  2.  Not  subject  to 
any  deduction,  as  a  price. 

NET  CASH:  Immediate  pay- 
ment; payment  on  the  delivery  of 
the  goods. 

NOLLE  Pl^OSEQU I :  An  entry 
on  the  record  of  the  abandonment 
of  a  crimial  or  civil  suit. 

NOMINAL  DAMAGES:  Gen- 
erally six  cents, 

NOML\AL  ASSETS:  All  as- 
sets, particularly  those  of  doubtful 
value. 

NON-ASSENTED  STOCK  OR 
BONDS:     Stock  or  bonds  held  by 


parties  refusing  to  deposit  their 
securities  on  a  readjustment  of 
the  affairs  of  a  corporation, 

NON-ASSESSABLE  STOCK: 
Stock  not  to  be  assessed. 

NON-CUM U LATI V  E  STOCK : 
Stock  on  which  no  passed  dividend 
has  to  be  made  good;  opposed  to 
cumulative  stock. 

NO  PROTEST:  Not  to  be 
protested  if  not  paid. 

NOTARY  PUBLIC:  An  officer 
whose  functions  is  to  administer 
oaths,  take  acknowledgements, 
protest  notes,  etc. 

NOTICE:  To  note,  to  heed, 
to  attend  to,  observation, 

NOTIFY:  To  declare,  to  make 
known, 

NOVATIONT:  An  agreement 
whereby  B,  the  debtor  of  A, 
becomes  the  debtor  of  C  in  place 
of  A,  a  debtor  of  C, 

NUDUM  PACTUM:  A  con- 
tract not  binding  because  without 
consideration, 

NUDE  CONTRACT:  A  con- 
tract without  a  consideration. 

NULL:  Void,  of  no  force, 
useless. 

NULLIFICATION:  Act    of 

rendering  void,  and  of  no  effect. 

NULLIFY:  To  annul,  to  make 
void. 

OATH:  A  solemn  affirmation 
or  promise. 

OBLIGATION :  Engagement, 
bond,  binding  power  of  a  promise, 
contract,  etc.  , 

OBLIGEE:  One  who  is  bound 
by  contract. 

OBLIGOR:  One  who  binds 
himself  by  contract. 

OBLIGATORY  BOND:  Any 
bond  having  the  interest  at  a  fixed 
rate  paj-able  at  designated  intervals,  - 


312 


THE  REAL  EST  A  TE 


OCCUPANT:  One  who  is  in 
the  actual  possession  of  a  thing. 

OFFER:  To  bid,  to  tender,  a 
proposal,  a  price  bidden, 

OFFSET:  A  perpendicular  let 
fall  from  the  main  line  to  the 
fence  or  extremity  of  an  enclosure. 

O.  K:  Stands  for  "oil  korrect." 
A  common  way  for  marking  paper 
as  correct. 

OPEN  POLICY:  A  policy  in 
which  the  interest  of  the  insured 
is  not  stated, 

OPERATING  COMPANY: 

The  company  carrying  on  a  road, 
the  ownership  of  which  rests  else 
where. 

OPPORTUNITY:  Fit  time, 
or  place,  occasion. 

OPPOSE:  To  act  against,  to 
hinder,  to  resist. 

OPTION :  An  agreement  bind- 
ing upon  the  party  giving  the 
option,  and  upon  the  other  party 
only  on  his  election  to  take  the 
benefit  of  it. 

OPTIONAL  BOND:.  A  bond 
that  may  be  retired  by  the  issuer 
at  a  designated  earlier  date. 

ORDINANCE:  A  law  of  a  city 
corporation. 

OUvSTER:  Dispossession,  ejec- 
tion. 

OUTLAWED :  A  debt  unpaid 
after  the  statute  of  limitation  has 
begun  to  run. 

OVERCAPITALI- 
ZATION :  Capitalization  for 
an  amount  not  warranted  by  the 
profits. 

OVERCERTIFICATION:  The 
certification  of  a  check  by  an 
officer  of  a  bank,  the  drawer  not 
having  sufficient  funds  to  cover  it. 

OVERDRAFT:  A  check  drawn 
on   a  bank  not   having  sufficient 


funds  to  the  credit  of  the  drawer. 

OVERHEAD       PRICE:  A 

price  covering  cost  and  all  charges. 

OVERIvSSUE:  Issue  of  stock 
beyond  that  authorized. 

OVERLYING  MORTGAGE: 
A  mortgage  subsequent  in  claim 
to  another  mortgage. 

OVERDRAWN:  To  draw  a 
check  for  more  than  the  drawer's 
deposit  in  bank. 

OVERDUE:  Past    time    of 

payment,  or  arrival. 

OVERT:  Open,  public,  ap- 
parent. 

OVERRATE:  To  rate  or  value 
too  highly. 

OVERVALUE:  To  rate  at 
too  high  a  price,  to  value  excess- 
ively. 

OVERISSUE :  Issuing  of  stock 
beyond  the  amount  of  authorized 
capital. 

OWELTY  OF  PARTITION: 
The  money  upon  the  partition  of 
land  among  co-owners  to  equalize 
the  value  of  their  shares. 

PACE:  A  linear  measure  of 
uncertain  extent,  to  measure  by 
steps. 

■  PAID-UP  STOCK  :     Stock  paid 
for  in  full. 

PAPER  PROFITS:  Probable 
profits  from  transaction  not  closed. 

PAR:     Face  value. 

PARENT  COMPANY :  A 
company  from  which  other  com- 
panies derive  authority. 

PARITY:  .A.  price  (of  a  stock) 
equivalent  or  equal  to  the  price 
of  the  same  stock  quoted  on  a 
different  basis. 

PAR  LIST:  A  list  issued  by 
a  bank  to  correspondents  or  cus- 
tomers, giving  a  list  of  cities  and 


BROKER'S   CYCLOPEDIA 


313 


towns,  the  checks  of  which  will  not 
be  charged  exchange. 

PARTIAL  PAYMENT:  Pay- 
ment of  part  of  a  debt. 

PARTNER:  A  business  as- 
sociate. 

PASSED     DIVIDEND:  A 

dividend  that  a  corporation  has 
failed  to  declare. 

PAROL  CONTRACTS:  Con- 
tracts made  by  word  of  the  mouth 
or  in  writing  not  under  seal. 

PARTICULAR  ESTATE:  An 
estate  carved  out  of  a  larger  estate 
as  in  the  case  of  a  life  estate  and  a 
remainder,  the  life  estate  is  the 
particular  estate. 

PARTICULAR  LIEN:  One  on 
the  property  upon  which  work 
was  done  or  money  loaned,  as 
distinguished  from  a  general  lien 
which  is  one  upon  any  property 
of  the  hirer  or  borrower. 

PARTY- WALL:  A  common 
wall  separating  two  tenements. 

PARTIPATING    BOND:  A 

bond  sharing  in  a  distribution  of 
profits  as  well  as  guaranteed  in- 
terest. 

PASSING  A  DIVIDEND:  Fail- 
ure to  make  a  regular  dividend. 

PASSIVE  BOND:  A  non- 
interest  bearing  bond  having  .some 
other  benefit  attached. 

PEGGED  A    stubborn    or 

glutted  market. 

PERSONALITY:  A  property 
that  is  not  real  estate. 

PENALTY:  A  sum  of  money 
fixed  by  a  statute  as  a  punishment 
for  its  violations. 

PENDENTE  LITE:  While  the 
suit  lasts. 

PERMIT:  To  grant,  a  written 
permission. 

PERPETUATION     OF     TES- 


TIMONY: A  means  for  securing 
the  testimony  of  witnesses  who 
might  die  before  a  suit  was  brought, 
and  a  party  in  possession  of  prop- 
erty might  thereby  lose  his  right 
for  the  want  of  such  evidence  when 
sued. 

PIT:  The  part  of  an  exchange 
in  which  brokers  trade  on  their 
individual  account. 

PLAIN  BOND :  A  bond  having 
no  mortgage  or  collateral  security 
and  without  a  .sinking  fund  pro- 
vision. 

PLANT  :  The  permanent  ap- 
pliances necessary  to  conduct  any 
business. 

PLEAS  IN  ABATEMENT:  A 
defence  which,  if  true,  will  end  a 
5uit. 

POINT:  A  raise  or  fall  of  a 
stock  equal  to  a  dollar  a  share. 

POOL:  Stock  or  money  paid 
in  by  a  combination  to  accomplish 
a  certain  purpose. 

POST  DATE :  A  date  after  the 
real  day. 

POvSTHUMOUS:  Born  after  a 
parent's  death. 

POWER:  An  authority  to  act, 
an  authority  to  deal  with  real 
estate  as  an  owner. 

POWER  OF  ALIENATION  :  A 
right  to  dispose  of  real  estate. 

POUND:  The    english    gold 

sovereign  is  the  equivalent  of  a 
sterling  pound  ($4,86.) 

POWER  OF  ATTORNEY:  A 
duly  acknowledged  instrument 
authorizing  one  party  to  act  for 
another. 

PREFERRED  vSTOCK:  vStock 
which  must  receive  a  dividend  and 
participate  in  a  distribution  of 
assets  before  common  stock. 

PREMIUM:        The   amount   of 


314 


THE   RE  A  L  EST  ATE 


excess  over  the  par  value.  2.  The 
sum  paid  by  a  policy-holder  for 
insurance. 

PRExMISES:     House  and  lands. 

PRKSUMPTION:  That  which 
is  considered  true  until  the  con- 
trary is  proved. 

PRIVIES:  Successors  in  in- 
terest or  ownership. 

PRIVITY:  Mutual    or    suc- 

cessive relationship. 

PRIVATE   COMPANY:  A 

close  corporation.     (English.) 

PROMOTER'S  STOCK:  Stock 
issued  to  one  interested  in  the  pro- 
motion of  a  company,  for  services 
rendered. 

PROPRIETARY  COMPANY: 
A  controlling  company. 

PROTEST  WAIVED:  With- 
out necessity  of  protest  (to  in- 
dorser.) 

PROXY:  A  person  authorized 
to  represent  another;  also,  the 
instrument  granting  such  authority. 

PROMOTERS:  Those  whose 
business  is  to  organize  companies. 

PRO  RATA:  Proportionate 
and  equitable  division. 

PROTEST:  A  notary's  act  and 
notice  showing  non-acceptance  or 
non-payment  of  negotiable  paper 
in  time,  and  that  endorsers  are 
held  responsible  for  payment. 

PROPERTY:  May  mean  either 
real  or  personal  property  or  both. 

PROTHONOTARY:  An  of- 
ficial who  keeps  a  record  of  no- 
taries appointed  for  his  county 
and  certifies  to  their  acts. 

PUR  AUTRE:  During  the  life 
of  another. 

PURVIEW:  That  which  is 
contained  within  a  statute. 

PUT:  A  contract  by  which 
one    person,    in    consideration    of 


money  paid  to  another,  acquires 
the  privilege  of  selling  or  deliver- 
ing to  the  latter  within  a  certain 
time  some  designated  article  at  a 
stipulated  price. 

PYRAMIDING:  Using  profits 
to  enlarge  operations. 

QUALIFIED  INDORSEMENT: 
An  indorsement  without  recourse. 

QUARRY:  A  place  from  which 
stone  is  obtained. 

QUASI  CORPORATION:  A 
body  of  persons  which  has  some 
of  the  legal  peculiarities  of  a  cor- 
poration. 

QUINTAL:  In  the  metric  sys- 
tem 22().4G  lbs.  avoirdupois;  other- 
wise 100  or  112  pounds,  according 
to  scale. 

QUORUM:  The  number  of 
persons  required  to  be  present  at  a 
meeting  before  business  can  be 
transacted. 

QUOTA:  A  rate,  share,  or 
proportion. 

QUARANTINE:  Place  where 
a  vessel  is  stopped  to  be  examined 
for  and  cleared  of  infectious  dis- 
eases. Also,  the  stopping  of  such 
vessel. 

QUARTER:  Fourth  of  100  oi 
112  pounds;  also  a  fourth  of  a 
ton  or  the  {equivalent  of  eight 
bushels  of  wheat. 

RATE:  To  estimate,  to  value, 
proportion,  price  tax. 

REAL  ACTION:  Any  action 
relating  to  real  estate. 

REAL  PROPERTY:  Land  and 
things  pertaining  to  land. 

REBATE:  Return  of  part  of 
what  has  been  paid. 

RECEIPT:  To  give  a  written 
acknowledgement,  act  of  receiving. 

RECITAL:  The  statement  of 
something   past,   in   contracts  re- 


BROKER'S   CYCLOPEDIA 


315 


citals  are  generally  put  after  the 
word  "whereas." 

RECORD:  To  register  any- 
thing, to  enroll. 

RECOUP:  To  reimburse,  to 
regain  that  lost. 

RECOUPMENT:  A  right  to  a 
reduction  of  damages,  a  counter 
claim  for  money. 

REDENDUM:  Any  reservation 
out  of  the  estate  granted. 

REDEMPTION:  Benefit  of 
equity  in  mortgaged  premises. 

REFEREE:  An    arbitrator; 

in  New  York,  a  person  appointed 
by  a  court  to  try  a  case,  to  take 
evidence,  or  to  perform  some  other 
duty  for  a  court. 

REFERENCE:  An  examina- 
tion, a  proceeding,  or  a  trial  before 
a  referee. 

REFUND:  To  pay  what  is 
received,  to  restore. 

REGISTER:  To  record,  to 
enroll. 

REGISTERED  BOND:  Gov- 
ernment bonds  payable  only  to  a 
registered  owner. 

REGISTERED  COUPON 
BOND:  A  bond  bearing  coupons 
payable  to  bearer,  but  itself  pay- 
able only  to  owner. 

REGISTERED  vSTOCK:  Stock 
recorded  in  the  company  oooks 
and  transferable  only  by  surrender 
of  the  stock-certificate,  not  by 
indorsement.     (English.) 

REGISTRAR:  The  keeper  of 
the  records  of  transfeis  of  secur- 
ities, verifying  the  signatures  of 
registered  owners. 

RELEASE:  To  set  at  liberty, 
to  dismiss,  acquitance  from  a  debt. 

REMAINDER:  An  estate  in 
land,  being  the  entire  ownership 
left    after    a    life    estate    or    anv 


greater  estate  less  than  an  absolute 
fee  simple. 

REMAINDER-MAN:  The  own- 
er of  a  remainder. 

REMITTANCE:  Money    or 

other  value  sent. 

RENEWAL:  Giving  of  a  new 
note  in  place  of  one  whose  time  has 
run  out. 

RENOVATE:  To  make  new, 
to  renew. 

RENT:  To  take  by  lease,  to 
let  to  a  tenant. 

RENUNCIATION:  To  sitrren- 
der  of  a  right,  as  the  right  to  act 
as  an  executor. 

REPLEVIN:  Recovery    by 

writ   of   goods   wrongfully    taken. 

REORGANIZATION:  Com^ 
pulsory     financial     reconstruction. 

RESOURCES:  The  collective 
amount  of  cash  and  property 
equivalent  to  cash. 

RESTRICTIVE  INDORSE- 
MENT: .\n  indorsement  so  word- 
ed as  to  qualify  further  negotia- 
bility. 

RESCISSION:         Cancellation,- 
annulment. 

RESIDUARY  DEVISE:  In 
a  will  a  gift  of  all  the  property  not 
otherwise  disposed  of. 

RESULTING    TRUST:  A 

trust  created  by  law  as  in  favor  of 
a  party  who  paid  for  property 
taken  in  the  name  of  another. 

REVERSION :  The  estate  will 
come  to  a  party  or  his  heirs  after 
a  lesser  estate  which  he  has  grant- 
ed ceases. 

REVERSIONER:  The  owner 
of  a  reversion. 

REVOCATION:  The  recalling 
of  an  authority  given  to  an  agent 
or  attorney  or  the  canceling  of  a 
grant  of  an  instrument. 


316 


THE  REAL  ESTATE 


RIGHT:  The  privilege  to  sub- 
scribe (a  certain  amount)  to  an 
issue  of  a  security.  2.  In  under- 
writing, an  allotment  or  accepted 
subscription. 

RIPARIAN  OWNERS:  They 
who  own  land  along  a  stream. 

SALTING:  Strewing  a  mine 
with  good  ore  in  order  to  deceive. 

SALVAGE:  Money  paid  for 
saving  property  in  danger  of  loss 
at  sea. 

SATISFACTION  PIECE:  A 
formal  receipt  given  upon  the 
payment  of  a  mortgage  or  a 
judgment. 

SCALPER :  A  trader  in  options; 
an  irregular  seller  of  tickets.  Scalp- 
ing is  buying  and  selling  stocks  at 
small  profit  or  loss. 

SCRIP:  1.  A  certificate  for 
a  fraction  of  a  share  of  stock, 
usually  exchangeable  for  shares 
when  presented  in  sufficient  quan- 
tities. 2.  United  states  paper 
currency  of  less  than  #1.00  de- 
nomination, not  now  issued. 

SCHEDULE:  A  list  of  goods 
and  prices. 

SEASONED  SECURITIES: 
Stocks  or  bonds  having  an  estab- 
lished value. 

SEARCH :  The  examination  in 
a  public  office  for  liens  or  incum- 
brances upon  property  or  the 
deeds,  mortgages,  etc. 

SEARCH    WARRANT:  A 

warrant  issued  to  an  ofBcer  to 
search  a  house  for  property  alleged 
to  have  been  stolen. 

SECURITIES  COMPANY:  A 
company  owning  the  securities  of 
other  companies  and  depending 
for  its  income  upon  the  income 
derived  from  such  securities. 


SECURITY:  Safety,  confidence, 
pledge,  bail. 

SEISIN:  The  right  of  possess- 
ion with  the  ownership  of  a  free- 
hold state. 

SEIZURE:  The  act  of  taking 
by  a  sheriff,  constable,  or  marshal 
of  the  property  of  a  debtor  to 
satisfy  a  judgment  against  him. 

SEIGNIORAGE:  Difference 
between  the  bullion  and  face  value 
of  coin. 

SEWAGE:  The  water,  etc., 
flowing  in  sewers. 

SEWER:  A  pasage  to  convey 
water,  filth,  etc.,  under  ground. 

SEWER  AG  E :  The  drain  age  of 
a  city  or  town  by  means  of  sewers. 

SEQUESTRATION:  The  tak- 
ing possession  of  the  property  qf 
a  party  to  compel  performance  of 
some  act  or  to  satisfy  a  judgment. 

SERIAL  BONDS:  Bonds  re- 
deemable in  specified  installments. 

SET-OFE:  A    claim    which 

cancels  or  sets  off  all  or  part  of  a 
counter  claim. 

SHORT:  One  who  is  "a  short" 
who  sells  what  he  has  not,  and 
does  not  intend  to  deliver  until  he 
afterwards  buys  i  t. 

SHORT  MARKET:  A  market 
in  which  contracts  to  deliver  are 
in  excess  of  the  supply. 

SILVER  CERTIFICATES: 
Government  non-legal  tender  cer- 
tificates, passing  as  money,  issued 
against  treasury  silver  dollars. 

SINGLE  NAME  PAPER:  Un- 
indorsed paper. 

SINKING  FUND:  A  fund  to 
which  are  added  certain  amounts 
cf  money  at  specified  times  to 
close  off  a  debt. 

SINKING-FUND  BOND:  A 
bond  to  be  paid  by  a  sinking  fund. 


BROKER'S  CYCLOPEDIA 


317 


SINKING  FUND  MORT- 
GAGE: A  mortgage  to  be  paid 
by  a  sinking  fund. 

SO  r, VENT :  Able  to  meet  one's 
liabilities. 

SOVEREIGN:    See  pound. 

SPECULATE:  To  buy  or  sell 
with  the  hope  or  ambition  to  make 
profit. 

SPOT  CASH :  Cash  on  delivery 
of  goods. 

SPECIAL  AID  BOND :  A  bond 
issued  by  a  government  or  munici- 
pality to  faciliate  a  beneficial  en- 
terprise. 

SPHINX:  An  Egyptian  image, 
with  the  face  of  a  virgin  and  the 
body  of  a  lion. 

SLOW  ASSETS:  Property 
not  to  be  quickly  turned  into 
cash. 

STALE  CHECK:  A  check  not 
presented  for  a  considerable  time. 

STIPULATION:  A  clause  in 
an  agreement;  an  agreement  be- 
tween opposite  attorneys  or  parties 
in  a  suit. 

STE  RLING  EXCHANGE : 

Draft  or  bill  of  exchange  drawn 
on  London, 

STOCK:  Company  or  corpor- 
ation certificates  to  the  effect  that 
the  person  mentioned  in  it  is  a 
registered  member  of  the  company 
and  entitled  to  participate  in  its 
powers  and  profits. 

STOCK  EXCHANGE:  A  cor- 
poration organized  for  the  purpose 
of  buying  and  selling  stocks,  etc. 

STORAGE:  The  charge  for 
keeping  goods  in  store. 

STRADDLE:  To  buy  in  one 
market  for  future  delivery  and  sale 
in  another. 

SURETY :  One  who  signs  with 
the  principal  of  an  instrument  as 


a  guarantee  of  faithful  perfor- 
mance. 

SUB-COMPANY :  A    subsi- 

diary company. 

SUBSIDIARY  COMPANY:  A 
company,  the  stock  of  which  is 
owned  or  controlled  by  another 
company. 

SUBURB:  A    town    in   the 

vicinity  of  a  city. 

SUBURBAN:  Being  in  or  re- 
lating to  the  suburbs. 

SUBROGATION:  The  transfer 
to  a  surety  who  has  paid  the  debt 
of  his  principal  of  the  property 
which  the  creditor  held  as  extra 
security  for  the  debt. 

SUITE:     A  set  of  rooms. 

SUSPENSION  OF  THE  POW- 
ER OF  ALIENATION:  When 
the  power  to  convey  an  absolute 
fee  simple  estate  in  land  does  not 
exist  in  a  living  person. 

SURVEY:  To  inspect,  to  meas- 
ure and  estimate. 

SURPLUS:  Profit  remaining 
after  deductions  are  made. 

SYNDICATE:  A  number  of 
capitalists  uniting  to  finance  and 
carry  out  some  plan  or  scheme. 

TARIFF:  Duty  on  goods  im- 
ported or  exported. 

TAX:  To  assess,  to  charge,  a 
rate  of  duty  on  income  or  property. 

TAX  BOND :  A  state  bond  re- 
ceivable for  taxes, 

TP^NANT:  One  who  rents 
anything  from  another. 

TENANT  BY  SUFFERANCE: 
A  tenant  who  is  tolerated  in  pos- 
session of  the  property  after  his 
lease  has  expired, 

TENEMENTS;  Any  property 
which  can  be  held. 

TENURE :  The  mode  by  which 
a  person  holds  a  lease. 


318 


THE   REAL   ESTATE 


TERM:     Any  limited  time. 

TITLE:  The  ownership  of 
property. 

TIME  LOAN :  Money  borrowed 
for  a  specified  period. 

TONNAGE:  A  ship's  capacity; 
extent  of  cargo. 

TONTINE:  An  endowment 
life  insurance  policy  which  entitles 
the  holder  to  participate  pro  rata 
in  the  premiums  on  lapsed  policies 
paid  in  during  the  endowment 
period. 

TOWN:  Any    collection    of 

houses  larger  than  a  village. 

TOWNSHIP:  District  belong- 
ing to  a  town. 

TRACT:     Quantity  of  land. 

TRANSACT :  To  carry  through , 
to  perform. 

TRANSFER:  To  make  over, 
to  convey. 

TRANSCRIPT:  A  copy  of  an 
original  entry  or  writing. 

TRADE  DISCOUNT:  A  usual 
per  cent,  reduction  on  the  price  of 
goods  sold  by  merchants. 

TRADE  MARK:  A  registered 
design  used  on  his  goods  or  labels 
by  a  manufacturer. 

TRADE  SALES:  Specially  ap- 
pointed sales  by  particular  classes 
of  dealers  . 

TRESPASS:  Any  act  of  one 
person  which  injures  the  person 
or  property  of  another. 

TRUST:  A  right  of  property 
on  one  person  for  the  benefit  of 
another. 

TRUST     MORTGAGE:  A 

mortgage  made  to  a  trustee  for 
the  benefit  of  creditor  or  lender,  or 
of  several  independent  bond-hold- 
ers. Railroad  bonds  are  generally 
secured. 

TRUSTEE       PROCESS:  A 


proceeding  to  reach  property  of  a 
debtor  in  the  hands  of  a  thirdperson. 

TRUNK  HANDS:  Main  or 
through  lines  of  railway,  especially 
those  from  the  Atlantic  to  the 
central  and  far  West. 

TRUST:  In    its    perverted 

sense,  a  combination  of  similar 
interests  for  the  purpose  of  re- 
straining production,  checking 
competition,  and  selfishly  advanc- 
ing prices. 

TURNPIKE  ROAD:  A  public 
road  for  the  right  Lo  travel  over 
which  toll  is  collected. 

UNDERWRITER:  One  who 
issues  insurance,  especially  marine. 

UNDERLYING  MORTGAGE: 
A  prior  mortgage. 

UNDERTAKING:  A  promise; 
an  agreement  made  in  a  suit  by 
sureties  to  pay  a  certain  sum  of 
money  in  case  a  party  on  whose 
behalf  it  is  given,  is  unsuccessful 
in  the  suit. 

UNILATERAL  CONTRACT : 
An  agreement  in  which  one  party 
only  agrees  to  do  something. 

UNLIQUIDATED  DAMAGES: 
Damages,  the  amount  of  which 
are  to  be  ascertained. 

UNFUNDED  DEBT:  A  float- 
ing debt. 

USE:  A  kind  of  a  trust  estate 
in  land. 

USE  AND  OCCUPATION: 
The  enjoyment  of  the  possession  of 
the  property  of  another  as  a  tenant 
without  any  amount  of  rent  being 
stated,  in  which  case  the  law  fixes 
it  at  a  reasonable  sum. 

USUFRUCT:  A  right  to  enjoy 
a  privilege  in  the  property  of  an- 
other. 

USURY:  Interest  beyond  the 
legal  rate. 


BROKER'S   CYCLOPEDIA 


319 


VACANT: 
VACATE: 


Empty,  void,  free. 
To  quit  possession 


of. 


VALl  D :    Of  binding  force. 

V.\LUE:  To  rate  at  a  certain 
price;  to  appraise,  equivalent,  es- 
timation. 

VALUED  POLICY:  A  policy 
of  insurance  in  which  is  stated  the 
value  which  has  been  set  upon  the 
thing  insured. 

VENDOR:    A  seller. 

VERIFIED :  Sworn  or  affirmed 
to. 

VESTED :  Where  the  right  to 
ownership  of  anything  has  become 
perfect. 

VOID:  To  evacuate,  to  leave, 
vacant,  empty,  ineffectual,  null. 

VOLUNTARY  CONVEYANCE: 
A  transfer  of  an  estate  without  an 
adequate  consideration. 

VOUCHER:  Any  receipt  or 
paper  which  is  held  to  show  and 
establish  the  fact  of  a  transaction. 

WAREHOUSE:  Storage  place 
for  commodities. 

WAREHOUSE  RECEIPT:  The 
receipt  given  by  a  warehouse  when 
goods  are  stored  therein.  Their 
assignment  passes  title  to  the 
goods. 

WATERED  STOCK:  When 
capital  stock  is  increased  without 
increase  of  assets. 


WORKING  CAPITAL:  Money 
necessary  for  operating  expenses. 

WHARFAGE:  Charge  for  the 
use  of  a  wharf. 

WITHOUT  RECOURvSE:  When 
an  endorser  writes  "without  re- 
course" over  his  signature  it  re- 
lieves him  of  responsibility. 

WAIVER :    Letting  a  right  go. 

WASTE:  Damage  to  an  estate 
caused  through  the  wrongful  act 
or  neglect  of  a  tenant  or  the  party 
in  possession. 

WIDOW'S  GUARANTEE:  The 
forty  days  after  the  death  of  her 
husband  during  which  a  widow 
has  a  right  to  reside  in  their  man- 
sion. 

WITHOUT    RESERVE:  A 

phrase  iised  at  public  auctions, 
meaning  that  the  property  will  be 
sold  at  that  time  to  the  highest 
bidder. 

WITHOUT  IMPEACHMENT 
OF  WASTE:  A  phrase  which 
means  that  a  tenant  is  not  to  be 
held  responsible  for  any  waste 
except  such  as  wantonly  causes. 

YA  RD :  A  small  inclosed  ground 
around,  or  in  front  of  a  house;  a 
measure,  3  feet. 

ZIRCONIA:  An    infusible 

mineral  consisting  of  Oxide  of 
Zirconium  and  silicic  acid.  It  is 
used  for  the  mantels  of  incan- 
descent gas  burners. 


Thousand=Dollar  Illustration. 

Income,  $1,000 Expenditure,     $9.99.99=Happiness. 

Income,     1,000 Expenditure,    l,000.99-=Misery. 

Income,     1,000 Expenditure,    l,000.00=Gay  time. 


320 


THE  REAL  ESTATE 


CHAPTER  XIII. 

insurance. 


1 — What  is  Insurance? 

2 — What  is  Fire  Insurance? 

3 — ^What  is  Life  Insurance? 

4 — How^Premiums^are  graded. 

5 — Effect  on  conceahnent- 

6 — Form  of  Policies. 

7 — Payment. 

8— Suicide. 

9 — Notice  of  death. 
10 — What  is  Casuality  Insurance? 
11 — What  is  Accident  Insurance? 
12 — What  is  Fidelity  Insurance? 


13 — What  is  Credit  Insurance? 

14 — What  is  Title  Insurance? 

15 — What  is  Plate  Glass  Insurance? 

16 — What  is  Elevator  Insurance? 

17 — What  is  Steam  Boiler  Insurance? 

18 — What  is  Marine  Insurance? 

19— Effect  of  fraud. 

20— Warranty. 

21 — Losses. 

22 — Hints  on  soliciting  Fire  Insurance. 

23 — Advertising  Phrases  for  selling 
Fire  Insurance. 

24 — ^A  Fire  Insurance  Advertisement, 
"NEVER  OUT" 


INSURANCE 

INSURANCE  is  a  contract  whereby  for  a  stipulated 
consideration  one  party  undertakes  to  compensate  the  other 
for  loss  on  a  particular  subject  for  a  specified  peril. 

The  party  agreeing  to  make  the  compensation  is  called 
the  insurer,  or  the  underwriter,  the  other  party  to  the  contract 
being  the  insured. 

The  written  contract  is  called  the  policy,  and  the  event 
insured  against,  the  risk. 

2.  Fire  Insurance. 

Fire  insurance  is  a  contract  by  the  insurer  to  idenmify 
the  owner  or  person  having  interest  in  the  property  insured 
for  loss  or  damage  by  fire  during  a  specified  period. 

A  policy  of  fire  insurance  may  be  open  or  valued. 

By  the  former,  the  amount  of  liability  is  left  to  be  deter- 
mined according  to  the  actual  loss. 

By  the  latter,  a  certain  valuation  is  fixed  above  which  the 
insurer  is  not  Hable  for  loss. 

In  the  absence  of  statute  or  charter  provision,  the  policy 
may  be  in  any  form;  but  to  avoid  looseness  and  ambiguity, 
statutes  in  some  jurisdictions  have  prescribed  the  use  of  a 
standard  policy. 

3.  Life  Insurance. 

A  Hfe  insurance  contract  is,  in  its  simplest  form,  an 
agreement  upon  .the  part  of  the  insurer  to  pay  a  specific 


n  R  O  K  E  R  'S   C  Y  C  LP  P  E  D  I  A  , 321^ 

sum  of  money  upon  the  death  of  a  certain  person,  called  the 
insured,  to  a  specific  person  called  the  beneficiary. 

The  consideration  paid  by  the  insured  is  called  the 
premium,  and  is  generally  a  certain  amount  payable  annually 
or  montlhy. 

The  agreement  may  take  the  form  of  what  is  termed  an 
endowment  insurance,  whereby  the  insured,  after  paying 
the  premium  for  a  given  number  of  years,  will  receive  a 
certain  sum  of  money,  or  if  he  dies  before  the  expiration  of 
the  period,  the  amount  of  the  policy  will  go  to  the  beneficiary. 

The  beneficiary,  instead  of  being  a  specific  person,  may 
be  the  estate  of  the  insured. 

4.  Premiums. 

The  premiums  on  life  insurance  are  gained  according  to 
the  age  of  the  risk. 

The  person  insured  must  undergo  a  physical  examination, 
as  only  healthy  persons     are  insured. 

The  amounts  of  the  premiums  are  determined  by  average 
results  computed  upon  the  length  of  life  of  a  large  number  of 
persons  carefully  arranged  and  tabulated. 

These  results  so  arranged  are  called  "mortuary  tables." 

5.  Effect  of  Concealment. 

The  contract  of  life  insurance,  like  that  of  fire  insurance, 
requires  the  exercise  of  good  faith  between  the  parties,  but  to 
avoid  the  poHcy  the  concealment  of  a  material  fact  not  made 
the  subject  of  an  express  inquiry  must  be  intentional. 

A  material  misrepresentation  invalidates  a  policy. 

6.  Form  of  Policies. 

There  is  no  standard  form  of  life  insurance  policy,  and 
the  forms  of  the  different  companies  vary  materially. 

It  is  customary  to  have  the  poHcy  provide  that  the  ap- 
plication be  made  a  part  of  the  contract,  thereby  making  the 
statements  in  the  application  express  warranties. 

So  a  denial  that  one  is  affected  with  a  disease  avoids,  the 
policy  if  untrue. 

The  application  often  requires  as  to  what  other  insurance 
is  carried,  and  a  deceptive  statement  on  this  point  is  fatal  to 
the  policy. 

So  also  a  statement  as  to  age  is  material  and  the  answer 
must  be  correct. 


322 THE   REAL   ESTATE 

7.  Payment. 

The  conditions  of  the  pohcy  as  to  payment  of  premiums 
must  be  strictly  compHed  with  or  the  poHcy  fails,  sickness  or 
other  inabihty  to  pay  being  no  valid  excuse. 

8.  Suicide. 

If  the  policy  contains  no  express  stipulation  to  the  con- 
trary, the  insurance  is  liable  on  a  policy  if  the  party  insured 
commits  suicide,  in  case  a  third  party  is  the  beneficiary. 

If  the  insured  is  the  beneficiary,  the  rule  will  be  other- 
wise. 

The  policy  frequently  contains  a  clause  exempting  the 
company  from  liability  if  the  insured  commits  suicide. 

9.  Notice  of  Death. 

In  life  insurance  the  company  generally  requires  im- 
mediate notice  of  death  and  due  proof  that  the  person  insured 
is  dead. 

10.  Casualty  Insurance. 

Casualty  insurance  is  an  indemnity  against  loss  resulting 
from  bodily  injury  or  the  destruction  of  certain  kinds  of 
property. 

It  may  be  accident  insurance,  which  is  an  indemnity 
against  personal  injury  by  accident,  or  it  may  be  one  of  the 
numerous  classes  of  insurance  that  have  sprung  up  within 
the  past  few  years,  granting  indemnity  against  almost  every 
conceivable  form  of  catastrophe. 

Among  these  special  forms  of  casualty  insurance  may  be 
mentioned  plate  glass,  boiler,  tornado,  employer's  liabiHty, 
fidelity,  credit,  and  title  insurance. 

1 1 .  Accident  Insurance. 

Accident  insurance  is  a  branch  of  life  insurance,  the 
latter  insuring  against  death  by  any  cause,  while  the  former 
insures  against  death  or  injury  caused  by  accident. 

This  class  of  insurance  usually  provides  a  certain  pay- 
ment in  the  case  of  accidental  death,  a  weekly  indemnity 
for  either  permanent  of  total  disability  by  reason  of  accident 
and  a  fixed  sum  for  such  permanent  injury  as  the  loss  of  one 
or  both  of  the  hands,  feet, or  eyes. 

An  accident  in  this  sense  is  an  unforeseen  event  which 
results  in  injury  to  one's  person.. 

12.  Fidelity  Insurance. 

Fidelity  or  guaranty  insurance  is  a  contract  by  which 


BR  0  KE  R'  S   C  Y  C  LP  P  E  D  I  A 323 

an  employer  is  insured  against  loss  by  the  fraud  or  dishonesty 
of  an  employee. 

Fidelity  insurance  companies  also  issue  bonds  guaran- 
teeing the  faithful  performance  of  contracts,  as  those  executed 
by  persons  holding  places  of  trust. 

13.  Credit  Insurance. 

Credit  insurance  protects  merchants  and  tradesmen  from 
loss  through  the  insolvency  or  dishonesty  of  their  customers. 

For  a  certain  premium  the  insurance  company  guaran- 
teed the  merchant  against  bad  debts. 

The  merchants  must  usually  bear  a  certain  small  per 
cent,  and  all  losess  over  that  amount  are  paid  by  the  insurance 
company. 

14.  Title  Insurance. 

Title  insurance  is  a  guaranty  to  the  owner  of  real  prop- 
erty that  his  title  is  clear. 

It  is  an  insurance  against  defects  in  the  title  to  the  prop- 
erty insured,  and  in  case  of  loss  by  reason  of  liens  or  incum- 
brances prior  to  the  interest  of  the  insured,  the  company 
indemnifies  him. 

15.  Plate  Glass  Insurance. 

Plate  glass  insurance  is  another  branch  of  casuality 
insurance  frequently  employed,  the  premium  being  based 
upon  the  cost  price  of  the  windows. 

16.  Elevator  Insurance. 

Elevator  insurance  consists  of  a  contract  which  covers 
the  risk  incidental  to  the  use  of  elevators,  including  both  the 
damage  to  the  elevators  themselves  and  to  persons  or  prop- 
erty that  may  be  injured  by  the  use  of ,  or  by  accident  occurring 
to  such  elevators. 

17.  Steam  Boiler  Insurance. 

This  insurance  covers  injury  to  property  or  persons  by 
reason  of  the  explosion  of  steam  boilers. 

18.  Marine  Insurance. 

Marine  insurance  is  a  contract  by  which  the  insurer 
agrees  to  indemnify  the  insured  against  certain  perils  or  risks 
to  which  his  ships,  cargo,  and  "profits  may  be  exposed  during 
a  certain  trip  or  during  a  specified  time. 


324 7^  HE   RE  A  L   ESTATE 

19.     Effect  of  Fraud. 

The  requirement  of  good  faith  between  the  parties  is 
even  greater  in  marine  insurance  than  in  any  other  branch 
of  insurance. 

The  reason  for  this  is  that  the  insured  has  every  oppor- 
tunity to  know  all  of  the  facts  and  the  insurer  but  limited 
time  to  determine  them. 

A  concealment  or  misrepresentation  of  a  material  fact 
either  innocently  or  fraudulently  avoids  the  contract. 

1 0.    Warranty. 

A  warranty,  as  in  fire  insurance,  must  be  strictly  per- 
formed. 

In  marine  insurance  there  are  three  impHed  warranties 
which  are  understood  in  every  contract. 

They  are  in  respect  to  seaworthiness,  deviation,  and 
legality. 

Seaworthiness  is  the  condition  of  a  ship  when  reasonably 
fit  to  perform  the  services  and  encounter  the  ordinary  perils 
incident  to  the  voyage. 

The  second  impHed  warranty  is  that  there  shall  be  no 
voluntary  deviation  or  departure  from  the  course  fixed  by 
mercantile  usage,  for  the  voyage  contemplated  by  the  policy; 
and  also  that  there  shall  be  no  unreasonable  delay  in  com- 
mencing or  making  the  voyage. 

The  third  impHed  warranty  is  that  the  voyage  shall  be 
legal,  both  in  its  nature  and  in  the  manner  in  which  it  is 
prosecuted. 

SmuggHng  voyages  and  trading  trips  to  an  enemy's 
port  are  cases  of  illegal  voyage. 

21.  Losses. 

The  loss  may  be  total,  in  which  case  the  whole  insurance 
is  ordinarily  recoverable;  or  it  may  be  partial,  and  then  only 
a  pro  rata  part  can  be  recovered. 

22.  Hints  on   Soliciting  Fire  Insurance. 

Recognize  every  obvious  source  ,       2 — The  common  rate. 

^                       ,.  3 — The  indifference  of  prospects 

Create  some  of  your  own.  „  ^        u  <.   r>                      it    • 

^     ,      ,  .r        .  as  to  what  Company  will  msure 

Don  t    drift    with    an    apparent  j-h^jn 

disregard  for  the  future. 

Three  Conditions  exist:  I       Nearly  every  person  is  a  pros- 

1 — Every    person    should  carry      P^ct. 
insurance.  !       Present  property  owners. 


BROKER'S   CYCLOPEDIA 


325 


Possible  owners  of  the  future. 

Those  who  should  be  insured. 

Those  who  are  not  carrying  a 
sufficient  line. 

Keep    posted    on    Real    Estate 
transfers. 

Keep    posted    on    building    Per- 
mits. 

Fire  losses. 

Expansion  of  mercantile  houses. 

Mortgages. 

Loans. 

Marriages. 

Watch  the  spring  mover. 

Canvass  every  source  possible. 

Canvass  daily. 

Solicit  the  business  while  build- 
ings are  in  the  air, 

While  on  paper 

And. 

Before  they  are  sold. 

Keep    your    solicitations   up    to 
the  minute. 

Watch  the  prospect  who  shows 
any  promise  of  becoming  a  client. 

Advertise  continuously. 

Arouse    the    curious   interest   of 
the  reader. 

Suggest  a  want. 

In  all  your  advertising  individ- 
ualize yourself. 

Don't  scatter. 

Hit  the  mark. 

Make  each  advertisement  a  unit. 

If  you  lose  in  range,  make  up  on 
effectiveness. 

Make  your  "ad"  a  selling  talk. 

Make  each  "ad"  contain   three 
arguments. 

1 — Price. 

2 — Companies. 

3 — Service. 

Don't  cut  the  price. 

This  you  dare  not  do. 

Improve  the  risk. 

Lower  the  cost  of  protection. 


Encourage  inexpensive  Fire  Ex- 
tinguishers. 

Advertise  persistently. 

Prove  your  assertions. 

Make  personal  calls. 

Advertise  the  fact  that  you 
represent  strong  Companies. 

Remember  that  there  are  a  few 
Companies  in  the  field  whose 
record  will  bear  investigation. 

"Who  carries  your  Insurance?' 

Let  that  be  your  slogan. 

Remind  the  public  through  youi 
"ads"  that  it  is  a  very  important 
matter  to  know  the  strength  of  the 
Company  carrying  the  risk. 

Also  their  method  of  prompt 
settlement. 

Show  the  individual  strength 
of  each  Company  you  represent. 

Show  its  standing. 

Show  its  age. 

Show  its  un-impeachable  record. 

Show  the  service  you  offer. 

Show  how  the  rates  of  Insurance 
can  be  lowered. 

Offer  extensive  service. 

Invite  the  people  to  call  at  your 
office. 

Offer  your  counsel  on  Insurance 
matters  free. 

Advertise  vacation  Insurance. 

Advertise  peace  of  mind  for  the 
vacation  seeker. 

Advertise    prompt    settlements. 

Advertise     testimonials    from 
clients. 

Advertise  4th  of  July  dangers. 

Advertise  Xmas  tree  dangers. 

Advertise  "Dry  Spells." 

Advertise  moving  seasons. 

Do  your  own  advertising. 

The  advertising  of  the  Com- 
panies is  good  but  yours  is  more 
effective. 

Retain  old  business. 


326 


THE   REAL   ESTATE 


Secure  new  business. 

Sell  satisfaction. 

Sell  service. 

Keep  the  name  of  your  agency 
before  the  people  continuously. 

Watch  your  renewals. 

Follow  up  your  leads. 

Reach  the  un-insured. 

Reach  the  elsewhere  insured. 

Reach  the  under  insured. 

Reach  your  friends. 

Reach  your  acquaintances. 

Reach  the  strangers. 

Reach  for  expiration  dates. 

Send  out  a  neat  booklet  of  10 
or  '12  pages  and  call  it  "The 
Residence  Inventory." 

Insert  on  one  page  "what  to  do 
in  case  of  fire." 

Give  instructions  how  to  make 
an  Inventory. 

Give  date  lines  of  the  original 
Inventory. 

Advise  them  to  revise  the  In- 
ventory annually. 

Devote  one  page  to  each  room. 

Show  number  of  articles  inven- 
toried. 

Show  memorandum  of  each  ar- 
ticle. 

Show  date  of  purchase. 

Show  cost. 

Give  description. 

In  sending  out  these  booklets 
enclose  a  personal  letter  describing 
the  use  and  purpose  of  "The 
Residence  Inventory." 

Use  your  own  advertising  ideas. 

Be  original. 

Impress  upon  the  minds  of  the 
people  "Is  your  Insurance  in  the 
best  Companies  you  can  get. 

Tell  them  to  call. 

When  you  send  out  advertising 
matter  furnished  by  your  Com- 
pany   always    enclose    a    personal 


letter. 

The  most  valuable  "ad"  is  the 
one  which  bears  the  agent's  name. 

After  a  big  fire  is  a  good  time  to 
get  busy. 

Advertise. 

Send  out  personal  letters. 

Make  personal  calls. 

Get  a  letter  out  the  night  of  the 
fire  if  possible. 

Send  one  to  your  entire  mailing 
list. 

They'll  read  your  letter  the  next 
morning  with  more  interest  and 
possibly  before  they  read  the 
newspaper. 

When  you  advertise: 

Send  out  snappy  insurance  in- 
formation. 

Send  out  information  of  vital 
interest  to  the  insured. 

Make  personal  calls. 

Indulge  in  hearty  "hand-shakes.' 

Produce  stimulating  arguments. 

Send  out: 

Circulars. 

Calendars. 

Blotters. 

See  the  prospect  in  person. 

Send  out  your  calendars  in 
February  or  March  made  up  with- 
out previous  months. 

Sell  Fire  Insurance  strictly  on  a 
business  basis. 

Use  tact. 

Ingenuity. 

Resourcefulness. 

Persistency. 

Knowledge  of  your  Companies. 

Knowledge  of  your  rival's  Com- 
panies. 

Remember  the  three  vital  argu- 
ments. 

Strong  Companies, 

Terms. 


BROKER'S   CYCLOPEDIA 


327 


Service. 

Show  unquestionable  strength. 

Demonstrate  financial  respon- 
sibility. 

Impress  the  promptness  of  settle- 
ment. 

Show  your  prospect  that  no 
other  agent  can  underbid  you. 

Show  service. 

Show  where  you  have  saved  your 
clients  money. 

Give   the   prospect    figures    and 
testimonials. 
Don't  give  up. 

23.    Advertising    Phrases  for 
Selling  Fire  Insurance. 

"Who  carries  your  Insurance." 

The  Fourth  largest  Company 
doing  business  in  the  United 
States. 

Doing  a  healthy  business  since 
1826. 

We  pay  losses  promptly. 

We  pay  losses  without  demur. 

We  do  business  on  broad  lines. 

Our  settlements  are  fair. 

We  make  returns  quickly. 

We  have  paid  Eight  Millions  of 
Dollars  in  losses  in  the  past  50 
years. 

Any  kind  of  Insurance  any- 
where. 

Vacation  Insurance. 

We  give  prompt  service. 

We  give  valuable  service. 

At  the  lowest  rates. 

A  fire  might  swipe  out  the 
savings  of  years. 

Don't  take  a  chance. 

Don't  stop  now  where  you  once 
started. 

Better  be  safe  than  sorry. 
"Better  be  insured  than  sorry." 
"Sixteen  years  without  a  con- 


test." 

Fifty  fires. 

Fifty  pleased  clients. 

After  the  fire  what  then? 

BURNED  OUT! 

FIRE  LOSSES! 

Heaviest  usually  on  those  who 
can  least  afiford  the  loss. 

Fire  Insurance  is  one  of  the 
main  considerations  in  your  busi- 
ness. 

Insure  with  the  Company  giving 
the  best  service. 

One  of  our  policies  is  the  answer. 

They  prevent  worry. 

They  permit  prompt  rebuilding 
when  the  fire  comes. 

Our  service  is  the  best. 

We  represent  only  Standard 
Companies. 

Our  Companies  are  fair. 

Unimpeachable    records    for 
prompt  payment  of  claims. 

To-morrow  may  wipe  out  your 
resources. 

Be  prepared. 

Insure  in  any  one  of  our  reliable 
Companies. 

No  alarm  of  fire  can  disturb 
your  peace  of  mind. 

You  cannot  afford  to  run  the 
risk  of  remaining  unprotected. 

The  leading  fire  Company  of  the 
world. 

Before  a  fire  any  Company  will 
do. 

After  a  fire  have  our  policy. 

You  are  safe. 

All  losses  promptly  paid. 

Rates  equitable. 

Indemnity  real. 

The  greatest  Company  on  the 
face  of  the  earth. 

Fair,  just  and  liberable. 

Though  cities  bum  our  Com 
pany  pays. 


.S28 


THE   REAL   ESTATE 


$^,000,000.00  paid  in  cash  with- 
out discount. 

None  stronger  in  the  world. 
Insurance  that  Insures. 

Its  promtitude  in  adjusting  and 
paying  losses  is  proverbial. 

Security  against  loss  by  fire. 

The  best  is  the  cheapest. 

Endorsed  by  all  the  leading 
Banks. 

Endorsed  by  all  the  Railroads. 

Would  you  like  to  lose  your 
home  which  you  have  labored  for 
all  your  life. 

Would  you  like  to  lose  your 
Business, 

Which  you  have  labored  for  all 
your  life? 

If  you  are  un-insured  see  me. 

If  you  are  insured  look  up  the 
standing  of  your  Company. 

Insure  with  a  Company  that 
don't  higgle  over  technicalities. 

Don't  insure  with  a  company 
that  goes  to  court  just  in  order  to 
cut  down  its  obligation. 

I  have  not  had  a  disputed 
settlement  in  25  years. 

The  best  Company  in  the  world 
can't  make  a  satisfactory  settle- 
ment on  an  imperfect  agreement 
(Policy.) 

See  that  the  conditions  are 
properly  expressed. 

See  that  the  facts  are  carefully 
worded. 

Perfect  indemnity  brings  prompt 
and  equitable  adjustment. 


We  will  make  you  a  concession 
of  10%. 

We  insured  a  barn  for  3  years 
which  was  never  built. 
Another  while  it  was  afire, 
lyosses  were  paid. 

A  brick  dwelling  can  be  insured 
five  hudred  and  thirty-two  times 
for  a  sum  equal  to  the  sum  insiired. 

24.     NEVER  OUT. 

(A  Fire  Insurance  '"Ad"). 

In  the  ancient  Forum  in  Rome 
are  the  ruins  of  the  celebrated 
Temple  of  Vesta,  the  Goddess  of 
Fire,  worshipped  by  the  Romans 
in  olden  times. 

In  those  days,  2000  years  before 
the  discovery  of  the  lucifer  match, 
the  care  of  fire  for  common  use 
was  so  important  a  matter  that 
fire  was,  with  great  ceremony,  kept 
burning  in  the  temple  of  Vesta 
and  it  was  Never  Out. 

It  has  taken  these  2000  years  to 
produce  a  fire  insurance  Company 
whose  world-wide  business  is  so 
large  that  the  fires  for  which  it  is 
paying  are  NEVER  OUT. 

Nineteen was  simply  an 

average  year  but,  because  of  its 
vast  business,  the Insur- 
ance Company,  Limited,  incurred 
losses  at  the  rate  of  one  every 
eight  minutes  and  thirty-nine  sec- 
onds the  whole  year  round. 

This  means  that  before  one  fire 
is  put  out  a  new  one  starts  some- 
where else  in  property  insured  in 
our  Company. 

The  protection  afforded  our  cus- 
tomers is  unexcelled. 


BROKER'S   CYCLOPEDIA 


329 


CHAPTER  XIV 

Tables--- Weights— Measures. 


1— Avoirdupois. 

2 — Apothecarie's. 

3 — Ale  or  Beer. 

4 — Cisterns  (capacity) 

5 — Circular. 

6 — Copying. 

7 — Cubic  or  Solid  . 

8 — Drawing  Paper. 

9— Dry. 
•  10— Folded  Sheets. 
11— Fluid. 

12— Land  (In  General  Use.) 
13 — Linear. 
14 — Miscellaneous. 

15 — Paint  (amounts  required  for  given 
surface.)  ■ 
16— Paper. 
17 — Roof  Elevations. 
18 — Square. 
19 — Shoemaker's. 
20 — Surveyor's. 


21 — Size  of  Sheets. 

22 — -Troy. 

23— Unity. 

24 — Wine  or  liquid. 

25 — Information  for  Contractor's  (cem- 
ent and  concrete  work.) 

26 — How  to  estimate  fields  into  lots. 

27 — Weights  of  cement  and  concrete, 
etc. 

28 — Weight  and  comparative  fuel  value 
of  wood. 

29     Table  of  areas  of  circles  in  inches. 

30 — Approximate  cost  of  Pipe  laying. 

31  Table  of  inches  reduced  to  decimals 
of  a  foot. 

32  Table  for  reducing  perches  to 
feet. 

33 — Spikes  nails  and  tacks. 


MEASURES-WEIGHTS. 


The  standard  avoirdupois  pound 
is  of  the  weight  27.7015  cubic 
inches  of  distilled  water  weighed 
in  air  39.83  degrees,  the  barometer 
at  thirty  inches;  one  cubic  inch  of 
such  water  weighs  252.G937  grains, 
and  one  cubic  foot  weighs  very 
nearly  1,000  ounces. 

All  coarse  articles  of  merchan- 
dise, such  as  hay,  grain,  chandler's 
ware,  and  all  metals  except  gold 
and  silver  are  weighed  by  this 
measure. 

One  ounce  Avoirdupois  equals 
18  pwt.  5^  grs.  Troy,  or  437|^ 
grains. 

One  pound  Avoirdupois  equals 
14  ounces  11  pwts.  16  grs.  Troy,  or 
7000  grains. 


1 .  Avoirdupois. 

16  drams  make ; 1  ounce. 

16  ounces  mak?  1  pound. 

28  pounds  make 1  quarter. 

100  pounds  make 1  cwt. 

20  hundred  weight 1  ton  net. 

112  pounds  make 1  cwt.  gross 

2240  pounds  make 1  ton  gross. 

56  pounds  make 1  firkin. 

100  pounds,  fish 1  quintal. 

196  pounds  make 1  bbl.  flour. 

200  pounds  make 1  bbl.  pork  or  beef 

14  pounds,  iron  or  lead 1  stone. 

2\  stone  make 1  bushel. 

8  pigs  make 1  bushel. 

62  pounds,  fine  salt 1  bushel. 

75  pounds  common  salt 1  fother. 

85  pounds  coarse  salt 1  pig. 

240  pounds 1  cask  lime. 

300  pounds 1  cask  cement. 

100  pounds  make 1  cask  of  raisins. 

2.  Apothecaries' 

20  grains  make 1  scruple. 

3  scruples  make 1  drachm 

8  drachms  make 1  ounce. 

12  ounces  make 1  pound. 


330 


THE   REAL   ESTATE 


3.  Ale  or  Beer. 

2  pints  make 1  quart. 

4  quarts  make 1  gallon. 

9  gallons  make 1  firkin. 

2  firkins  or  18  gallons  make 1  kilderkin. 

2  kilderkins  or  36  gallons  make. ...  1  barrel. 

1^  barrels  or  54  gallons  make 1  hogshead 

ij  hogsheads  or  72  gallons  make. ...  1  puncheon 

1^  puncheons  or  108  gallons  make  .  .  1  butt. 

4.  Capacity  of  Cisterns. 

For  a  Circular  Cistern,  take  the 
diameter  in  feet,  square  that  and 
multiply  by  .785398;  that  gives 
the  area  in  feet. 

Multiply  this  by  1.728  and  divide 
by  231,  and  you  will  have  the 
number  of  gallons  capacity  of  one 
foot  in  depth  of  the  cistern,  from 
this  calculate  the  depth. 

If  for  a  Square  Cistern,  multiply 
length  by  breadth,  and  proceed  to 
multiply  the  result  by  1.728  and 
to  divide  by  231,  as  before. 

Calculated  in  this  way  we  find 
that  each  foot  in  depth  of  a  Circu- 
lar Cistern. 

Bbls. 

5  ft.  in  diameter  holds 4.66 

6  ft,  in  diameter  holds 6.71 

7  ft.  in  diameter  holds 9 .  13 

8  ft  in  diameter  hold., 11.93 

9  ft.  in  diameter  holds 15. 10 

10  ft.  in  diameter  holds 18 .  65 

SQUARE  CISTERN. 

5  ft.  by  5  ft.  holds 5 .  92 

6  ft.  by  6  ft.  holds 8.^4 

7  ft.  by  7  ft.  holds 11.63 

8  ft.  by  8  ft.  holds 15.19 

9  ft.  by  9  ft.  holds 19.39 

10  ft.  by  10  ft.  holds 23.74 

In  calculating  the  capacity  of 
cisterns,  etc.,  31^  gallons  are 
estimated  to  1  barrel,  and  63  gal- 
lons to  1  hogshead. 

5.    Circular  Measure. 

Used  in  measuring  latitude  and 
longitude. 

60  seconds  make 1    minute. 

60  minutes  make 1  degree. 

30  degrees  make 1  sign. 

360  degrees  make 1  circle. 


6.    Copying. 


75  words  make. 
90  words  make. 


.  1  folio  sheet  of  Common  Law. 
.  1  folio  sheet  of  Chancery. 


7.  Cubic  or  Solid. 

Cubic  measure  is  used  for  meas- 
uring stone,  timber,  earth,  capacity 
of  rooms,  ships,  and  such  other 
things  as  have  length,  breadth  and 
thickness. 

1728  cubic  inches  make .• 1  cubic  foot. 

27  cubic  feet 1  cubic  yard. 

40  cubic  feet  of  round  timber 1  ton. 

50  cubic  feet  of  hewn  timber. ....  1  ton. 

42  solid  feet  make 1  ton  of  shipping. 

8  cord  feet  or 1  cord  wood. 

128  cubic  feet 1  cord  wood. 

24  %  cubic  feet  of  stone  make 1  perch. 

A  cord  of  wood  is  a  pile  4  feet  high  and  8  feet 
long. 

1  cubic  foot  makes four-fifths    of    a  bu. 

64  cubic  inches  (2x4x8)  make ....  1  brick. 
16  cubic  feet  (2x2x4)  make.  —  .  .  .1   cord  foot, 
128  cubic  feet  (4x4x8)  make 1  cordwood. 

The  weight  of  anthracite  coal 
per  cubic  foot  varies  with  the 
different  qualities.  I^ackawanna 
coal  weighs  48.89  pounds  per  cubic 
foot;  Lehigh,  55.32  pounds.  There 
are  45.8  cubic  feet  in  a  ton  of 
Lackawanna,  and  40.5  cubic  feet 
in  a  ton  of  Lehigh. 

1  ton  of  6-inch  granite  paving  will  cover  1  super- 
ficial yard. 

1  ton  of  7-inch  granite  paving  will  cover  3  J^  super- 
■  ficial  yards. 

1  ton  of  8-inch  granite  paving  will  cover  3  super- 
ficial yards. 

1  ton  of  9-inch  granite  paving  will  cover  2  J^  super- 
ficial yards. 

1  ton  of  pebble  paving  will  cover  4  to  4  J^  super- 
ficial yards. 

1  ton  of  rag  stone  paving  will  cover  5  to  5  ^  super- 
ficial yards. 

8.  Drawing  Paper     (Sizes) 

Cap 13      X  16      inches. 

Demy 22      x  18      inches. 

Demy 19Hx  15  Ji  inches, 

Medium 22      x  18      inches. 

Royal 24      X  19      inches. 

Super  Royal ' 27      x  19      inches 

Elephant 37  Ji  x  22  }i  inches. 


BROKER'S  CYCLOPEDIA 


331 


Imperial 29  x  21 M  inches. 

Columbier 33Jix23  inches,    j 

Atlas 33  x26  inches. 

Theorem 34  x  28  inches. 

Double  Elephant 40  x  26  inches. 

Antiquarian 62  x  31  inches. 

Emperor 40  x60  inches. 

Uncle  Sam 48  x  120  inches. 

9.     Dry  Measure. 

Used  to  measure  all  dry  articles, 
such  as  grain,  coal,  salt,  fruit,  etc, 

2  pints  make.  1  quart 67.2  cubic  inches. 

4  quarts  make,!  gallon.  .  .  .   268.8  cubic  inches. 

2  gallons  makel  peck. .....   537.6  cubic  inches. 

4  pecks  make.l  bushel.  .  .  .2150.4  cubic  inches. 

36  bushels  makel  chaldron 

of  coal.  ...     57.25  cubic  feet. 

4  bushels,  in  England,  make 1  coom. 

2  cooms,  in  England,  make 1  quarter 

5  quarters,  in  England,  make 1  Wey. 

2  weys,  in  England,  make 1  last. 

The  standard  bushel  of  the 
United  States  is  the  Winchester 
bushel  of  England.  It  is  a  circular 
measure  18  }4  inches  in  diameter 
and  8  inches  deep,  and  contains 
nearly  2150.42  cubic  inches. 

It  contains  77.627413  Avoir- 
dupois pounds  of  distilled  water  at 
its  maximum  density. 

A  gallon  dry  measure  contains 
268.8  cubic  inches. 

In  purchasing  anthracite  coal  20 
bushels  are  generally  called  a  ton. 

10.  Folded  Sheets. 

Folio,  1  fold,  2  leaves 4  pages. 

Quarto,  2  folds,  4  leaves 8  pages. 

Octavo,  4  folds,  8  leaves .16  pages. 

12mo,  6  folds,  12  leaves 24  pages. 

16  mo,  8  folds,  16  leaves 32  pages. 

18  mo,  9  folds,  18  leaves 36  pages. 

24  mo,  12  folds,  24  leaves 48  pages. 

32  mo,  16  folds.  32  leaves 64  pages. 

11.  Fluid  Measure. 

60  minims  make 1  drachm. 

60  minims  make 1  drachm. 

8  ounces  make 1      ounce. 

16  ounces  make 1         pint. 

8  pints  make 1      gallon. 


12.  Land  (In  General  Use). 

7 .  92  inches  make 1  link. 

25  links  make 1  rod. 

16.50  feet  make 1  rod. 

4  rods  make 1  chain. 

10  chains  make 1  furlong. 

8  furlongs  make 1  mile. 

320  rods  make 1  mile. 

5,280  feet  make     1  mile. 

10  square  chains  make 1  acie. 

160  square  rods  make 1  acre. 

640  acres  make 1  square  mile. 

43,560  square  feet  make.  . . .  ^ 1  acre. 

60  geographical  miles  make 1  degree. 

1,728  cubic  inches  make 1  cubic  foot. 

27  cubic  feet  make 1  cubic  yard. 

Gunter's  chain,  22  yards  of  100  links. 

A  section  is  640  acres. 

A  township  is  36  sections,  each  1  square  mile. 

A  span  is  9  inches. 

A  knot-nautical — is  6.086  feet. 

A  fathom — nautical — is  6  feet. 

A  stone  is  14  pounds. 

A  square  acre  is  208  7-10  feet  on  each  side. 

13.  Linear  Measure. 

Used  in  measuring  distances 
where  length   only  is   considered. 

3  barleycorns  or  12  lines  make 1  inch. 

12  inches  make 1  foot. 

3  feet  make 1  yard. 

534  yards,  or  16  H  feet,  make 1  rod. 

40  rods  make 1   furlong. 

8  furlongs  make 1  mile. 

3  miles  make 1     league. 

69  77  Statute  or  60  geographical  miles  1  deg. 
on  the  equator  360  degrees  the  circumference 
of  the  earth. 

The  United  States  measure  is  a 
brass  rod,  which  at  the  tempera- 
ture of  32  degrees,  is  a  standard 
yard — 3  feet  or  36  inches. 

14.  Miscellaneous  Measures 

3  inches  make 1  palm. 

4  inches  make 1  hand. 

9  inches  make 1  span. 

12  inches  make 1  foot. 

3.2809  inches  make 1  metre. 

18  inches  make 1  cubit. 

28  inches  make  nearly 1  sacred  cubit. 

28  inches  make 1  pace. 

3  feet  make 1  yard. 

6  feet  make 1  fathom. 

120  fathoms  make 1  cable. 

I      3  feet  make 1  pace. 

A  hair's  breadth  is  .02083  or  1.  48  part  of  an  inch. 
1  yard  is  .000568  of  a  mile. 
1  inch  is  .0000158  of  a  mile. 

15.  Amount  of  Paint  Require 
for  a  Given  Surface. 

It  is  impossible  to  give  a  rule  that 


332 


THE   REAL   ESTATE 


will  apply  in  all  cases,  as  the  a- 
mount  varies  with  the  kind  and 
the  thickness  of  the  paint,  the  kind 
of  wood  or  other  material  to  which 
it  is  applied,  the  age  of  the  surface, 
etc. 

The  following  is  an  approximate 
rule: 

Divide  the  number  of  square 
feet  of  surface  by  200. 

The  result  will  be  the  number 
of  gallons  of  liquid  paint  required 
to  give  two  coats;  or,  divide  by  18 
and  the  result  will  be  the  number 
of  pounds  of  pure  ground  white 
lead  required  to  give  three  coats. 

1 6.  Paper. 

24      sheets  make 1  quire. 

10  H  quires  make 1  token. 

20      quires  make 1  ream. 

2      reams  make 1  bundle. 

5      bundles  make 1  bale. 

17.  Roof  Elevations. 

By  the  "Pitch"  of  a  roof  is  meant 
the  relation  which  the  height  of  the 
ridge  above  the  level  of  the  roof- 
plates  bears  to  the  span,  or  the 
distance  between  the  studs  on 
which  the  roof  rests. 

The  length  of  rafters  for  the 
most  common  pitches  can  be  found 
as  follows  from  any  given  span : 

If  14  pitch,  multiply  span  by  .559  or  7-12  nearly. 
If  1-3  pitch,  multiply  span  by  .6  or  3-5  nearly. 
If  f  pitch,  multiply  span  by  .625  or  f  nearly. 
If  }^  pitch,  multiply  span  by  .71  or  7-10  nearly. 
If  f  pitch,  multiply  span  by  .8  or  4-5  nearly. 
If  full  pitch,  multiply  span  by  1-12  or  1.  1-8 
nearly. 

To  length  thus  obtained  must  be 
added  amount  of  projections  of 
rafters  at  the  eaves. 

As  rafters  must  be  purchased  of 
even  lengths,  a  few  inches  more  or 
less  on  their  lengths  will  make  a 
difference   in   the   pitch   so   slight 


that  it  cannot  be  detected  by  the 
eye. 

EXAMPLE— To  determine  the 
length  of  rafters  for  a  roof  con- 
structed one-half  pitch,  with  a 
span  of  24  feet-24  x71  equals  17.04 ; 
or,  practically,  just  17  feet. 

A  projection  of  one  foot  for 
eaves  makes  the  length  to  be  pur- 
chased 18  feet. 

18.  Land  or  Square  Measure. 

Used  in  measuring  surfaces. 

144  sq.  inches  make 1  sq.  foot. 

9  sq.  feet  make 1  sq.  yard. 

30M  sq.  yards,  272 14  sq.  inches,  make,l  sq.  rod  or 

perch. 

40  Sq.  rods  or  perches  make 1  sq.    rood. 

4  sq.  roods  or  10  sq.  chains  make ...  1  acr*;. 

640  acres  make 1  sq.  mile  or  section. 

220  X  198  feet  sq.  or  43,560  sq.  feet  make  1  acre. 
36  sq  miles  (6  miles  sq)  make 1  township. 

19.  Shoemaker's  Measure. 

Number  1  is  4.125  inches  in 
length,  and  every  succeeding  num- 
ber is  .333  of  an  inch.  There  are 
28  numbers  or  divisions  in  two 
series  of  numbers,  to- wit :  1  to  13 
and  1  to  15. 

20.  Surveyor's  Long  Measure. 

Used  by  civil  engineers,  sur- 
veryors,  etc. 

The  surveyors  or  Gunter's  chain 
is  generally  used  in  surveying 
land.  It  is  66  feet  or  4  poles  in 
length  and  is  divided  into  100  links. 

Engineers  commonly  use  a  chain 
or  measuring  tape  100  feet  long. 

7  92-100  inches  make 1     link- 

25  links  make 1  rod. 

4  rods  or  100  links  make 1  chain. 

80  chains  make 1  mile. 

21.  Size  of  Sheets. 

Flat  Letter 10x16 

Flat  Fools  Cap ^  .  13x16 

Flat  Cap ■ 14x17 

Legal  Cap 13x16 

Crown 15x19 


BROKER'S   CYCLOPEDIA 


333 


Double  Flat  Letter 16x20 

Demy 16x21 

Double  Demy 21x32 

FoUo  Post 17x22 

Cardboard  (allowing  %  in.  for  trimming) .  .  22x28 

Check  Folio  (Royal) 19x24 

Extra  Size  Folio 19x23 

Double  Cap 17x28 

Medium,  writing 18x23 

Medium,  printing 18x24 

Double  Medium 23x36 

Regular  Bank 19x24 

Double  Royal .' 24x38 

Super  Royal 20x28 

Elephant 23x28 

Double  Elephant 27x40 

Columbier 23x34 

Imperial 22x30 

Imperial 22x32 

Book 24x36 

Atlas 26x33 

Antiquarian 31x53 

The  size  of  the  paper  used  will 
indicate  the  dimensions  of  the  fold- 
ed sheets,  Royal,  Octavo,  Crown, 
Quarto,  Medium,  Folio,  etc.,  etc. 

22.     Troy  .'Heasure. 

For  weighing  gold,  silver  and 
precious  stones. 

24  grains  make 1  pennyweight. 

20  pennyweights  make 1  ounce. 

12  ounces  make 1  pound. 

The  standard  Troy  pound  is  the 
weight  of  22.79437  cubic  inches  of 
distilled  water,  and  is  less  than  the 
pound  avoirdupois. 

The  troy  pound  is  the  one  adopt- 
ed by  the  mint  at  Philadelphia  and 
elsewhere,  and  may  be  regarded  as 
the  standard  of  weight.  The  fol- 
lowing tables  show  the  formula  of 
Troy  weight,  and  the  difference 
between  Troy  and  Avoirdupois 
weights : 

The  Troy  pound  contains: 

5670  grains  equal  to,  240  pwt.  equal  to  12  ounces 
equal  1  lb.  Troy. 
480  grains  equal  to,  20  pwt.  equal  to  1  ounce. 
24  grains  equal  to,  1  pwt. 

The  difference  is  shown  as  fol- 
lows: 


7000  Troy  grains  make.  .  1  pound  Avoirdupois. 
437  H  Troy  grains  make .  1  ounce  Avoirdupois. 

175  Troy  ounces  make,  192  ounces  Avoirdupois 
■  176  Troy  pounds  make.  144  pounds  Avoirdupois 
1  Troy  pound  makes.  822857  rounds  Avoirdu- 
pois. 

1  Avoirdupois  pound  make  1.- 
215278  pounds,  Troy. 

One  pound  Troy  is  equal  to  1 
pint  of  Wine  Measure. 

23.  Unity. 

12  units  make. ..;...". 1  dozen. 

20  units  make 1  score. 

12  dozen  make 1  gross. 

12  gross  make 1  great  gross. 

24.  Wine  or  Liquid  Measure. 

Wine,  spirits,  cider,  vinegar,  oil, 
honey,  etc.,  are  measured  and  sold 
by  this  measure. 

The  standard  unit  for  measure- 
ment of  liquids  adopted  by  the  U. 
S.  Custom  House  is  the  wine  gallon, 
231  cubic  inches,  and  contains 
8.388822  Avoirdupois  pounds,  or 
58373  Troy  grains  of  distilled 
water. 

All  liquors  except  milk,  beer  and 
ale  are  bought  and  sold  by  this 
measurement. 

4  gills  make 1  pint. 

2  pints  make 1  quart. 

4  quarts  make 1  gallon. 

31 J  gallons  make 1  barrel 

42  gallons  make I  tierce. 

100  gallons  make 1  anker 

18  gallons  make 1  runlet. 

63  gallons  make 1  hogshead 

2  hogsheads  make 1  pipe  or  butt 

2  pipes  or  4  hogsheads  make ...  I  tun. 

One  pint  wine  measure  is  equal 
to  one  pound  Troy  weight. 

Wine,  beer  and  dry  measure,  and 
all  measures  of  volume,  differ  from 
the  cubic  measure  only  in  the  unit 
which  is  used  as  a  standard. 

The  English  Imperial  Wine  gal- 
lon is  equal  to  about  1.2  times  the 
wine  gallon  of  the  United  States. 
The    wine    gallon    of    the    United 


334 


THE   REAL  ESTATE 


States  contains  231  cubic  inches. 

One  barrel  of  wine  or  brandy  in 
Great  Britian  or  the  United  States 

equals 31i    gallons. 

One-half  barrel      in      Pennsylvania 

equals 16      gallons. 

One  double  barrel  in  Pennsylvania 

equals 64      gallons. 

A  puncheon   in  Pennsylvania  equals  84      gallons. 
A  tierce  in  Pennsylvania  equals 42      gallons  . 

The  usual  custom  in  the  United 
States  to  reduce  liquid  measures 
to  English  or  British,  ones  of  the 
same  denomination,  is  to  divide 
by  1.2,  or  to  be  exact,  by  1,20032; 
or  to  change  British  to  United 
States  measures,  multiply  by    1.2. 

25.     Information     for      Con= 
tractors. 

One  thousand  shingles,  laid  four 
inches  to  the  weather,  will  cover 
one  hundred  square  feet  of  surface, 
and  five  pounds  of  shingle  nails 
will  fasten  them  on. 

One- fifth  more  siding  and  floor- 
ing is  needed  than  the  number  of 
square  feet  of  surface  to  be  covered, 
because  of  the  lap  in  siding  and 
flooring. 

One  thousand  laths  will  cover 
seventy  yards  of  surface  and  eleven 
pounds  of  lath  nails  will  nail  them 
on. 

Eight  bushels  of  good  lime,  six- 
teen bushels  of  sand  and  one  bushel 
of  hair  will  make  enough  good 
mortar  to  plaster  one  hundred 
square  yards. 

One  cord  of  stone,  three  bushels 
of  lime  and  a  cubic  yard  of  sand 
will  lay  one  hundred  cubic  feet  of 
wall. 

Cement  one  bushel,  and  sand 
two  bushels,  will  cover  3^  square 
yards,  one-inch  thick;  4^  square 
yards  h  inch  thick,  and  6f  square 
yards,  f  inch  thick. 


One  bushel  of  cement  and  one 
bushel  of  sand  will  cover  2\  square 
yards  one  inch  thick;  3  square 
yards  1  inch  thick,  and  4i  square 
yards  J  inch  thick. 

CEMENT  PLASTER. 
1  Bbl  Portland  cement  1  bbl  sand 

■|"  thick  will  cover 136   sq   feet. 

\'  thick^will  cover 102  sq.  feet. 

1'  thick  will  cover 68  sq.  feet. 

1  Bbl  Portland  cement  2  bbl  sand 

^'  thick  will  cover 196  sq.  feet. 

f  thick  will  cover 148  sq.  feet. 

1'  thick  will  cover 99  sq.  feet. 

1  Bbl  Portland  cement  3  bbl  sand 

^''.  thick  will  cover 260  sq.  feet. 

f  *  thick  will  cover 195  sq.  feet. 

1*  thick  will  cover 130_sq.  feet. 

Meterial  Required  Per  Cubic  Yard 
of  Concrete  of  Various  Mixtures. 


Bbl. 

Cyd. 

Cyd. 

Cement    Sand 

£Stone 

Cement 

Sand 

Stone 

1            1 

2 

2.63 

0.440 

0.80 

1            1 

3 

2.10 

0.322 

0.96 

1            1.1-2 

3 

1.90 

0.43 

0.87 

1            1.1-2 

4 

1.61 

0.37 

0.88 

1            2 

4 

1.48 

.   0.45 

0.90 

1            2 

5 

1.29 

0.29 

0.98 

1            2.1-2 

5 

1.21 

0.46 

0.92 

1            2.1-2 

6 

1.07 

0.41 

0.98 

1           3 

5 

1.14 

0.52 

0.87 

1           3 

6 

1.02 

0.47 

0.93 

26.    Contents  of  Fields    and 
Lots. 

220  ft.  by  198  ft equals  1  acre. 

440  ft.  by  99  ft equals  1  acre. 

110  ft.  by  369  ft equals  1  acre. 

60  ft.  by  726  ft equals  1  acre. 

120  ft.  by  363  ft equals  1  acre. 

240  ft.  by  181J  ft equals  1  acre. 

200  ft.  by  108  9-10  ft equals  J  acre. 

100  ft.  by  145  2-10  ft equals  i  acre. 

There  are  12  city  lots,  25  x  lOO 
feet,  in  an  acre  with  the  street  cut 
through. 


BROKER'S   CYCLOPEDIA 335 

27.     Weights  of  Cement  Concrete  etc. 

Weight  of  bag  of  natural  cement  about  94  pounds. 

Weight  of  bag  of  Portland  Cement  about  94  pounds. 

A  barrel  of  natural  cement— 3  bags — and  weighs  about 
282  pounds. 

A  barrel  of  Portland  cement — 4  bags— and  weighs  about 
376  pounds. 

A  cubic  foot  of  loose  measured  broken  trap  store  weighs 
about  90  pounds. 

A  cubic  foot  of  broken  stone  well  shaken  down  weighs 
about  100  pounds. 

A  cubic  foot  of  crusher  run  stone  weighs  about  100 

A  cubic  foot  of  cinder  concrete  averages  112  pounds. 

A  cubic  foot  of  conglomerate  concrete  averages  130 
pounds. 

A  cubic  foot  of  gravel  concrete  averages  150  pounds. 

A  cubic  foot  of  limestone  concrete  averages  148  pounds. 

A  cubic  foot  of  sandstone  concrete  averages  143  pounds. 

A  cubic  foot  of  trap  concrete  averages  155  pounds. 

Loose  unrammed  concrete  weighs  from  5%  to  25%  less 
than  when  well  tamped. 


28.     Weight  and  Comparative  Fuel  Value  of  Wood. 

1  Cord  Air-dried  Hickory  or  Hard  Maple  weighs  about 
4500  lbs.,  and  is  equal  to  about  2000  lbs.  coal. 

1  Cord  Air-dried  White  Oak  weighs  about  3850  lbs., 
and  is  equal  to  about  1715  lbs.  coal. 

1  Cord  Air-dried  Beech,  Red  Oak,  and  Black  Oak,  weighs 
about  3250  lbs.,  and  is  equal  to  about  1450  lbs.  coal. 

1  Cord  Air-dried  Poplar  (whitewood,)  Chestnut  and  Elm 
weighs  about  2350  lbs. ,  and  is  equal  to  about  1050  lbs.  coal. 

1  Cord  Air-dried  Average  Pine,  weighs  about  2000  lbs., 
and  is  equal  to  about  925  lbs.  coal. 

From  the  above  it  is  safe  to  assume  that  2i  lbs.  of  dry 
wood  are  equal  to  1-  lb.  average  quality  of  soft  coal,  and  that 
the  full  value  of  the  same  weight  of  different  woods  is  very 
nearly  the  same — that  is,  a  pound  of  hickory  is  worth  no  more 
for  fuel  than  a  pound  of  pine,  assuming  both  to  be  dry.  It 
is  important  that  the  wood  be  dry,  as  each  10  per  cent,  of 
water  or  moisture  in  wood  will  detract  about  12  per  cent, 
from  its  value  as  fuel. 


336 


r  H  E   REAL   E  S  ATT  E 


29. 


Tables  of  Areas  of  Circles  in  Inches. 


1-^ 

E 
.2 

u 

i       m 

'     6 

i    '^ 

03 

< 

E 

5 

< 

C 

E 

i     « 

Area. 

i    5 
\   i 

S 

Area. 

.i 

.012 

5i 

21.65     • 

15i 

182 . 65 

25} 

500.74 

40  i 

1288.2 

i 

.049 

5i 

23.76 

I5i 

188.69     ' 

25i 

510.71 

41 

1320.3 

i 

no 

5i 

25.97     ; 

15i 

194.83     ' 

25} 

520.77 

411 

1352.7 

h 

.196 

■     6 

28.27     1 

16 

201.06 

26 

530.93 

42 

1385.4 

5 

.307 

6i 

30.68 

16i 

207.39 

26} 

541.19 

42i 

1418.6 

1 

.442 

6J 

33.18 

16i 

213.82 

26  i 

551.55      ' 

43 

1452.2 

.601 

6i 

35  78     1 

16i 

220.35 

261 

562,00 

'  43i 

1486.2 

.785 

7 

38.48     ! 

17 

226 . 98 

27    , 

572,56 

44 

1520.5 

li 

.994 

1     7i 

41.28 

17i 

233.71 

27i 

583,21 

44i 

1556.3 

11 

1.227 

7i 

44 . 18     1 

17i 

240,53     . 

27  i 

593,96 

45 

1590.4 

li 

1.484 

7i 

47.17     ! 

171 

247.45 

271 

604,81 

45i 

1626.0 

li 

1.767 

8 

50.26     1 

18 

254.47 

28 

615.75 

46 

1661.9 

11 

2.073 

8i 

53.46     i 

18i 

261.59 

28} 

626 . 80 

46i. 

1698.2 

U 

2.405 

8i 

56 . 74     \ 

18i 

268.80 

28  i 

637.94 

i  *^ 

1734.9 

li 

2.761 

8i 

60.13 

181 

276.12 

281 

649.18 

1  47i 

1772.1 

2 

3.14 

9 

63.62 

19 

283 . 53 

29 

660,52 

48- 

1809,6 

2i 

3.54 

9i 

67.20 

19i 

291.04 

29} 

671.96 

48i 

1847,5 

2i 

3.97 

9i 

70.88 

19i 

298.65 

29i 

683.49 

49 

1885,7 

21 

4.43 

9i 

74.66 

191 

306.35 

29} 

695.13 

49  i 

1924,4 

2i 

4.91 

10 

78.54 

20 

314   16 

30 

706.86 

50 

1963.5 

2f 

5.41 

10} 

82.61 

20  i 

322.06 

30  J 

730.61 

50i 

2003,0 

2i 

5.94 

lOi 

86.59 

20  i 

330.06 

31 

754.76 

51 

2042,8 

2i 

8.49 

lOi 

90.76 

201 

338.16 

31i 

779.31 

51i 

2083 . 1 

3 

7.07 

11 

95.03 

21 

346.36 

32 

804,25 

52 

2123.7, 

3i 

7.67 

Hi 

99.40 

,  21i 

354 . 66 

32  i 

829 . 57 

52  i 

2164,8 

3i 

8.29 

Hi 

103.87 

21i 

363.05 

33 

855.30 

53 

2206.2 

3i 

8.95 

lU 

108.43 

:   211 

371.54 

33  i 

881,41 

;   53i 

2248 . 0 

3i 

9.62 

12 

113.10 

22 

380.13 

34 

907.92 

54 

2290.2 

31 

10.32 

121 

117.86 

221 

388,82 

34  i 

934.82 

.54i 

2332.8 

3i 

11.04 

12i 

122.72 

\  22i    . 

397,61 

35 

962.11 

55 

2375.8 

3i 

11.79 

121 

127.68 

;  221 

406 , 49 

35  i 

989,80 

t  55i 

2419.2 

4 

12.57 

s   13 

132.73 

i  23 

415.48 

1   '^^ 

1017.90 

56 

2463.0 

4J 

13.36 

13i 

137.89 

23i 

424  .  56 

36  i 

1046.3 

i  56  i 

2507.2 

4i 

14.19 

■   13i 

143.14 

23i 

433.74 

1  37 

1075.2 

'  57 

2551.8 

4i 

15.03 

13i 

148.49 

•  231 

443.01 

)  37i 

1104.5 

I   57i 

2596.7 

4i 

15.90 

.   14 

153.94 

r24 

452,39 

38 

1134.1 

':    58 

2642 . 1 

4J 

16.80 

1   14i 

159.48 

'  24} 

461,86 

38  i 

1164.2 

1  58i 

2687,8 

4i 

17.73 

'   14i 

165.13 

24i 

471,44 

39 

1194.6 

59 

2734,0 

4J 

18.66 

14i 

170.87 

24i 

481.11 

39i 

1225.4 

59i 

2780 , 5 

5 

19  63 

15 

176.71 

25 

490.87 

40 

1256.6 

60 

2827,4 

Diameter  Squared  x.  .7854  --  Area. 
Diameter  x  3.14159  :::=  Circumference. 

Circumference  x  .318309     ::=  Diameter. 


BROKER'S  C  Y  C  LO  P  E  D  I  A 


337 


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338 


THE  REAL  ESTATE 


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BROKER'S   CYCLOPEDIA 


339 


32. 


Table  for  Reducing  Perches  to  Feet. 


Perch 

Feet. 

Perch 

Feet. 

Perch 

Feet. 

Perch 

Feet. 

Perch 

Feet. 

1 

16.6  in. 

21 

3.46.6  in. 

41 

6.76.6  in. 

di 

10.06.6  in 

81 

13.36.6  in. 

2 

33.0 

22 

3.63.0 

62 

6.93.0 

62 

10.23.0 

82 

13.53.0 

3 

49.6 

23 

3.79.6 

43 

7.09.6 

63 

10.39.6 

83 

13.69.6 

4 

66.0 

24 

3.96.0 

44 

7.26.0 

64 

10.66.0 

84 

13.86.0 

6 

82.6 

26 

4.12.6 

46 

7.42.6 

66 

10.72.6 

85 

14.02.6 

6 

99.0 

26 

4.29.0 

46 

7.59.0 

66 

10.89.0 

86 

14.19.0 

7 

1.15.6 

27 

4.46.6 

47 

7.75.6 

67 

11.06.6 

87 

14.36.6 

8 

1.32.0 

28 

4.62.0 

48 

7.92.0 

68 

11.22.0 

88 

14.62.0 

9 

1.48.6 

29 

4.78.6 

49 

8.08.6 

69 

11.38.6 

89 

14.68.6 

10 

1.66.0 

30 

4.95.0 

50 

8.25.0 

70 

11.55.0 

90 

14.86.0 

11 

1.81.6 

31 

5.11.6 

51 

8.41.6 

71 

11.71.6 

91 

16.01.6 

12 

1.98.0 

32 

5.28.0 

52 

8.68.0 

72 

11.88.0 

92 

15.18.0 

13 

2.14.6 

33 

6.44.6 

53 

8.74.6 

73 

12.04.6 

93 

15.34.6 

14 

2.31.0 

34 

5.61.0 

54 

8.91.0 

74 

12.21.0 

94 

15.61.0 

15 

2.47.6 

35 

5.77.6 

55 

9.07.6 

75 

12.37.6 

95 

15.67.6 

16 

2.64.0 

36 

5.94.0 

56 

9.24.0 

76 

12.54.0 

96 

15.84.0 

17 

2.80.6 

37 

6.10.6 

57 

9.40.6 

77 

12.70.6 

97 

16.00.6 

18 

2.97.0 

38 

6.27.0 

58 

9.57.0 

78 

12.87.0 

98 

16.17.0 

19 

3.13.6 

39 

6.43.6 

59 

9.73.6 

79 

13.03.6 

99 

16.33.6 

20 

3.30.0 

40 

6.60.0 

60 

9,90.0 

80 

13.20,0 

100 

16.60.0 

33. 


Spikes,   Nails   and  Tacks. 


Standard  Steel  Wire  Nails. 

Steel  Wire  Spikes 

Common  Iron  Nails 

1 

Common      Finishing 

i       '■ 

Length 

Length 

Diam. 

No.  Per 

Sizes. 

'.   Length] 

No. 

' 

Sizes,  i 

1 

[ 

Inches 

Diam. 
Inches 

No. Per  Diam. 
Pound  Inches 

No.  per 
Pound 

Incheb 

Inches 

Pound 

Inches  | 

per 
Pound 

2d  i 

1 

.0524 

1060    .0453 

1558 

3 

.1620 

41 

2d 

1 

800 

3d 

li 

.0588 

640    .0508 

913 

3i 

.1819 

30 

3d 

li 

400 

4d 

U 

.0720 

380    .0508 

761 

4 

.2043 

23 

4d 

li 

300 

5d 

H 

.0764 

275    .0571 

500 

4i 

.2294 

17 

5d 

li 

200 

6d  ; 

2 

.0808 

210    .0641 

350 

5 

.2576 

13 

6d 

2 

150 

7d  i 

2i 

.0858 

160    .0641 

315 

5i 

.2893 

11 

7d 

2i 

120 

8d 

2J 

.0935 

115    .0720 

214 

6 

.2893 

10 

8d 

2J 

86 

9d 

2i 

.  0963 

93    .0720 

195 

6i 

.2249 

7i 

9d 

2i 

75 

lOd 

3 

.1082 

77    .0808 

137 

7 

.2249 

7  . 

lOd 

3 

60 

12d 

3i 

.1144 

60    .0808 

127 

8 

.3648 

5 

12d 

31 

50 

16d 

3i 

.1285 

48    .0907 

90 

9 

.3648 

4i 

16d 

3i 

40 

20d 

4 
4i 

.1620 
.1819 

31    .1019 
22   

62 

20d 
30d 

4 

4i 

20 

30d 

16 

40d 

5 

5i 

6 

.2043 
.2294 
.2676 

17 

40d 
50d 
60d 

5 

5i  1 
6 

14 

50d 

13   

11 

60d 

11      ; 

1 

s 

J       1 
• 

I      \ 

340 


THE   REAL   ESTATE 


Tacks. 


Number 

Number 

Number 

TiUe 

Length 

Per 

Titk 

Length 

Per 

Title 

Length 

Per 

Ounce 

Inches 

Pound 

Ounce 

Inches 

Pound 

Ounce 

Inches 

Pound 

1 

i 

16000 

4 

A 

4000 

14 

« 

1143 

li 

A 

10666 

6 

A 

2666 

16 

1 

1000 

2 

1 

8000 

,   8 

i 

2000 

18 

ii 

888 

2i 

A 

6400 

10 

+4 

1600 

20 

1 

800 

3 

f 

5533 

12 

J 

1333 

22 
24 

lA 
li 

727 
666 

Wrought  Spikes. 

Number  to  a  Keg  of  150  lbs. 


Length 

iin. 

A  in. 

fin. 

Length 

iin. 

A  in. 

tin. 

A  in. 

iin. 

Inches 

No. 

No. 

No. 

Inches 

No. 

No. 

No. 

No. 

No. 

3 

2250 

7 

1161 

662 

482 

445 

306 

3i 

1890 

1208 

8 

635 

455 

384 

256 

4 

1650 

1135 

9 

573 

424 

300 

240 

4i 

1464 

1064 

10 

391 

270 

222 

5 

1380 

930 

742 

11 

.... 

249 

203 

6 

1292 

868 

570 

12 

236 

180 

CORPORATIONS. 

A  corporation  is  an  association  of  individuals  authorized  by  law  to 
act  under  a  corporate  name  as  a  legal  being. 

-It  is  by  far  the  most  convenient  and  effective  form  of  combination 
where  a  number  of  persons  wish  to  unite  their  efforts,  their  resources, 
or  any  part  of  either  for  some  common  purpose. 

Hence  there  are  corporations  of  many  kinds,  business,  municipal, 
religious,  charitable,  educational  and  others,  each  with  features  peculiar 
unto  itself. 

The  business  corporation  and  the  usages  relating  to  it  are  of  recent 
■growth  and  were  called  into  being  to  avoid  the  many  and  serious  dis- 
'  advantages  of  the  common  partnership. 


BROKER'S   C  YCLOPEDIA  341 

CHAPTER  XV 

Commissions  for  Selling  Real  Estate. 


1 — Schedule  of  rates  East  and    Middle  13 — Regulations  as  to  private  Sales. 

West  14 — Regulations     as     to     agents     and 

2— Private  Sales  (Vacant)  management  of  Property. 

3     Farm  Property.  15 — Appraisement  charges. 

4 — Auction  Sales- Improved  Property.      '        18— New  York  Auction  fees. 

5 — Auction  Sales-Outside  City  limits.  17 — Salesroom  fees. 

6 — Exchange  of  Property.  I        18 — Legal  Sales  fees. 

7 — Leasing    Property   perpetually.  19 — Auction  Sales. 

8 — Leasing  Property  with  privelege  of 
purchasing. 

9 — Selling  and  leasing  Property. 
10 — Renting  and   Leasing   Property. 
11 — Sale  of  Ground  Rents. 
12 — Broker's  and  Auctioneer's. 


20— Exchange  fees. 
21 — Buyer  and  Seller. 
22 — Agent  acting  for  both  parties. 
23 — Important    decision    in    favor    of 
Real  Estate  Brokers. 


SCHEDUIvE  OF  RATES. 

Cincinnati  Real  Estate  Exchange. 
1910. 

Rates  of  Commission  and  Rules  Governing  same.    . 
Article  XII. 

Schedule  of  rates-Private  Sales  Improved  Property. 

On  all  sales  amounting  to  twelve  hundred  and  fifty 
dollars  or  less,  a  fee  of  twenty-five  dollars. 

On  all  sales  of  twelve  hundred  and  fifty  dollars,  or  over, 
a  fee  of  two  per   cent. 

The  above  rates  to  prevail  on  all  sales  made  of  property 
situated  with  in  the  limits  of  the  City  of  Cincinnati.  On  all 
sales  made  of  property  situated  outside  of  the  Hmits  of  the 
City  of  Cincinnati,  the  rate  to  be  three  per  cent,  and  no 
sale  to  be  made  for  less  than  tw^enty-five  dollars. 

2.  Private  sales — Vacant  Property. 

On  all  sales  the  fee  shall  be  three  per  cent,  and  no  sale 
shall  be  made  for  less  than  twenty-five  dollars. 

3.  Farm  Property. 

On  all  sales,  the  fee  shall  be  five  per  cent,  and  no  sale  to 
be  made  for  less  than  twenty-five  dollars. 

4.  Auction  Sales — Improved  Property. 

No  sale  to  be  made  for  less  than  twenty-five  dollars  and 
the  expenses  of  advertising. 


342^ THE   REAL  ES  TATE 

On  all  sales  in  excess  of  twelve  hundred  and  fifty  dollars 
and  up  to  fifty  thousand  dollars,  a  fee  of  two  per  cent  and 
all  expenses. 

On  all  sales  in  excess  of  fifty  thousand  dollars,  a  fee  of 
two  per  cent,  on  the  first  fifty  thousand  dollars  and  one 
per  cent,  in  excess  of  that  amount,  and  all  expenses. 

5.  Auction   Sales — Unimproved    Property   and   outside   City 
Limits. 

On  all  sales,  the  fee  shall  be  three  per  cent,  and  no  sale 
shall  be  made  for  less  than  twenty -five  dollars,  and  all  ex- 
penses, except  in  legal  sales,  when  the  rate  shall  be  two  per 
cent. 

Property  offered  at  public  sale  and  not  sold,  the  owner 
to  pay  all  expenses  of  sale,  and  such  fee  as  may  be  agreed  upon. 

6.  Exchange  of  Property. 

On  all  exchanges  of  property,  the  fee  shall  be  on  the 
basis  of  private  sales — each  party  to  pay  their  own  commission 
and  the  fee  to  be  chargeable  on  both  sides. 

7.  Leasing  Property  Perpetually. 

Leasing  property  perpetually  with  or  without  a  privilege 
of  purchase,  the  fee  shall  be  the  same  as  at  private  sales,  and 
the  valuation  shall  be  based  upon  a  capitalization  of  five  (5) 
per  cent. 

8.  Leasing  Property  with  Privilege  of  Purchasing. 

Leasing  property  with  privilege  of  purchase  where  a 
cash  payment  is  made,  or  lessee  agrees  to  make  improve- 
ments of  sufficient  value  to  secure  ultimate  purchase,  the 
commission  shall  be  the  same  as  at  private  sales,  based  on  the 
total  value  of  the  property. 

9.  Selling  Leasehold  Property. 

At  pubHc  or  private  sale,  the  commission  shall  be  charged 
on  the  total  value  of  the  property  in  fee  simple.  When  there 
is  no  privilege  of  purchase,  the  ground  rent  to  be  considered 
as  being  at  the  rate  of  five  (5)  per  cent,  and  the  valuation  to  be 
capitalized  on  that  basis. 

1 0.  Renting  and  Leasing  Property. 

A  fee  of  four  per  cent,  on  the  first  year's  rent,  and  one 
per  cent,  additional  on  the  yearly  rental  for  each  additional 
year  leased;  provided  that  where  a  lease  contains  a  privilege 


BROKER'S   CYCLOPEDIA 343 

of  renewal  the  broker  shall  receive  the  commission  of  one 
per  cent,  per  annum  on  the  additional  years  when  such  re- 
newal is  made. 

Where  a  privilege  of  purchase  is  given  the  broker  shall 
receive  the  regular  commission  on  the  same  if  the  privilege 
is  exercised,  less  any  commission  he  may  have  received  when 
the  transaction  was  first  made. 

1 1 .  Negotiations  of  Loans  and  Sale  of  Ground  Rents- 

In  the  negotiation  of  loans  or  sale  of  ground  rents,  the 
fee  shall  be  two  (2)  per  cent,  in  the  absence  of  any  special 
agreement;  also  attorney's  fees  for  examination  of  title  and 
preparing  and  recording  the  necessary  papers. 

Renewals  of  loans  shall  be  made  at  the  same  rate  of 
commissions. 

Rules  governing  the  payment  of  Commissions. 

The  seller  or  lessor  is  expected  to  pay  the  commission  on 
any  sale  or  lease  of  his  property  unless  otherwise  provided  for 
by  special  agreement  with  the  broker. 

1 2.  Brokers'  and  Auctioneers'  Commissions. 

The  following  table  of  commissions  is  that  adopted  by 
the  Real  Estate  Board  of  Brokers  of  New  York  and  published 
in  its  official  year  book. 

13.  Regulations  as  to  Private  Sales. 

The  following  commissions  shall  be  chargeable  on  private 
sales,  except  where  a  special  contract  has  been  previously 
made. 

1st,     For  selling  real  estate  with  in  the  limits  of 

New  York  and  Brooklyn :....!% 

Leaseholds . 2% 

2d.  For  selhng  real  estate  in  the  suburbs  in  of  New  York, 
Brooklyn  and  country  property 2-|% 

3d.     Western  and  southern  lands -5% 

4th.  Selling  leases  and  leaseholds  in  the  suburbs  of 
New  York 5% 

5th.     Procuring  loans,  1  per  cent,  or  by  agreement. 

In  the  case  of  exchanges,  a  full  commission  shall  be  paid 
on  each  side.  No  sales  shall  be  made  for  a  commission  of 
less  than  $25. 

Should  the  title  of  property  prove  imperfect,  whereby  a 
sale  cannot  be  consummated,  the  claim  for  commission  shall 
not  be  invalidated  thereby. 


344  THE   REAL   ESTATE 


Brokerage  shall  be  deemed  to  be  earned  when  the  price 
and  terms  are  arranged  between  buyer  and  seller,  the  minds 
of  both  parties  having  fully  met.  It  shall  be  due  and  payable 
when  the     contract  is  signed. 

14.  Regulations  as  to  Agents  and  Management  of  Property. 

The  following  commissions  shall  be  charged  for  the 
management"  and  letting  of  property,  except  where  a  special 
contract  has  previously  been  made. 

Renting  for  a  term  under  three  years  on  first  year's 
rental  or  fraction  thereof 2-|% 

Renting  for  less  than  one  year,  by  special  agreement. 

Leasing  for  a  term  of  three  years  and  upward,  on  gross 
rental,  except  by  special  agreement 1% 

Leasing  country  property,  first  year 5% 

Each  subsequent  year  to  same  party 2^% 

On  renting  and  collecting,  except  by  special  agreement  5% 

15.  Appraisement  Charges. 

For  appraising  real  estate  in  the  Boroughs  of  Manhattan, 
Bronx  and  Brooklyn,  from  $10  to  |  of  1  per  cent  upon  val- 
uation, or  according  to  agreement. 

Suburban  property,  ^  of  1  per  cent,  or  according  to 
agreement. 

16.  New  York  Auction  Fees. 

The  following  regulations  governing  the  fees  for  auction- 
ing real  estate  are  those  adopted  by  the  Real  Estate  Auction- 
eers' Association  of  the  City  of  New  York. 

17.  Regular  Salesrooms  Fees. 

Knockdowns  on  all  real  estate $5 .00 

Auctioneers  not  renting  stands  to  pay  double  rate .  .    10 .  00 

18.  Legal  Sales  Fees. 

Knockdowns  on  all  sales  of  real  estate  bv  order  of  the 
court ^......$2.00 

Salesroom  fees  on  property  offered  at  upset  prices  shall 
be  the  same  as  if  sold.  In  all  cases  where  property  is  offered 
at  an  upset  price  and  not  sold,  or  where  the  property  is  bid  in 
by  the  owner,  or  on  his  behalf,  the  auctioneer  shall  so  inform 
the  manager  immediately  after  the  sale. 

10.    Commissions  on  Auction  Sales. 

Commissions  on  sales  of  real  estate  shall  be  as  follows, 
viz:     On  New  York  and  Brooklyn  property,  not  less  than  ^ 


B  R  O  K  E  R  '  S   C  Y  C  LOP  E  D  I  A  _  845 

of  1  per  cent,  to  be  paid  by  the  seller  in  addition  to  the  ex- 
pense of  maps,  advertising  and  salesroom  fees;  and  no  member 
of  the  association  shall  be  allowed  to  divide  this  commisvsion 
with  any  person  except  a  real  estate  broker  brirging  a  sale 
direct. 

On  country  property  and  leasehold  property,  wherever 
situated,  the  commission  shall  be  not  less  than  1  per  cent, 
to  be  paid  by  the  seller  in  addition  to  the  expense  of  maps, 
advertising  and  salesroom  fees. 

The  purchaser  shall  also  pay  the  auctioneer's  fee  of  $20 
on  each  numbered  lot,  except  on  sales  of  property  producing 
less  than  $1,000,  when  the  fee  shall  not  be  less  than  $10  on 
each  lot. 

All  legal  sales  shall  be  at  the  legalrate,  viz:  $15  auction 
fee  and  $2  salesroom  fee,  to  be  paid  by  the  purchaser. 

The  auctioneer  shall  be  entitled  to  his  commission  on 
any  real  estate  advertised  by  him  and  sold  by  the  owner 
previous  to  the  day  of  sale,  the  same  as  if  sold  at  auction. 

BROOKLYN  AUCTION  FEES. 

The  following  regulations  governing  exchange  and  auction 
are  those  adopted  by  the  Brooklyn  Real  Estate  Exchange. 

20.  Exchange  Fees. 

Knockdown  on  real  estate  to  auctioneers  renting  stands 
$2.00 

Knockdown  on  real  estate  to  auctioneers  not  renting 
stands 6.00- 

Knockdown  on  all  sales  of  real  estate  by  order  of  the 
court 2.00 

Auctioneers'  stands,  terms  per  annum,  from  May  1, 
payable  in  advance  quarterly 100 .  00 

21.  Commission  on  Auction  Sales  to  be  Paid  by  Buyer  and 
Seller. 

The  commission  on  auction  sales  of  real  estate  shall  be 
as  follows,  viz;  On  New  York  and  Brooklyn  property,  \  of 
1  per  cent,  and  on  country  property,  1  per  cent,  to  be  paid 
by  the  seller,  in  addition  to  the  expense  of  maps,  advertising 
and  salesroom  fees.  The  purchaser  shall  also  pay  the  auction- 
eer's fee  of  not  less  than  fifteen  dollars,  except  on  sales  of 
property  producing  less  than  $1,000,  when  the  fee  shall  not 
be  less  than  ten  dollars  on  each  lot.  All  legal  sales  shall  be 
at  the  legal  rates,  viz;  fifteen  dollars  auction  fee  and  two 
dollars  salesroom  fees,  to  be  paid  by  the  purchaser. 


346 THE  REAL  ESTATE 

22.  Real  Estate  Agent  Acting  for  Both  Parties. 

Can  a  real  estate  agent  act  for  both  buyer  and  seller  so 
as  to  earn  a  commission  from  each? 

Not  properly,  unless  both  parties  know  of  his  double  re- 
lation and  agree  to  it. 

The  position  is  one  the  law  does  not  approve,  and  03 dy 
full  disclosures  to  both  parties  interest  and  their  approval  01 
acquiescence  therein,  will  give  the  agent  a  valid  claim  on 
which  he  can  base  a  suit. 

With  the  knowledge  and  consent  of  both  parties,  the 
agent  may  act  for  both  and  may  then,  if  necessary,  collect 
his  commission  from  both  by  suit. 

23.  Important  Decision  in  favor  of  Real  Estate  Brokers. 

"All  the  broker  has  to  do  is  to  bring  the  parties  together, 
and  if  there  is  a  failure,  provided  the  broker  did  not  contribute 
to  the  failure,  he  is  entitled  to  his  commissions  as  a  matter 
of  law."      John  A.  Murphy. 

The  above  is  the  gist  of  an  opinion  in  a  real  estate  case 
delivered  by  Judge  Murphy,  of  the  Common  Pleas  Court, 
recently,  and  is  one  of  the  most  important  that  has  been 
rendered  recently  bearing  on  the  sale  of  real  estate. 

In  these  few  words  the  court  si/es  up  the  situation 
where  there  is  any  controversy  over  the  collection  of  a  real 
estate  man's  commission.  It  will  be  seen  that  this  ruling, 
which  is  one  of  the  most  direct  upon  the  subject,  that  it  is 
necessary  for  a  deal  really  to  be  consummated,  if  the  deal 
falls  through  after  it  is  arranged  by  the  broker  and  he  has 
succeeded  in  getting  the  parties  to  agree. 

The  court  holds  that  then,  a  broker's  services  have  en- 
titled him  to  his  regular  commission,  and  so  decided  in  the 
cases  of  Frederick  A.  Schmidt  vs.  Florence  Laws  and  Frederick 
A.  Schmidt  vs.  Blanche  L.  Bradford  and  Harry  Laws. 

In  this  suit  the  property  opposite  the  Grand  Opera  House, 
on  Vine  Street,  which  was  purchased  for  a  theatre  site,  was 
involved. 

Frederick  A.  Schmidt  and  Frank  J.  Wade,  the  latter  now 
deceased,  brought  the  parties  together,  and  the  court 
instructed  the  jury  to  bring  in  a  verdict  for  the  brokers, 
allowing  their  commissions  of  $2,400  each. 


BROKER'S   CYCLOPEDIA 


347 


CHAPTER  XVI 


Property. 


1 — What  is  property. 

2 — What  is  real  property. 

3 — What  is  corporeal  real  property? 

4 — What  is  incorporeal  real  property? 

5 — What  is  personal  real  property? 

6— What  is  land? 

7 — What     does     tenements     heredita- 
ments include. 

8     Fixture,  What  is  a  Fixture? 

9 — What  is  ownership? 
10 — What  is  a  Remainder? 
11 — What  is  a  Reversion? 


12— What  is  an  Estate? 

13 — What  is  an  Estate  for  years? 

14 — What  is  an  Estate  Inheritance? 

15— What  is  an  Estate  at  Will? 

16 — WTjpit  is  an  Estate  for  life. 

17 — What  is  an  appurtenance? 

18 — What  is  Community  Property? 

19— What  is  Courtesy? 

20— What  is  a  Dower? 

21— What  is  a  Title? 

22     Lost  property. 


1.  Property. 

Property  is  anything  of  which  there  may  be  ownership. 
Land,  buildings,  clothing,  domestic  animals,  copyrights,  and 
the  good  will  of  a  business,  are  examples  of  property.  There 
are  two  kinds  of  property^ — real  and  personal. 

2.  Real  Property. 

REAL  PROPERTY  is  divided  into  two  classes— cor- 
poreal and  incorporeal. 

Real  property  in  each  State  is  governed  by  the  law  of 
that  State,  except  as  to  property  the  title  to  which  is  in  the 
government  of  the  United  States. 

3.  Corporeal  Real  Property. 

CORPOREAL  REAL  Property  includes  all  things  which 
are  visible  and  capable  of  possession,  such  as  lands,  mines, 
rights  of  way,  water  courses,  etc. 

4.  Incorporeal  Real  Property. 

INCORPOREAL  REAL  Property  consists  of  rights  and 
profits  issuing  out  of  and  annexed  to  corporeal  real  property, 
such  as  rents,  etc. 


348  THE   RE  A  L   ESTATE 

5.  Personal  Property. 

"PRIVATE  PROPERTY,"  says  St.  Thomas,  "is  neces- 
sary to  human  life  for  three  reasons:  first,  because  everyone 
is  more  solicitous  to  look  after  what  belongs  to  himself  alone 
than  what  is  common  to  all  or  many ;  secondly,  because  human 
affairs  are  handled  more  orderly  when  on  each  individual  is 
the  care  of  managing  something;  thirdly,  becaUvSe  thereby 
peaceful  state  of  society  is  secured,  while  each  one  is  content 
with  his  own." 

6.  Land. 

IvAND  comprises  the  solid  material  of  the  earth,  includ- 
ing that  which  is  visible,  as  well  as  that  which  lies  under  lakes 
and  rivers,  and  it  extends  from  the  center  of  the  earth  to  an 
indefinite  distance  upward.  All  things  growing  upon  or  built 
on  land,  as  well  as  all  metals  and  mines  beneath  the  surface, 
are  considered  a  part  of  the  land.  Buildings  upon  land  are 
so  generally  understood  to  be  a  part  of  the  land  that  they  will 
pass  with  the  land  in  a  deed  of  conveyance  without  being 
named. 

Land,  because  of  its  immovability,  its  indestructibility 
and  its  relative  permanance  in  value,  as  well  as  on  account  of 
the  manv  fine  sentiments  that  cluster  about  its  ownership, 
always  has  been  and  is  now  esteemed  above  all  other  forms  of 
property. 

7.  Lands— Tenements — Hereditaments 

LANDS,  TENEMENTS  and  HEREDITAMENTS.  The 
phrase,   "lands,  tenements  and  hereditaments"  includes: 

(1)  The  land  itself. 

(2)  Anything,  either  lands  or  buildings,  which  may 
be  held  by  a  tenant. 

(3)  Everything  which  passes  from  the  ancestor  to 
the  heir. 

8.  A  Fixture. 

A  FIXTURE  is  an  article  which  may  be  either  real  or 
personal  according  to  circumstances.  A  thing  is  said  to  be 
affixed  to  land  when  it  is  attached  to  it  by  means  of  roots,  as 
in  the  case  of  trees,  vines  and  shrubs;  or  imbedded  in  it,  as  in 
the  case  of  walls;  or  permanently  resting  upon  it,  as  in  the 
case  of  buildings,  or  permanently  attached  to  that  which  is  so 
permanent,  as  by  means  of  cement,  planter,  nails,  bolts  and 
screws. 


BROKER'S   CYCLOPEDIA 349 

9.  Ownership. 

OWNERSHIP.  The  ownership  of  a  thing  is  defined  to 
be  the  right  of  one  or  more  persons  to  use  and  possess  it  to  the 
exclusion  of  others.  The  right  of  ownership  in  land  was 
recognized  as  far  back  as  the  days  of  the  patriarch  Abraham. 
Persons  are  natural  or  artificial.  A  natural  person  is  a  living 
human  being.  An  artificial  person,  or  a  corporation,  as  it  is 
called,  is  a  creature  of  the  law  and  has  certain  powers  and 
duties  of  a  natural  person.  The  owner  of  the  land  in  fee  is 
entitled  to  the  surface  and  to  everything  permanently  sit- 
uated above  or  below  it.  He  may  grant  the  minerals  and 
remain  the  owner  of  the  surface  of  the  land ;  or  he  may  grant 
the  use  of  the  surface  of  the  land  and  remain  the  owner  of  the 
minerals  by  specifically  excepting  the  minerals  in  the  grant. 
All  property  has  an  owner.  Public  property  is  owned  by  the 
State;  private  property  by  individuals.  Any  person,  capable 
of  making  a  contract,  be  citizen  or  foreigner,  may  take,  hold 
and  dispose  of  both  real  and  personal  property.  Ownership 
may  be  absolute  or  qualified.  In  absolute  ownership,  a 
single  person  has  absolute  dominion  over  the  property,  and 
may  use  or  dispose  of  it  at  his  pleasure,  subject  to  general 
laws. 

In  qualified  ownership,  two  or  more  persons  participate 
as  owners,  or,  the  time  of  the  enjoyment  of  the  property  is 
deferred,  limited  or,  the  use  to  which  the  property  may  be 
put  is  restricted. 

10.  A  Remainder. 

A  REMAINDER  is  a  future  estate,  other  than  a  reversion, 
and  is  dependent  on  some  estate  which  preceded  it.  Thus, 
in  the  case  above,  where  Smith  granted  a  life  estate  to  Jones, 
the  interest  which  Smith  still  has  in  the  land  would  be  an  estate 
in  reversion,  as  the  land  would  revert  to  Smith,  or  his  success- 
ors, upon  the  death  of  Jones.  Again,  if  Smith  were  to  grant  a 
life  estate  to  Jones,  the  land  to  become  the  property  of  Brown 
upon  the  death  of  Jones,  the  interest  which  Brown  had  in  the 
land  while  Jones  was  in  possession,  would  be  called  an  estate 
in  remainder.  A  remainder  is  limited  to  a  third  person;  a 
reversion  belongs  to  the  grantor. 

U.    A  Reversion. 

A  REVERSION  is  the  residue  of  an  estate  left,  by 
operation  of  law,  in  the  grantor  or  his  successors.  The  fee 
simple  of  all  lands  must  abide  in  some  one,  and  if  he  who 
before  possessed  the  whole  estate,  carved  a  smaller  estate 


350  THE  REAL  ESTATE 


out  of  it  and  granted  it  away,  whatever  was  not  so  granted, 
remained  in  him. 

12.  An  Estate. 

AN  ESTATE  is  the  degree,  nature,  quantity  or  interest 
which  one  has  in  real  property.  In  respect  to  the  duration 
of  their  enjoyment,  there  are  four  estates  in  real  property 
namely : 

(1)  Estate  for  years. 

(2)  Estate  of  Inheritance. 

(3)  Estates  at  will. 

(4)  Estates  for  life. 

13.  Estates  for  Years. 

ESTATES  FOR  YEARS,  or  Leasehold  Estates,  are 
contracts  for  the  possession  and  profits  of  real  estate  for  a 
fixed  period  with  reservation  of  rents. 

1 4.  Estate  of  Inheritance. 

ESTATE  OF  INHERITANCE,  or  perpetual  estates. 
Every  such  estate  is  a  fee — that  is,  an  estate  which  may 
continue  forever,  and  is  the  largest  possible  estate,  and  every 
such  estate  which  is  not  defeasible  or  on  condition,  is  a  fee 
simple  or  absolute  fee. 

15.  Estate  at  Will. 

ESTATES  AT  WILL,  are  the  letting  of  land  by  one 
person  to  another,  to  be  held  at  the  will  of  the  party  so  letting 
it.  Estates  at  will  have  been  found  to  be  so  uncertain  that 
they  have  become  well  nigh  obsolete  as  the  tendency  of  the 
courts  is  to  construe  them  to  be  tenancies  from  year  to  year. 

16.  Estates  for  Life. 

ESTATES  FOR  LIFE.  A  person,  that  is  to  say.  Smith, 
owning  a  parcel  of  land,  may  grant  it  to  Jones,  to  be  held  by 
Jones  as  long  as  Jones  lives.  In  such  case,  Jones'  interest  in 
would  be  termed  a  life  estate,  and  Jones  would  be  a  tenant  for 
Hfe.  The  duty  of  the  life  tenant  is  to  so  care  for  the  property 
as  to  prevent  deterioration  or  waste  from  neglect  or  decay. 
He  may  make  reasonable  use  of  wood  on  the  premises  for  fuel 
fences  or  repairs.  The  tenant  for  life  may  lease  the  property 
or  occupy  it  himself.  He  cannot  sell  or  mortgage  the  prop- 
erty, nor  dispose  of  it  at  his  death,  but  he  may  sell  or  mortgage 
his  life-ownership  or  interest. 


BROKER'S   CYCLOPEDIA 351 

17.  An  Appurtenance. 

AN  APPURTENANCE  is  that  which  is  incidental  to 
or  by  right  used  with  the  land  for  its  benefit,  as  in  the  case  of 
a  fence,  gate  or  windmill. 

18.  Community  Property. 

Community  property  is  that  acquired  by  husband  and 
wife,  or  either,  during  marriage,  when  not  acquired  as  the 
separate  property  of  either. 

19.  Estate  by  Courtesy. 

Courtesy  is  the  life  estate  which  a  husband  has  in  the 
property  of  his  wife  after  her  death. 

20.  Dower. 

Dower  is  the  Ufe  estate  which  the  wife  has  in  her  husbands 
property  which  was  acquired  during  their  marriage,  and 
usually  means  one-third  of  the  estate. 

21.  Title. 

Title  is  defined  to  be  the  means  whereby  the  owner 
has  just  possession  of  his  property. 

(1)  A  PERFECT  TITLE  is  one  that  is  good  and  valid 
beyond  all  reasonable  doubt..  It  should  be  free  from  liti- 
gation, palpable  defects  and  grave  doubts,  should  consist 
of  both  the  legal  and  the  equitable  title,  and  should  be  fairly 
deducible  from  the  public  records. 

(2)  TITLES  ARE  GOOD,  MARKETABLE,  DOUBT- 
FUL OR  BAD.  A  good  title  is  one  which  entitles  the  owner 
of  the  property  or  estate  to  the  lawful  possession  thereof. 

(3)  A  MARKETABLE  TITLE  is  one  which  a  court  of 
equity  would  consider. to  be  so  clear  that  it  would  enforce  the 
acceptance  of  such  title  by  a  purchaser. 

(4)  A  DOUBTFUL  TITLE  is  one  which  a  court  of 
equity  would  not  enforce  and  yet  one  which  would  not  be 
defective  enough  for  a  court  to  declare  bad.  A  bad  title 
would  convey  no  property  whatever. 

THE  FINDER  of  lost  property  has  a  clear  title  against 
all  the  rest  of  the  world  except  the  owner.  If  a  sum  of  money 
for  instance,  is  found  in  a  store,  the  proprietor  has  not  right 
to  demand  it  because  it  was  found  on  his  premises.  He  could 
enforce  regulations  made  with  his  employes  regarding  property 
so  found,  but  the  pubHc  would  not  be  affected  thereby.  The 
police  have  no  special  rights  in  this  connection,  unless  con- 
ferred by  statute. 


852 


THE  REAL  EST  A  T  E 


CHAPTER  XVII. 

Leases. 


1 — What  is  a  lease. 

2 — Two  kinds  of  leases,  (oral  and 
written.) 

3— Term. 

4 — Covenants  are  either  expressed  or 
implied  and  why? 

5 — Landlords  and  Tenants  rights  and 
liabilities  under  a  lease. 

6 — When  can  a  lease  be  assigned  or 
sub-let. 

I.    What  is  a  Lease? 


7 — How  to  evict. 
8 — Inside  repairs. 
9 — When  to  record  a  lease. 
10 — When  notice  to  vacate  is  unneces- 
sary. 
11 — How  to  cancel  a  lease  under  seal. 
12 — What  every  lease  should  contain. 
13 — Back  rent. 

14 — Landlord's  neglect  a  counter-claim 
for  damages. 


A  lease  is  a  contract  between  Landlord  and  tenant. 
There  are  two  kinds  of  leases. 

2.     Oral  and  Written. 

In  most  states  a  lease  must  be  in  writing,  if  for  a  longer 
time  than  one  year. 

Generaly,  if  for  one  year  or  less  it  may  be  made  orally, 
and  this  is  true  even  though  the  term  is  to  commence  at  a 
date  in  the  future. 

In  a  few  states  leases  can  be  made  for  only  a  limited 
number  of  years,  while  in  others  a  lease  for  more  than  a  certain 
number  of  years  must  be  recorded. 

COVENANTS. — Aside  from  the  above  provisions,  any 
further  agreement  between  the  parties  may  be  incorporated 
in  the  writing. 

A  lease  is  but  a  contract,  and  the  full  agreement  of  the 
parties  should  be  set  forth. 

Frequently  the  following  covenant  is  inserted : 

"The  party  of  the  second  part  hereby  covenants  not  to 
sublet  said  premises,  or  any  portion  therof,  without  the 
written  consent  of  said  party  of  the  first  part." 

TERM  The  term  of  the  lease  is  the  time  for  which  it  is 
to  run. 

If  the  tenant  has  been  in  possession  under  a  lease  for  one 
or  more  years,  and  he  retains  possession  without  executing 
a  ne.N  leise,  he  is  presumed,  in  the  absence  of  some  agreement, 
to  be  a  tenant  from  year  to  year,  which  means  that  his  term 


BROKER'S  CYCLOPEDIA 353 

after  the  expiration  of  the  lease  is  one  year,  and  if  he  remains 
in  possssion  after  the  next  year  he  is  a  tenant  for  another 
year. 

4.  Express  and  Implied  Covenants. 

The  covenants  contained  in  a  lease  are  either  expressed 
or  impHed. 

The  imphed  covenants  exist  whether  they  are  mentioned 
or  not. 

The  express  covenants  must  be  included  in  the  express 
conditions  of  the  lease,  and  may  be  many  or  few. 

The  implied  covenants,  on  the  part  of  the  lessor,  are 
those  regarding  quiet  enjoyment  and  the  payment  of  taxes. 

The  usual  words  of  grant  in  a  lease  are  "demise  and  lease," 
or  "grant  and  demise,"  these  words  being  said  to  import  a 
covenant  of  quiet  enjoyment. 

This  covenant  is  broken  when  the  tenant  is  evicted  by 
some  one  who  has  a  paramount  title. 

The  landlord  also  impliedly  covenants  that  he  will  pay 
all  taxes  assessed  against  the  premises  during  the  term. 

There  is  no  implied  covenant  on  the  part  of  the  lessor, 
or  landlord,  that  the  premises  are  in  a  tenantable  condition. 

On  the  part  of  the  lessee,  or  tenant,  there  is  an  imphed 
covenant  that  he  shall  pay  the  rent  stipulated  for;  and,  al- 
though no  sum  is  specified  in  the  lease,  the  tenant  must  pay  a 
reasonable  rent,  unless  it  appears  that  it  was  the  intention  of 
the  parties  that  none  was  to  be  paid. 

The  lessee  also  impliedly  to  keep  the  premises  in  ordinary 
repair. 

5.  Rights  and  Liabilties  Under  a  Lease. 

Aside  from  the  covenants  in  a  lease  there  are  certain 
rights  and  liabilities  which  arise  from  the  relation  of  landlord 
and  tenant. 

In  the  absence  of  an  agreement  to  the  contrary  the  tenant 
is  entitled  to  the  exclusive  possession  of  the  premises. 

He  is  liable  for  waste  and  is  stopped  from  denying  his 
landlord's  title;  that  is,  the  tenant  cannot  for  any  purpose 
claim  that  the  premises  do  not  belong  to  his  landlord. 

The  landlord  is  under  no  obligation  to  repair  unless  the 
lease  expressly  binds  him  to  such  duty. 

And  he  is  entitled  to  the  fixtures  annexed  to  and  made  a 
part  of  the  realty. 

6.  Assigning  or  Subletting  of  Lease. 

Unless  the  tenant  is  restrained  by  an  express  covenant 


354  THE   REAL   ESTATE 


against  subletting  or  assigning,  he  may  assign  or  sublet  his 
lease  without  the  consent  of  the  landlord. 

If  the  interest  granted  by  the  lessee  is  for  a  shorter  time 
or  for  rights  inferior  to  those  granted  in  his  own  lease,  it  is 
a  sublease. 

7.  Eviction. 

At  the  expiration  of  the  lease  the  landlord  is  entitled  to 
the  possession  of  the  premises,  and  if  the  tenant  does  not 
surrender  them,  the  landlord  may  institute  proceedings  to 
evict  him. 

The  statutes  in  the  different  States  provide  the  procedure 
by  which  the  tenant  holding  over  after  his  lease  has  expired 
may  be  evicted  on  vShort  notice. 

This  is  termed  "summary  proceedings." 

This  form  of  procedure  is  also  provided  by  statute  for 
the  eviction  of  the  tenant  when  he  does  not  pay  his  rent. 

Where  the  tendency  is  not  for  any  fixed  period,  but  is  a 
tenancy  from  year  to  year  or  month  to  month,  it  cannot  be 
terminated  by  either  party  except  by  notice. 

Under  the  common  law  a  tenancy  from  year  to  year  could 

be  terminated  by  notice  six  months  before  the  expiration 

of  the  period,  and  in  the  case  of  a  tenancy  for  a  shorter  period, 

as  from  month  to  month,  by  a  notice  equal  to  the  length  of 

■  the  period. 

Until  this  notice  has  been  given,  the  landlord  cannot 
evict  the  tenant,  and  until  the  tenant  has  given  a  like  notice 
to  the  landlord,  he  is  liable  to  be  held  for  the  rent  unless  the 
landlord  accepts  his  surrender  of  the  premises. 

The  statutes  in  the  different  states  have  in  many  instances 
changed  the  common  law  rule  and  a  shorter  notice  is  rendered 
sufficient. 

HINTS  ON  RENTING  AND  LEASING 
PROPERTY. 

8.  Inside  Repairs. 

Renting  property  for  more  than  one  year  should  be  done 
only  by  a  written  lease. 

A  written  lease  cannot  be  varied  by  parole  evidence. 

A  Landlord  don't  have  to  make  inside  repairs  unless  said 
repairs  are  specified  in  the  lease. 

9.  Recording. 

A  lease  for  three  (3)  years  or  more  should  always  be 
recorded. 


BROKER'S   CYCLOPEDIA  355 


Permanent  articles  in  leased  premises,  as,  if  built  in  or 
firmly  fixed  to  the  property,  become  fixtures  and  cannot  be 
removed. 

10.  Notice  to  Vacate. 

Notice  to  vacate  is  unneceSvSary  upon  the  expiration  of 
your  lease. 

It's  not  right  to  move  into  premises  until  you  get  your 
written  lease  or  agreement. 

Putting  in  a  tenant  in  your  place  does  not  release  you  from 
the  responsibility  for  the  payment  of  rent  due  or  that  may 
become  due. 

11.  Under  Seal. 

A  lease  under  seal  can  only  be  canceled  by  a  writing 
under  seal. 

Al^^ays  get  the  Landlords  consent  before  taking  a  sub- 
lease. 

Monthly  tenants  must  be  given  notice  before  they  can 
be  dispossessed. 

Before  dispossessing  a  tenant  demand  the  exact  sum  due 
for  rent  in  writing. 

Just  because  a  I^andlord  accepts  the  keys  of  his  premises 
when  you  vacate  same  does  not  release  a  tenant  from  the 
payment  of  unpaid  rent. 

12.  What  Every  Lease  Should  Contain. 
Every  lease  should  contain : 

(1)  Names  of  Parties. 

2()  Description  of  Premises. 

(3)  Time  to  run. 

(4)  Amount  of  rent. 

(5)  How  paid. 

A  tenant  is  not  obliged  to  show  the  premises  unless  the 
lease  so  provides. 

Every  lease  should  provide  for  the  contingency  of   fire. 

13.  Back  Rent. 

A  warrant  of  dispossess  terminates  your  lease. 

Ejectment  for  non-payment  of  rent  does  not  release 
you  from  paying  back  rent. 

Landlord  is  entitled  to  judgment. 

Acceptance  of  rent  from  a  sub-lessee  is  consent  to  the 
sub-tenancy. 

14.  Landlord's  Neglect. 

A  Landlord's  neglect  is  a  Counter  claim  for  damages 
caused  tenant  on  a  suit  for  payment  of  rent. 


356 


THE  REAL   ESTATE 


CHAPTER  XVIII. 

Words  used  in  Building  and  Construc- 
tion and  their  Meaning. 


ABUTMENT:  The  support  of 
an  arch. 

ACCUMULATOR  (Eleetrical) : 
Secondary  Battery,  Storage  Bat- 
tery. Apparatus  in  which  elec- 
trical energy  from  an  external  is 
stored  by  being  converted  into 
chemical  energy  by  electrolytic 
action. 

ACCUMULATOR  (Hydraulic): 
In  hydraulic  machinery  using 
water  intermittenly,  as  lifts,  presses 
etc.,  there  are  regular  or  irregular 
periods  during  which  the  consump- 
tion is  greater  than  the  supply, 
and  vice  versa. 

ACETLYLENE  GAS:  A  hy-dro 
carbon  Gas  of  high  illuminating 
power,  existing  in  ordinary  coal 
Gas,  arid  manufactured  separately 
by  the  decomposition  of  Calcium 
Carbide  in  water. 

ADOBE:     A  dried  brick. 

AISLE:  The  wing  of  building, 
a  passage-way  in  a  church. 

AKIMBO:  Arched,  bent  crook- 
ed. 

ALABASTER:  A  species  of 
soft  white  marble. 

ALIGNMENT:  Adjusting  to  a 
level  or  straight  line. 

AMPERE:  The  unit  of  quan- 
tity, as  distinct  from  intensity,  in 
measurement  of  electrical  currents. 

AMPHITHEATRE:  A  place 
for  the  audience  in  theatre  or  lecture 
room,  circular  or  elliptical,  with 
raised  seats. 


AMAGLYPN :  An  embossed 
or  chased  ornament. 

ANCOMES:  Ornamental  brack- 
ets cut  on  the  key-stones  of  arches. 

ANGLE  IRON:  Bar  iron  or 
steel  having  a  transverse  section 
thus,  L.  One  of  the  commonest 
standard  forms  of  bar  iron  used  in 
structures  generally  for  the  pur- 
pose' of  forming  a  junction,  with 
rivts  or  bolts,  between  two  por- 
tions of  the  structure  which  are 
perpendicular  to  each  other,  or 
for  stiffening  a  flat  surface,  or  an 
edge. 

ANGULAR:  Having  angles, 
or  corners. 

ANNEX:  To  subjoin,  an  ad- 
dition to  a  building. 

ANTIQUE:  Ancient,  a  piece 
of  antiquity,  anything  very  old. 

APOPHYGE:  The  part  of  a 
column  where  it  springs  out  of  its 
base. 

ARC:  A  segment  of  a  circle, 
an  arch. 

ARCADE:  A  walk  arched 
over. 

ARCHITECT:  One  who  plans 
a  building. 

ARCHITECTURE:  The  art 
or  science  of  building. 

ARCHITRAVE:  The  moulding 
placed  a  ound  a  door  or  window. 

ARCHWAY:  A  passage  under 
an  arch. 

ARC  LAMP:  That  class  of 
Electric  Lamp  in  which  the  light 


BROKER'S  CYCLOPEDIA 


357 


is  produced  by  an  electric  arc  form- 
ed by  the  passage  of  a  current  of 
electricty  across  the  space  between 
two  carbon  points. 

AREA:  Any  vacant  space  a- 
round  the  sunken  basement  of  a 
building. 

ARTISAN:  A    mechanic,    a 

handicraftsman. 

ASHLAR:  Freestone,  roughly 
squared  in  a  quarry. 

ASHLAfe  WORK :  In  engineer- 
ing, a  class  of  masonry  composed 
of  bonded  courses  of  stones,  each 
measuring  twelve  to  eighteen  in- 
ches thick  (vertically,)  and  having 
a  bedding  surface  of  six  square 
feet.  In  architecture,  a  facing  of 
finely  wrought  masonry  on  a  core 
of  rough  stone  or  brickwork. 

ASHLERING:  Quartering  for 
lathing  to  in  garrets. 

ASKANCE:  Sideways,    ob- 

liquely. 

ASQUINT:      Obliquely. 

ASSESSOR:     One  who  assesses,   ! 
a  legal  adviser.  j 

ASTRAGAL:  A  little  mould- 
ing round  the  top  or  bottom  of  a 
column,  in  the  form  of  a  ring.  i 

AUGER:        An  instrument  for  ! 
boring  holes. 

AWL:  A  pointed  instrument 
to  bore  holes  with. 

BALCONY:  A       projecting  , 

gallery  in  front  of  a  window. 

BALK:       A  piece  of  timber  of  j 

square    transverse    section,    the       \ 

width  of  whose  sides  is  not  less  than  ! 

six  inches.  I 

i 
BALUSTER:      A  small  column 

of  pilaster  used  for  balustrades. 

BALUSTRADE:  A  range  of 
balusters  for  a  guard,  or  support 
in  stair  cases. 


BANDELET:  A  little  band  ol 
fiat  moulding. 

BARGE  BOARD:  VERGE- 
BOARD:  A  board  fixed  to  the 
end  of  a  roof  where  it  overhangs 
the  gable,  to  cover  the  joint  be- 
tween the  roof  and  the  wall,  and 
to  throw  off  the  wet. 

BASAL:  Relating  to  the  base 
or  bottom. 

BASE:  The  lower  part  of  any- 
thing, pedestal  of  a  statue,  etc. 

BASEMENT :  The  ground  floor 
of  a  building. 

BASILICA:  A    magnificent 

church,  a  large  hall. 

BASIS :  Foundation,       first 

principles. 

BAS  RELIEF:  In  sculpture, 
low  relief,  or  figures  which  do  not 
not  stand  out  from  the  surface. 

BATTEN:  A  narrow  piece  of 
board  or  scantling. 

BATTER:  The  leaning  back 
of  a  wall  or  piece  of  timber  or 
other  material  which  does  not 
stand  upright. 

BEAD  :       A  rounded  moulding. 

BEAM;  Horizontal  piece  of 
timber  in  a  building,  a  part  of  a 
balance. 

BEARER:  Any  upright  piece 
used  for  support'. 

BELVEDERE:  A  pavilion 
on  the  top  of  a  building. 

BESSEMER  CONVERTER: 
A  cylindrical  iron  vessel,  lined 
with  refractory  material,  in  which 
molten  pig  iron  is  submitted  to 
the  oxidizing  action  of  a  stream  of 
air  for  the  purpose  of  converting 
it  into  steel  by  the  Bessemer 
Process. 

BESSEMER  STEEL:  A  var- 
eity  of  Mild  Steel  (q.   v.),   some- 


358 


THE   REAL   ESTATE 


times  called  Ingot  Iron  produced 
from  Cast  Iron  by  blowing  air 
through  it  when  in  a  molten  state. 

BEVEL:  To  cut  to  a  bevel 
angle,  inclination  of  a  surface  from 
a  right  angle. 

BLACK  POWDER:  A  name 
given  to  ordinary  gunpowder  to 
distinguish  it  from  Smokeless  Pow- 
der, which  has  a  brown  color. 

BOLSTER:  A    round,    long 

pillow,  a  support. 

BONDING:  In  brickwork,  the 
disposal  of  the  bricks  in  such  a 
manner  that  the  vertical  joints  in 
consecutive  courses  shall  not  be 
in  the  same  plane.  If  the  bricks 
are  laid  in  alternate  courses  of 
Headers  and  Stretchers  (q.  v.) 
they  are  said  to  be  in  English 
Bond,  if  alternate  headers  and 
str  tchers  occur  in  each  course, 
breaking  joint  with  the  courses 
above  and  below,  they  are  in  the 
.Flemish  Bond. 

BOSSAGE:  A  stone  in  a  build- 
ing left  projecting  and  rough,  to 
be  afterwards  carved. 

BRACE:  To  bind,  to  strain  up, 
that  which  holds  anything  firmly. 

BRATTICE:  A  partition  in  a 
coal  mine,  or  other  underground 
work. 

BREAKING  JOINT:  When 
recurring  objects  in  two  or  more' 
series  of  rows  are  so  placed  that 
their  position  do  not  coincide  in 
any  two  consecutive  series,  they 
are  loosely  said  to  "break  joint." 
The  term  was  originally  applied 
to  joints  in  brickwo.  k  and  masonry. 

BRICK-NOGGING:  Brick 

work  between  timber  framing. 

BRIDGE:  A  pathway  erected 
over  water,  etc. 


BUTTRESS:  A*  pier  built  to 
support  the  main  wall. 

CABLING:  The  filling  up  of  the 
lower  part  of  a  fluting  of  a  column. 

CAISSON:  (pronounced  Ca- 
oossn) :  A  name  applied  indiffer- 
ently to  the  pontoon  sometimes 
used  for  closing  the  entrance  of  a 
dock,  and  the  water  tight  casing 
within  which  subaqueous  founda- 
tions for  bridge  piers  and  other 
structures  are  built. 

CAMBER:  The  slight  upward 
curve  given  to  a  bridge  or  girder 
to  neutralize  the  deflection  pro- 
duced by  its  own  weight  and  that 
of  the  load.  The  term  is  also  ap- 
plied to  the  curve  of  railway 
springs. 

CAMPANILE:  A  tower  for 
bells,  a  belfry. 

CANCELLATED:  Resembling 
lattice  work. 

CANTILEVER:  A  lever  fixed 
at  one  end,  and  supporting  a  weight 
or  resisting  a  force  by  virtue  of  its 
own  stiffness  and  the  strength  of 
its  attachment  to  the  support. 

CAPITAL :  The  upper  part  of 
a  column. 

CARYATIDES:  Figures    of 

women  instead  of  columns  support- 
ing entablatures. 

CASEMENT :  A  window  open- 
ing upon  hinges. 

CAST:  To  mould,  anything 
formed  from  a  mould. 

CAUSA  PROXIMA:  The  im- 
mediate cause. 

CAUSA  REMOTA:  A  cause 
operating  through   another  cause. 

CEILING:  The  upper  surface 
of  a  room. 

CENTERING:  The  frame  on 
which  an  arch  is  supported  during 
its  construction. 


BROKER'S   CYCLOPEDIA 


359 


CENTRIFUGAL  PUMP:  A 
type  of  pump  in  which  water, 
being  set  in  rapid  rotaticn  by  re- 
volving vanes,  has  a  centrifugal 
tendency  imparted  to  it  which 
causes  it  to  rise  through  a  pipe 
whose  mouth  faces  tangentially 
the  direction  of  rotation. 

CHAMFER:  To  channel,  to 
flute,  as  a  column.  A  sort  of 
beveled  acute-angled  edge. 

CLAMP:  To  strengthen  by  a 
clamp ;  strengthening  piece  of  iron. 

CLERESTORY:  The  upper 
story  or  row  of  windows  lighting 
the  nave  of  a  Gothic  church;  also 
the  windows  in  the  lantern  of  a 
tower. 

CLOACA:  A  subterranean 
conduit,  a  sewer. 

COFFER-DAM:  A     water 

tight  case  to  exclude  water  in 
laying  the  foundation  of  piers, 
bridges,  etc. 

COFFERS :  The  sunk  panels  in 
vaults  and  domes. 

COLONNADE:  A  series  of 
open  columns  disposed  in  a  circle. 


COLUMN: 
pillar. 

CONCAVE: 
hollow. 

CONCRETE: 


A     cyclindrical 

With   a   curved 

A  substitute  for 
masonry  and  brickwork  much  used 
for  the  foundations  of  piers,  walls, 
buildings,  or  other  structures,  and 
machinery,  and  recently  (in  mould- 
ed blocks  or  in  mass)  for  entire 
bridges,  viaducts,  tunnel  linings, 
and  lighthouses. 

CONDUCTORS  OF  ELEC- 
TRICITY: Substances  capable 
of  conveying  electric  current,  which 
allow  the  current  to  pass  more  or 
less  freely  through  them  when  in- 
troduced into  a  cu'cuit  between  the 


poles  of  any  electric  generator. 

CONDUIT:  A  water-pipe,  a 
vessel  or  canal. 

CONSOLE:      A  bracket  for  the 
support  of  a  cornice,  balcony  etc. 
CONSTRUCT:        To   erect,   to 
build,  to  form. 

COPE-STONE:  A  stone  for 
forming  a  coping. 

COPING:  The  highest  course 
of  masonry  in  a  wall;  wider  than' 
the  wall. 

CORBEL:  A    projection    of 

stone,  timber,  or  brickwork  giving 

support  to  some  part  of  a  structure. 

CORINTHIAN:      An    order   of 

Grecian  architecture. 

CORNER-STONE:  The  stone 
that  unites  the  two  walls  at  the 
corner,  the  principal  stone. 

CORNICE:  The    uppermost 

moulding  of  a  wall. 

CORONA :  A  large  flat  member 
of  a  cornice  tisually  of  considerable 
projection,  to  carry  off  the  rain 
that  falls  on  it. 

CORRIDOR:  An  open  passage 
of  gallery  leading  to  different  a- 
partments. 

CRADLING:  A  frame  work  of 
wood,  the  timber  for  sustaining 
the  lathing  and  plastering  of  vault- 
ed ceilings. 

CREOSOTING  OR  KREASO- 
TING:  A  system  of  preserving 
timber  from  decay  by  forcing 
Kreasote  (a  product  of  the  dis- 
tillation of  coal  tar)  into  its  pores. 
Much  used  for  the  preservation  of 
Railway  Sleepers. 

CROWN :  The  uppermost  mem- 
ber of  a  cornice,  including  the 
cornice.  |      j^ 

CUBE:  Regular    solid    body 

bounded  by  six  equal  squares. 
CUBIC :     Having  the  properties 


360 


THE  REAL  ESTATE 


•f  a  cube. 

CUBIT:  A  measure  of  about 
18  inches. 

CULVERT:  An  arched  drain 
or  covered  water  course. 

CUNEATE:  Shaped   like    a 

wedge. 

CUNEIFORM:  Having    the 

form  of  a  wedge. 

CUPOLA:  A    dome-shaped 

roof. 

CURRENT:  (Electrical):  Ac- 
tive Electricity.  The  condition 
produced  in  any  electrical  con- 
ductor when  it  forms  a  circuit 
connecting  the  two  poles  of  an 
electric  generator.  Also  used  to 
signify  the  quantity  of  current, 
as  distinguished  from  its  intensity. 

CURTILAGE:  The  enclosed 
yard  of  a  dwelling  house. 

CYMA:         A   moulding   of    the 
cornice,  profile. 
D 

DADO:  The  square  base  of  a 
column,  the  moulding  round  the 
lower  part  of  a  wall,  etc. 

DAIS:  -A  platform  at  the 
upper  end  of  a  dining  hall;  the 
canopy  of  an  altar. 

DECASTYLE:  A  portico  with 
ten  columns  in  front. 

DENTIL:  An    ornament  in 

cornices  bearing  some  resemblance 
to  teeth. 

DESICCATION:  A  process  of 
drying  timber  by  means  of  a 
current  of  hot  air,  used  as  a  sub- 
stitute for  the  ordinary  process  of 
seasoning  with  a  view  to  the 
saving  of  time. 

DIKE:  A  channel  to  receive 
water,  a  mound  to  prevent  low 
lands  from  being  inundated. 

DIMINUTION:  The  contrac- 
tion of  a  diameter  of  a  column  as 


it  ascends  from  its  base  to  it« 
capital. 

DIvSAFFlRMANCE:  The  act 
of  ending  a  voidable  contract. 

DIVIDERS:  Small  compasses 
used  by  draughtsmen. 

DIVINING-ROD:  A  forked 
branch,  used  for  discovering  water 
under  ground. 

DODECAGON:  A  figure  of 
twelve  angles  and  sides. 

DOME:  A  cupola  or  arched 
roof. 

DORIC:  The    most    ancient 

order  of  Grecian  architecture. 

DORMER:  A  vertical  window 
pierced  through  a  sloping  roof. 

DORMENT :  A  beam  or  sleeper 
tenoned  with  a  girder  to  support 
the  ends  of  joists  on  both  sides. 

DOVETAIL  IN  JOINERY: 
The  joining  of  two  boards  by  in- 
denting them  one  into  the  other. 

DRAUGHT :  Of  boiler  furnaces : 
The  current  of  air  and  hot  gases 
which  is  produced,  either  natural 
ly,  or  artificially,  in  boiler  furnaces, 
flues  and  chimneys.  On  its  rapid- 
ity and  volume  depends  the  rate 
of  combustion  of  the  fuel. 

DRIFT:  The  horizontal  force 
which  an  arch  exerts,  tending  to 
overset  the  piers. 

DYNAMO-ELECTRIC  MACH- 
INE: A  machine  by  which  mech- 
anical work  is  converted  into 
electrical  energy,  loosely  called 
"electricity." 

EAVES:  The    overhanging 

edges  of  a  roof. 

EBONITE:  VULCANITE:  A 
black,  horny  substance,  made  by 
heating  Caoutchouc  with  melted 
sulphur. 

ECHINUS:  A  form  of  mould- 
ing. 


BROKER'S  CYCLOPEDIA 


301 


EFFICIENCY,  MECHANI- 

CAL: The  ratio  between  the 
whole  of  the  work  actually  per- 
formed on,  or  transmitted  by  a 
machine,  and  that  portion  of  it 
which,  not  having  been  absorbed 
in  overcoming  the  resistances  of 
the  machine  itself,  remains  avail- 
able for  the  pvu-pose  intended. 

ELECTRIC  ARC:  The  inten- 
sely bright  arc  of  light  produced 
between  two  carbon  points  in  air 
when  a  current  of  electricity  passes 
from  one  to  the  other  across  a 
gap. 

ELECTRICIAN:  One  versed 
in  electricity. 

ELECTRIC  TRACTION:  The 
propulsion  of  trains,  tram-cars, 
canal  boats,  etc.,  by  means  of 
electrical  energy  generated  by 
steam  or  other  motive  power,  and 
distributed  through  continuous 
conductors  to  electric-motors 
carried  by  the  vehicles  or  vessels 
propelled.  There  are  three  sys- 
tems of  distribution  of  current  in 
common  use;  the  Overhead  Wire 
or  Trolley  Wire  system,  the  Con- 
duit system;  and  the  third  Rail  or 
Live  Rail  System 

EMBANK:  To  heap  up  as 
bank. 

EMBANKMENT:  A  raised 
bank. 

EMBLEMENTS:  The  right  of 
a  farm  tenant  to  take  away  after 
his  term  has  ended,  crops  which 
he  saved  during  his  tenancy. 

EMINENT  DOMAIN:  The 
power  to  take  private  property 
for  public  use. 

ENTABLATURE:  The  arch- 
itrave, frieze,  and  cornice  of  a 
pillar. 


ENTASIS:       The  convexity  of 
outline  of  the  shaft  of  a  column. 

ENURE:     To  go  into  effect,  to 
serve  to  the  benefit  of  a  person. 

ERECT:      To  build,  to  lift  up, 
upright. 

ERECTION:  A    structure, 

elevation,  construction. 

ESTIMATE:     To  rate,  to  com- 
pute, a  set  price,  calculation. 

EXTRADOS:      The  exterior  of 
an  arch. 

F 

FACADE:  The    front    of    a 

building. 

FACING:     Surface  of  anything. 

FANLIGHT:       A  window  over 
an  inside  or  outside  door. 

FESTOON:  A    garland    or 

wreath  hanging  down. 

FILLET:         Any   small   scant- 
ling, less  than  a  batten. 

FILLUM:     AQUAE  The  center 
line  of  a  stream. 

FIRE-BARS:  FURNACE 

BARS:  Cast  or  wrought  iron  bars 
forming  the  grate  on  which  the 
fuel  rests  in  a  furnace.  Space  is 
preserved  bet  wen  them  for  the 
passage  of  air  to  the  fire  by  project 
ions  on  their  sides,  or  on  the  bar 
by  which  they  are  supported  at 
their  ends. 

FIRE-BRICK:       A  brick  used 
for  lining  furnaces,  etc. 

FIRE-BOX:  That  part  of  a 
steam  boiler  which  contains  the 
burning  fuel  as  distinguished  from 
those  parts  which  contain  only 
fiame  or  smoke.  Generally  used 
in  reference  to  boilers  of  the  Loco- 
motive type,  in  which  it  forms  a 
rectangular  appendage  distinct 
from  the  cylindrical  barrel. 

FIRE-CLAYS:  A    series    of 

clays  found  in  the  coal  measures, 


362 


THE   REAL   ESTATE 


which,  owing  to  the  absence  of 
alkaline  earth  from  their  com- 
position are  capable  of  resisitng 
great  heat  v/ithout  melting.  They 
are  used  in  the  manufacture  of 
fire-resisting  articles,  such  as  Fire- 
bricks,  Retorts,  Crucibles. 

FITTINGS:  Shop  fixtures, 
equipment. 

FLAGSTONE:  A  flat,  smooth 
stone  used  in  paving. 

FLASHINGS:  Pieces  of  lead 
or  other  metal  let  into  the  joints 
of  a  wall  so  as  to  lap  over  the 
gutters. 

FLASH-POINT:  The  temper- 
ature at  which  the  vapos  of  any 
volatile  oil  or  spirit  becomes  ig- 
nited. 

FLATTING:  A  mode  of  paint- 
ing in  which  the  paint  being  mixed 
with  turpentine,  leaves  the  work 
flat,  or  without  gloss. 

FLOOR:  To  cover  with  a  floor 
the  bottom  of  a  room,  a  story  of  a 
building. 

FLUE :  A  long  pipe  of  a  chim- 
ney. 

FLUSH:       Even,  or  level  with. 

FLUTE:  A  groove  made  in 
wood. 

FLUTING:  Fluted  work  made 
in  a  pillar. 

FOLDING  WEDGES:  Ordin- 
ary wedges  used  in  pairs,  with 
their  thin  ends  pointing  in  oppo- 
site directions,  so  that  the  upper 
and  lower  surfaces  of  the  pair  are 
parallel. 

FOOT  POUND:  The  unit  of 
mechanical  work.  The  amount  of 
work  which  must  be  performed  to 
raise  one  pound  weight  through 
one  foot  of  height,  and,  conversely, 
the  work  done  by  1  lb.  in  falling 
from  the  height  of  a  foot. 


FOOT  RULE:  A  measure  of 
twelve  inches. 

FOOTINGS:  The  spreading 
courses  in  the  foundation  of  a 
wall.  II 

FORCE:  That  which  sets  mat- 
ter in  motion,  accelerates  or  re- 
tards it  when  in  motion,  or  pro- 
duces a  "strain"  or  change  of 
shape  in  anything  it  is  applied  to. 

FORCED       DRAUGHT:         A 
current  of  air  forced  through  the 
fire  in  a  boiler  furnace  by  fan  or 
blower,    delivered    beneath    the 
grate. 

FORGINGS:  Articles  made  by 
hammering  or  pressing  metal  which 
has  been  rendered  plastic  by  heat- 
ing. 

FOUNDATION :  The  basis  of  a 
structure,  first  principles. 

FRAMING:  The  act  of  con- 
structing frame  work. 

FRESCO :  A  method  of  decor- 
ative art. 

FRET:  Ornamental  work,  in 
relief. 

FRET- WORK:  .  Ornamental 
openwork,  or  work  in  relief. 

FRONTISPIECE:  The    en- 

graved,   face    or    fore    front    of    a 
house. 

FUSIBLE  PLUG:  A  safeguard 
against  the  overheating  of  boiler 
furnaces  through  lack  of  water. 
A  plug  made  of  an  alloy  which 
melts  at  a  temperature  below  that 
of  red-hot  iron  is  screwed  into  the 
crown  of  the  furnace. 

G 

GABLE :  The  triangular  end  of 
a  house. 

GALLERY:  A    corridor,    a 

balcony  round  a  building,  a  room 
for  exhibiting. 


BROKER'S   CYCLOPEDIA 


363 


GALLOWAY  BOILER:  A 
type  of  stationery  land  boiler  for 
large  powers. 

GALVANIZED  IRON  WARE: 
Iron  articles  which  have  been 
coated  with  a  thin  skin  of  zinc 
either  by  dipping  them  in  molten 
metal  or  by  electro-deposition  for 
the  purpose  of  protecting  them 
from  oxidation  (rust). 

GAS  CYLINDERS:  Strong 
steel  portable  vessels,  of  cylindric 
shape,  in  which  various  gases  are 
stored  under  high  pressure  .  and 
supplied  commercially  for  scien- 
tific or  other  purposes. 

GARNISH:  To  embellish, 
ornament,  showy,  decorations. 

GARRET :  A  small  room  in  the 
top  storyof  a  house. 

GAUGE:  To    measure    with 

regard  to  capacity,  a  standard,  a 
mixture  of  fine  stuff  and  plaster 
used  for  ceilings,  mouldings  and 
sometimes  or  setting  walls. 

GAULT:  A  stiff,  calcareous 
clay  or  marl,  varying  in  color  from 
a  light  gray  to  dark  blue,  found  in 
the  lower  division  of  the  chalk 
formation. 

GENERAL  RAFTERS:  Raf- 
ter of  a  lighter  section  and  oc- 
curing  at  more  frequent  intervals 
than  the  Principal  Rafters,  and  to 
which  the  covering  is  directly  fast- 
ened. 

GIRDER:  A  beam  of  iron  or 
steel,  supported  at  each  end  and 
loaded  betv/een. 

GLUTINATE:  To  join  with 
glue,  to  cement. 

GOTHIC :    Style  of  architecture. 

GRANT:  Transfer  or  bestowal 
of  a  right  by  deed. 

GROIN:  The    hollow    inter- 

section   of    vajlts    crossing    each 


other. 

GROOVE :  To  cut  into  channels 
or  grooves;  a  furrow  or  long  hol- 
low cut  with  a  tool. 

GROSS  NEGLIGENCE:  The 
ommission  of  that  care  which 
thoughtless  men  fail  to  take  care 
•of  their  own  property. 

GROUND  WORK:  Basis,  first 
principle. 

GROUT:  To  fill  up  the  space 
between  stones. 

GUILLOOHE:  A    twisted 

ornament  on  mouldings. 
H 

HEADER:  Bricks  laid  trans- 
versely to  the  surface  of  the  work 
are  called  Headers,  in  distinction 
from  the  vStretchers,  which  are  laid 
longitudinally. 

HEAD    OF    WATER:  The 

height  of  water  above  any  given 
point,  from  which  is  computed 
the  magnitude  of  the  pressure 
which  it  can  exert  at  that  point 
and  the  amount  of  work  it  will 
do  in  falling  from  that  height. 

HELIX:     A  spiral  line. 

HEPTAGON:  A    figure    of 

seven  equal  sides. 

HEXAGON:  A  figure  of  six 
sides  and  six  angles. 

HEXAHEDRAL:  Having  six 
sides  or  fac&s. 

HEXAHEDRON:  A  solid  body 
of  six  equal  sides. 

HEXANGULAR:  Having  six 
angles  or  corners. 

HYDRANT:  A  pike  for  dis- 
charging water,  a  water  plug. 

HYDRAULIC  RIVETING:  A 
system  of  closing  rivets  by  hy- 
draulic pressure,  much  used  in  the 
construction  of  ships,  boilers,  gir- 
ders, and  other  structures. 


364 


THE  REAL  ESTATE 


I 

ICHNOGRAPHY:  A  horizon- 
tal section  of  a  building. 

IMBRICATED:  Overlapping 
like  tiles. 

IMPOST:  The  moulding  on 
top  of  a  pillar  or  pier  from  which 
an  arch  springs. 

INLAY:  To  diversify  with 
pieces  of  wood. 

INLAYING:  The  art  of  diver- 
sifying work  with  various  mater- 
ials. 

INSULATION.  ELECTRICAL 
A  non  conducting  covering  ap- 
plied to  a  conductor  of  electricity 
to  prevent  electrical  contact  be- 
tween it  and  any  other  conductor. 

INTERCULMINATION:  The 
space  between  the  columns  of  a 
colonade. 

INTERSECT:  To  meet  and 
cross  each  other. 

INTERTIE:  A  short  horizon- 
tal timber  framed  between  two 
posts,  in  order  to  tie  them  to- 
gether. 

INTRADOS:  The  interior  and 
lower  line  or  ciirve  of  an  arch. 

INVERT:  An  inverted  arch, 
used  to  withstand  on  upward  thrust 
such  as  sometimes  occurs  beneath 
the  floor  of  a  tunnel,  oc  to  dis- 
tribute the  weight  of  a  structure 
over  a  larger  surface  of  ground. 

ISA  YON:  .  A  figure  having 
equal  sides. 

J 

JACK :  A  portable  machine  for 
lifting  heavy  bodies. 

JAMB :  The  upright  side  of  a 
door,  window,  etc. 

JOGGLE-NOTCH:  A  joint  used 
in  connecting  two  timbers  when 
one  of  them  transmits  a  diagonal 
thrust  to  the  other. 


JOINT  TENANTS:  Two  or 
more  owners  of  an  estate  in  land, 
the  whole  of  which  upon  the  death 
of  one  owners,  the  survivor  takes. 

JOINER:  One  who  makes  the 
inner  woodwork  for  houses. 

JOINTS:  The  timbers  in  a 
floor  which  are  necessary  to  the 
support  of  the  boarding  or  ceiling. 

JOIST:  A  peice  of  timber  sup- 
porting a  floor. 

K 

KEY-STONE:  The    central 

stone  of  an  arch. 

KING-POST:  A  beam  in  the 
frame  of  a  roof  rising  from  the 
tie-beam  to  the  ridge. 

KNEE :     A  piece  of  timber  bent 
to  receive  another  to  relieve  an- 
other to  relieve  a  weight  or  strain. 
L 

LACUNAR:  The  under  surface 
of  any  part,  when  it  consists  of 
compartments  sunk  without  spaces 
between  the  panels. 

•LANTERN  OR  LANTHORN: 
A  transparent  case  for  a  light,  on 
top  of  a  dome  or  other  apartment, 

LATH:  A  thin  slip  of  wood 
used  in  plaStering, 

LATTICE :  To  form  with  cross- 
bars and  openwork  a  frame  work 
of  crossing  laths. 

LATTICE  GIRDER:  A  type 
of  girder  in  which  the  Web  is  made 
up  of  diagonal  steel  or  iron  bars 
forming  a  lattice  between  the 
Flanges. 

LEAN-TO:       A  slight  building 
placed  against  the  wall  of  a  larger . 
structure. 

.  LEDGER :  A  piece  of  timber  to 
support  the  plat  form  of  a  scaf- 
folding. 

LEVEL:  To  make  even,  to 
free  from  inequalities;  even,  plain, 


BROKER'S  CYCLOPEDIA 


365 


flat,  smooth. 

LEWIS:  Contrivance  for  lift- 
ing heavy  stones  by  means  of  a 
split  wedge. 

LINTEL:  The  upper  part  of  a 
door  frame. 

LIVE  LOAD:  Any  moving, 
v^arying,  or  intermittent  load  on  a 
structure,  as  distinguished  from 
the  Dead  Load-i.  e.,  that  due  to 
the  weight  of  the  structure  itself,  to- 
gether with  any  other  stationery  or 
uniform  stress  which  it  may  bear. 
M 

MALLEABLE  IRON  CAST- 
INGS: Iron  catsings  which  have 
been  rendered  soft  and  ductile  by 
prolonged  heating  in  contract  with 
a  decarbonizing  substance,  such  as 
oxide  of  iron,  which,  by  depriving 
them  of  some  of  the  carbon  com- 
bined with  them,  converts  their 
metal  to  a  greater  or  less  depth 
into  malleable  iron. 

MASON.  .  One  who  builds  with 
stone  or  brick. 

MASONRY:       The  work  of  a 
mason. 

MEASURE:  To  mark  out,  or 
distribute  by  measure,  a  standard 
a  rule  proportion. 

MEASURELESS:  Immense, 
boundless. 

METOCHE:  The  space  be- 
tween two  dentils. 

METRIC  SYSTEM:  A  decimal 
system  of  weights  and  measures. 

MEZZANINE:  A  low  story 
between  two  higher  ones. 

MILD  STEEL:  A  class  of  steel 
of  great  tenacity  and  ductility. 

MITRE:  A  junction  of  two 
boards  at  an  angle. 

MODEL:  To  plan,  to  shape,  to 
mould,  a  pattern,  a  mould,  stand- 
ard. 


MODULE:  A  measure  for  reg- 
ulating the  proportion  of  columns. 

MORTISE:  A  hold  made  in 
timber  to  a  mit  a  tenon,  or  to 
receive  a  lock. 

MOSAIC :  Inlaid  work  of  color- 
ed glass  or  stones. 

MULLION:  An  upright  bar 
dividing  two  lights  of  a  window, 
screen  etc. 

N 

NATURAL  DRAUGHT:  The 
draught  or  current  set  up  in  a 
furnace  by  the  natural  ascent  of 
the  hot,  and  therefore  light,  gases 
from  the  fire,  followed  by  a  flow 
of  air  through  the  fire-gate. 

NERNST  ELECTRIC  LAMP: 
A  lamp  in  which  the  light  is  ob- 
tained from  small  rods  or  refrac- 
tory oxides  heated  to  incandes- 
cence by  the  passage  through 
them  of  a  current  of  electricity. 

NEWEL:  The  upright  post 
about  which  is  formed  a  winding 
stair. 

NICHE:  A  hollow  recess  in  a 
wall  for  a  statue,  etc. 
NITRO-GLYCERINE:  An  ex- 
plosive fluid  which  is  prepared  by 
dissolving  glycerine  in  a  mixture 
of  nitro  and  sulphuric  acid.  It 
is  many  times  more  powerful  than 
gunpowder,  and  can  be  detonated 
whether  wet  or  dry,  but  its  fluid- 
ity hinders  its  use  for  many  pur- 
poses. To  avoid  this  difficulty, 
and  to  dimini.sh  the  danger  of 
transport,  a  very  porous  siliceous 
earth  is  impregnated  with  Nitro- 
glycerine, forming  Dynamite.  Ni- 
tro-glycerine  and  Dynamite  can 
only  be  exploded  by  percussion. 

NOSING:  Projecting  rounded 
part  of  a  moulding,  as  on  the  edge 
of  a  step. 


366 


THE  REAL  ESTATE 


OBELISK:  A  lofty  monolithic 
column. 

OBLIQUE:  Not  erect  or  per- 
pendicular. 

OBLONG:  Longer  than  broad, 
a  figure  longer  than  broad. 

OBTUSE:     Not  pointed. 

OCTAGON:  A  figure  having 
eight  sides  and  eight  angles. 

OCTASTYLE :  A  building  with 
eight  columns  in  front. 

ORDER:  A  system  of  several 
members,  ornaments  and  propor- 
tions of  columns  and  pilasters,  as 
the  Tuscan,  Doric,  Ionic,  Corin- 
thian and  Composite. 

ORNAMENTAL:  Giving  em- 
bellishment. 

OSCILLOGRAPH:  An  instru- 
ment for  recording  graphically 
the  extremely  rapid  fluctuations 
of  intensity  in  electric  currents 
which  are  caused  by  peculiarities 
of  construction  or  arrangement  of 
the  generating  machinery. 

OUTHOUSE:  Small  outlying 
building. 

OVOLO:  A  round  moulding. 
P 

PANEL:     A  square  of  wainscot. 

PANTOGRAPH:  An  instru- 
me'nt  for  copying  plans,  etc. 

PARALLEL:  In    the    same 

direction,  a  line  equally  distant 
throughout  from  another  line,  sim- 
ilarity. 

PARALLELOGRAM:  Aright 
lined  quadrilateral  figure  whose 
opposite  sides  are  parallel  and 
equal. 

PARAPET:  A    wall    breast 

high. 

PARGET:  A  rough  plaster,  to 
plaster  over  as  a  wall. 

PAVE :  To  lay,  or  cover  with 
bricks,  stone,  etc. 


PAVILLION:  A  building  or  a 
part  of  a  building  with  a  tent- 
shaped  roof. 

PEDESTAL:  The  base  of  a 
column  or  state. 

PEDIMENT:  A    triangular 

facing,  as  a  decoration  over  por- 
ticoes, windows,  etc. 

PERIDROME :  The  open  space 
of  a  peripetery  between  _  the  col- 
umns and  the  walls. 

PERIPTERAL:  Having    a 

range  of  columns  all  around  and 
edifice. 

PERPENDICULAR:  Stand- 
ing at  right  angles,  upright. 

PERSPECTIVE:  A  view,  a 
term  in  drawing. 

PIAZZA:  An    open    square 

surrounded  by  buildings,  the  upper 
stories  of  which  are  generally- sup- 
ported over  an  arched  promenade 
by  pillars;  the  colonnaded  walk 
itself. 

PIER:  A  mass  of  solid  stone 
work  for  supporting  an  arch,  the 
timber  of  a  bridge,  or  other  build- 
ing. 

PILASTER:  A  small,  square 
column  or  ])illar. 

PILES:  Large  stakes  driven 
into  the  earth  to  support  a  building. 

PILLAR:  detached   column 

for  support,  of  any  shape,  founda 
tion  or  support. 

PLAN:  To  devise,  to  form  in 
design,  to  form  a  draught  of  any 
intended  work. 

PLANE:  To  level,  to  smooth 
with  a  plane,  flat  or  even  surface, 
a  carpenter's  tool. 

PLASTER:  To    overlay    to 

cover  with  plaster,  a  composition 
for  coating  walls. 

PLAT-BAND:  A  border  of 
flowers,    a    flat    square    moulding. 


B  RO  K  E.R  '  S   CYCLOPEDIA 


367 


the  lintel  of  a  door  or  window,  a 
fillet  between  the  flutings  of  a 
column. 

PLINTH :  The    lowermost 

square-shaped,  projecting  part  or 
base  of  a  column,  a  pedestal  or  a 
wall. 

PLUMB :  To  sound,  to  regulate, 
by  plummet,  perpendicular  or  ver- 
tical. 

PNEUMATIC  RIVETING:  A 
method  of  closing  rivets  (see  rivet) 
by  machinery  actuated  by  com- 
pressed air.  There  are  two  types 
of  machines  for  this  purpose — the 
Pressure  machine  and  the  Per- 
cussive Machine. 

PORTICO:  A  covered  walk  or 
entrance  inclosed  by  columns. 

POST:  A  piece  of  timber  set 
upright,  usually  larger  than  a  stake, 
and  intended  to  support  some- 
thing. 

PORTAL:  A  gate,  the  frame 
of  a  gateway. 

PRINCIPAL  RAFTERS:  The 
diagonal  timbers  of  a  Roof  Prin- 
cipal, which  met  together  at  the 
ridge,  and  whose  lower  ends  abut 
against  the  Tie-beam. 

PRISM :  A  solid  whose  two  ends 
are  parallel  and  equal,  and  sides 
parallelogram. 

PRISMATIC:  Relating  to  or 
formed  like  a  prism. 

PROFILE:  The  contour  or 
outline  of  a  figure,  building,  etc. 

PROMENADE:  A    walk,    a 

place  for  walking. 

PROP:  To  support  by  placing 
something   under    or    against. 

PROSCENIUM:  The    front 

part  of  the  stage  of  a  theatre. 

PROSTYLE:  A    portico    in 

which  the  columns  stand  ia  ad- 
vance of  the  buildings,   a  temple 


with  a  portico  in  front. 

PURLINE  or  PURLIN:  A 
piece  of  timber  lying  horizontally 
to  support  the  common  rafters. 

PUTLOG:  A  short  piece  of 
timber  for  the  floor  of  a  scaffold  to 
rest  on  in  a  building. 

PYCNOSTYLE:  A  colonnade 
in  which  the  columns  stand  very 
close. 

PYRAMID:  A    solid    figure 

standing  on  a  triangular  base  and 
terminating  in  a  point. 
O 

QUADRANT:  An  instrument 
for  taking  altitudes,  the  quarter  of 
a  circle. 

QUEEN  POSTS:  Secondary 
upright  bars  or  timbers  standing 
upon  the  tie-beam  of  a  roof  on 
each  side  of  the  center,  or  on  the 
King  post. 

QUIRKED-MOULDING:  A 
moulding  whose  convexity  is 
sudden  in  the  form  of  a  conic 
section. 

QUOINS:  An  instrument  to 
raise  anything;  the  external  angle 
of  a  wall. 

R 

RABBET:  A  groove  in  the 
edge  of  a  board. 

RADIO-ACTIVITY:  The  prop- 
erty possessed  by  certain  substan- 
ces of  acting  upon  their  surround- 
ings by  means  of  energy  omitted 
in  the  form  of  spontaneous  and 
continuous  radiations  of  electro- 
magnet origin  and  complex  nature, 
accompanied  by  such  extremely 
slow  changes  in  the  material  of  the 
radiating  bodies  that  they  will 
remain  exhausted  for  years,  or 
even  centuries. 

RADIUM:  A    recently    dis- 

covered  element    which   possesses 


368 


THE  REAL  ESTATE 


greater  power  of  radio-activity 
(q.  V.)  than  any  other  known  sub- 
stance, and  is  capable  of  imparting 
activity  to  its  surroundings. 

RAFTER:  The  inclining  roof 
timber  of  a  house. 

RAIL:  A  wooden  or  metal  bar 
extending  from  one  support  to 
another,  as  in  fences,  a  balustrade 
or  stair  case. 

REINFORCED  CONCRETE: 
A  system  of  building  construction 
in  which  concrtee,  strengthened  by 
a  network  of  light  iron  rods  em- 
bedded in  it,  is  used  for  walls, 
floors,  roofs,  bridges,  and  other 
structures. 

RELIEF :  Prominence       in 

sculpture  beyond  the  ground  or 
plane  on  which  it  is  formed. 

RESISTANCE  COILS:  The 
quantity  of  electric  current  sup- 
plied to  a  motor  lamp  may  be 
regulated  by  inserting  one  or  more 
coils  of  wire  of  known  resistance 
into  the  circuit,  which  absorb  the 
energy  that  is  not  required  to 
pass. 

RETICULATED  WORK:  A 
species  of  masonry  formed  of  small 
square  stones  or  bricks  placed 
lozenge-wise. 

RI  ER :  The  upright  board  of 
a  stair. 

RIVET :  To  fasten  with  rivets, 
to  clinch,  a  fastening  pin  clinched 
at  both  ends. 

ROD:  A  long  slender  stock;  16>^ 
feet  long. 

ROOF:  The    covering    of    a 

building. 

ROOF  PRINCIPAL:  Each  of 
the  framed  structures  which  give 
ridigity  to  a  roof  or  iron  or  timber 
and  carry  the  rafters  and  covering, 
is  called  a  Principal. 


ROLLED  JOISTS:  Beams  of 
rolled  iron  or  steel,  generally  of  an 
I  section.  Much  used,  either  singly 
or  in  combination,  in  buildings  and 
structures. 

RUBBLE:  Rough    masonry 

work  of  stones  dressed  only  on  the 
outward  face  and  bedded  in  thick 
layers  of  mortar.  A  core  of  rough 
stonework  in  the  interior  of  a  mass 
of  masonry  faced  with  Ashlar. 

RUSTIC  WORK:::    In  a  build- 
ing, when  the  stones,  etc.,  in  the 
face  of  it  are  hacked  and  pecked, 
so  as  to  be  rough. 
S 

SAG :  To  sink  in  the  middle,  to 
bend. 

SASH :    A  window  frame. 

SCAFFOLD:  A    temporary 

structure  in  a  building. 

SCANTLING:  Timber  cut  in 
small  pieces. 

SCENOGRAPHY:  A  repre- 
sentation of  an  object  on  a  per- 
spective plane. 

SCOTIA:  A  hollow  moulding 
in  the  base  of  a  column. 

SCREW  PILE:  A  form  of  iron 
pile  used  where  the  ground  is 
soft,  generally  to  support  structures 
built  over  water,  such  as  prom- 
enade piers,  etc. 

SCULPTOR:  A    carver,    an 

artist  in  sculpture. 

SCULPTURE:  Carved  images 
or  statues. 

SHAFT:  In  architecture,  the 
part  of  a  column  between  its  base 
and  its  capital. 

SHAKES :  In  timber,  the  cracks 
produced  by  shrinkage  of  the 
wood  during  the  process  of  drying 
or  seasoning. 

SHEET-PILE:  A  form  of  pile 
used  when  it  is  desired  to  make  a 


BROKER'S  CYCLOPEDIA 


369 


continuous  wall  or  partition  of 
piling  for  the  exclusion  or  inclu- 
sion of  water. 

SHIELD :  A  machine  used  in 
the  construction  of  subaqueous 
tunnels  in  soil  which  is  too  soft 
and  pervious  to  stand  without 
support  or  prevent  the  incursion 
of  water  during  excavation. 

SHINGLE:  To  cover  a  roof 
with  shingles;  loose  stones  and 
pebbles. 

SHINGLES:  Thin  pieces  of 
wood  to  roof  buildings. 

SHORE:  To  prop,  to  support, 
a  support  of  a  building. 

SILL:  The  piece  of  timber  on 
which  a  structure  rests,  the  timber 
or  stone  at  the  foot  of  a  door  or 
window. 

SIZING:  A  weak  glue  used  in 
various  trades. 

SKETCH :  An  outline,  a  rough 
draft. 

SKEWBACK:  An    inclined 

surface  or  iron,  masonry,  or  brick- 
work, at  the  springing  of  an  arch, 
through  which  its  thrust  is  trans- 
mitted to  the  abutments. 

SKIRTING :  The  narrow,  ver- 
tical board  placed  round  the  mar- 
gin of  a  floor. 

SLEEPER :  The  foundation 
timber. 

SOCLE :  A  plain  block  or  plinth 
forming  a  low  pedestal  to  a  statue, 
column,  etc.,  also  a  plain  face  or 
plinth  at  the  lower  part  of  a  wall 

SOFFIT :  A  small  ceiling  formed 
into  panels  as  over  a  window;  the 
under  part  of  a  cornice  presenting 
a  flat  surface. 

SPANDREL:  The  irregular 
triangular  space  between  the  curve 
of  an  arch  and  the  rectangle  in- 
closing. 


The  impost,  or 
an    arch    unites 

A    group       of 


SPAN :     A  long  piece  of  timber. 

SPECIFICATION :  Description 
at  length. 

SPIGOT-AND-SOCKET  JOINT 
A  method  of  joining  the  ends  of 
pipes,  commonly  used  for  such  as 
are  not  subject  to  a  high  internal 
pressure  or  longitudinal  tension, 
such  as  gas,  water,  and  drain  pipes. 
PILE:  A  large  driven  stake 
supporting    a    superstructure. 

SPLICE:  To  join  the  ends  of  a 
rope,  timbers,  etc. 

SPRINGER:  The  rib  of  a 
groined  roof. 

SPRINGING: 
point  at  which 
with  its  support. 

STATUARY: 
statues. 

STATUE:  An  image  in  marble, 
bronze,  or  wax. 

STAVE:  A  narrow,  thin,  bent 
piece  of  wood. 

STILE:  A  set  of  steps  to  pass 
from  one  inclosure  to  another,  an 
upright  piece  in  framing  or  panel- 
ing. 

STORY :     A  floor  of  a  building. 

STRETCHER :  Bricks  laid  with 
their  sides  parallel  lo  the  surface 
of  the  work  are  called  stretchers 
in  distinction  from  Headers,  which 
are  laid  transversely  to  the  surface. 

STRUCTURE:  A  form,  an 
edifice. 

STRUT:  Any  beam  or  bar  or 
structure  which  resists  or  trans- 
mits a  compressive  stress  acting 
in  the  direction  of  its  longitudinal 
axis,  in  a  roof  Principal  the  diag- 
onal spring  from  the  foot  of  the 
King  Post  and  abutting  against 
the  Principal   Rafters  are  Struts. 

STUCCO :  A  fine  kind  of  plaster 
for  walls. 


370 


THE   REAL   ESTATE 


SWING  BRIDGE:  A  bridge 
which  can  be  swung  round  on  a 
pivot,  so  as  to  leave  a  clear  passage 
way  for  ships,  etc.,  which  would 
be  too  high  to  pass  under  it.  When 
in  use  the  bridge  rests  upon  abut- 
ments at  each  end,  but  when  it  is 
to  be  swung  it  is  raised  slightly 
from  these  by  a  hydraulic  press  in 
the  pivot.  Swing  Bridges  are 
sometimes  pivoted  in  the  middle, 
leaving  a  channel  on  each  side 
when  swung.  Others  are  pivoted 
near  one  end,  and  leave  the  chan- 
nel entirely  unobstructed. 
T 

TALUS :  A  slope  formed  by  the 
accumulation  of  loose  debris  of 
weathered  and  decayed  rock  at 
the  foot  of  a  cliff  or  precipice. 

TELPHERAGE:  A  system  of 
transporting  materials  by  means  of 
a  receptable  suspended  from  a 
small  wheeled  truck  propelled  by 
an  electro  motor  and  running  on  a 
cable  stretched  overhead  from 
point  to  point. 

TENSILE  STRESS:  A  force 
or  .load  tending  to  stretch  or  tear 
asunder  that  to  which  it  is  applied. 

THEATRE:  A  building  ap- 
propriated to  the  representation 
of  dramatic  performances,  a  lec- 
ture-room. 

THRUST:  To  drive  with  force, 
the  action  of  a  beam  against  a 
wall. 

TIE-BEAM:  The  horizontal 
timber  which  connects  together 
the  lower  ends  of  the  principal 
rafters  in  a  roof,  and  relieves  the 
walls  of  the  building  of  horizontal 
thrust. 

TIMBER:  Wood,  proper  for 
building,  etc. 


TIMBER  SCANTLINGS:  A 
name  denoting  the  various  por- 
tions into  which  timber-trees  are 
divided  by  timber  merchants. 
Balk,  Quartering,  Plank,  Deal, 
Batten. 

T-IRON:  Bar  iron  or  steel 
having  a  T  section.  A  common 
standard  form  of  bar  much  used 
in  structure  and  for  stiffening  flat 
plate  surfaces. 

TOOTHING:  Bricks  projecting 
at  the  end  of  a  wall  in  order  to 
bond  thereinto  a  continuation  of 
the  wall  when  carried  up. 

•TORUS :  A  large  moulding  used 
in  the  bases  of  columns. 

TRIANGLE:  A  figure  of  three 
angles  and  three  sides. 

TRIGONOMETRY:  The  art 
of  measuring  triangles. 

TRIPARTITE :  Of  three  parts, 
as  a  tripartite  agreement  made 
between  "A,  of  the  first  part;  B, 
of  the  second  part  and  C,  of  the 
third  part — " 

TROWEL:  A  tool  used  by 
bricklayers. 

TUBE:  A  pipe,  a  long,  hollow 
body  or  cylinder. 

TUBE- WELL :  A  well  in  which 
the  water-bearing  stratum  is  reach- 
ed by  driving  a  steel  tube  of  small 
diameter  into  the  ground,  or  lower- 
ing it  into  a  hole  bored  for  it.  The 
water  is  raised  by  pamping. 

TUBULAR  BRIDGE:  One  in 
which  the  girders  are  in  the  form 
of  a  rectangular  tube,  with  the 
roadway  passing  through  it. 

TURBINE;  WATER:  A  type 
of  water  motor  in  which  a  wheel  is 
caused  to  rotate  by  a  stream  of 
falling  water  which,  being  deflect- 
ed from  its  natural  path  by  curved 
vanes  attached  to  the  wheel,  ex- 


BROKER'S   CYCLOPEDIA 


371 


erts  a  pressure  or  reaction  upon 
them  in  a  tangential  direction. 
The  effect  is  increased  by  fixed 
"guide  blades"  giving  the  water  a 
direction  contrary  to  that  impart- 
ed by  the  moving  vanes. 

TURBO-GENERATOR:  A 

generator  of  electricity  combined 
with  and  driven  by  a  Steam 
Turbine. 

TURBO-PUMP:  A  centrifugal 
pump  combined  with  and  driven 
by  a  Steam  Turbine. 

TURNPIKE  ROAD:  A  public 
road  for  the  right  of  travel  over 
which  toll  is  collected. 

TYMPANUM :  The  panel  of  a 
door;  a  triangular  space  or  table 
in  the  corners  of  sides  of  an  arch. 

U 

U  P  R IGHT :  Perpendicularly 

erect. 

V 

VACUUM:  The  effect  in  the 
interior  space  of  a  closed  vessel 
when  all  air  or  gas  has  been  re- 
moved from  it,  either  by  pumping 
the  condensation  of  vapor,  or  the 
weight  of  a  column  of  mercury. 

VALLEY  RAFTERS:  Those 
which  are  disposed  in  the  internal 
angle  of  a  roof  to  form  the  valleys. 

VAULT:  An  arched  roof;  a 
cellar;  a  cave. 

VENEER:  To  cover  with  a 
thin  layer  of  wood;  'a  thin  layer 
of  costly  wood  placed  over  com- 
mon material. 

VENTICAL:  Perpendicular, 

plumb. 

VISE:  An  instrument  with-  a 
grip. 


VOUSSOIR:  One  of  the  trun- 
cated wedge-like  stones  forming 
part  of  an  arch. 

VULCANIZED  INDIA-RUB- 
BER: Caoutchouc  which  has  2  or 
3  per  cent  of  sulphur  incorporated 
with  it,  which  increases  its  elas- 
ticity and  hardness,  and  renders  it 
insoluble  in  turpentine  and  naptha. 

W 

WALL-PLATES:  Pieces  of 
timber  placed  horizontally  upon 
a  wall,  on  which  joists,  etc.,  rest. 

WARP:  To  turn  or  twist  out 
of  shape. 

WATER  GAS:  A  fuel  gas  of 
high  calorific  power  consisting  chief 
ly  of  Hydrogen  and  produced  by 
the  decomposition-  of  steam  in 
contact  with  incandescent  carbon- 
aceous fuel. 

WATER  TABLE:  A  string- 
course, moulding  or  other  projec- 
tion in  the  wall  of  a  building  to 
throw  off  the  water. 

WELD :  -  To  press  into  firm 
union  when  heated,  as  iron. 

WELT:  A  border;  a  guard;  an 
edging. 

WHITEHEAD  TORPEDO:  A 
self-propelling  torpedo  whose  mo- 
tive power  is  compressed  air  stored 
in  its  interior.  The  engine  is  of 
the  three-cylinder  type,  and  drives 
a  screw  propeller  at  the  after  end. 
The  bursting  charge  of  guncotten 
is  carried  in  a  detachable  "head," 
and  is  fired  when  a  trigger  pro- 
jecting at  the  fore  end  and  comes 
in  contact  with  any  object. 


372 


THE   REAL   ESTATE 


WINDWARD  SIDE:  That 
side  of  anything  which  faces  the 
quarter  from  which  the  wind  is 
blowing. 

WIRELESS  TELEGRAPHY: 
A  system  of  transmitting  messages 
through  space  and  matter  without 
the  use  of  connecting  wires  by  the 
agency  of  electro-magnetic  im- 
pulses conveyed  by  undulations  of 
the  universal  ether. 

WRIGHT:  A  worker  in  wood; 
a  mechanic. 


YARROW  WATER-TUBE 

BOILER:  A  boiler  of  the  small 
tube  or  "express"  class,  used 
generally  in  torpedo  destroyers 
and  other  vessels  in  which  extreme 
lightness  is  essential. 

YIELDING  AND  PAYING: 
A  phrase  used  in  a  lease  and  which 
imports  a  covenant  on  the  part  of 
the  lessee  to  pay  rent. 


THE  CAPITOL  AT  WASHINGTON. 


The  Capitol  is  situated  in  latitude 38°  53'  20".4  north  and  longitude 77°  00'  35". 7 
west  from  Greenwich.  It  fronts  east,  and  stands  on  a  plateau  eighty-eight  feet 
above  the  level  of  the  Potomac.  |C^ 

The  entire  length  of  the  building  from  north  to  south  is  seven  hundred  and  fifty 
one  feet  four  inches,  and  its  greatest  dimension  from  east  to  west  three  hundered  ahd 
fifty  feet.     The  area  covered  by  the  building  is  153,112  square  feet. 

The  dome  of  the  original  central  building  was  constructed  of  wood,  covered  with 
copper.  This  was  replaced  in  1856  by  the  present  structure  of  cast  iron.  It  was  com- 
pleted in  1865.     The  entire  weight  of  iron  used  is  8,909,200  pounds. 

The  dome  is  crowned  by  a  bronze  statue  of  Freedom,  which  is  nineteen  feet,  six 
inches  high  and  weighs  14,985  pounds.  It  was  modeled  by  Crawford.  The  heighth 
of  the  dome  above  the  base  line  of  the  east  front  is  two  hundred  and  eighty-seven  feet 
five  inches.  The  height  from  the  top  of  the  balustrade  of  the  building  is  two  hundred 
and  seventeen  feet  eleven  inches.  The  greatest  diameter  at  the  base  is  one  hundred 
and  thirty-five  feet  five  inches. 

The  rotunda  is  ninety-seven  feet  six  inches  in  diameter,  and  its  height   from  [the 
floor  to  the  top  of  the  canopy  is  one  hundred  and  eighty  feet  three  inches. 

The  Senate  Chamber  is  one  hundred  and  thirteen  feet  three  inches  in  length,  by 
eighty  feet  three  inches  in  width,  and  thirty  six  feet  in  height.  The  galleries  will 
accommodate  one  thousand  persons. 

The  southeast  corner-stone  of  the  original  building  was  laid  September  18,  1793, 
by  President  Washington  with  Masonic  cermonies.  The  corner-stone  of  the  exten- 
sions was  laid  July  4,  1851,  by  President  FiUniore. 

The  room  now  occupied  by  the  supreme  Court  was,  until  1859,  occupied  as  the 
Senate  Chamber.  Previous  to  that  time  time  the  court  occupied  the  room  immediately 
beneath,  now  used  as  a  law  library. 


^  ^  ^  ^g^'-S   C  Y  C  LP  P  ED  I  A 373 

CHAPTER  XIX. 

Specifications  for  a  Macadamized  Road. 
State  Highway. 


1 — Sealed  Proposals.  6 — Approximate  Estimate. 

2 — Instructions  to  bidders.  y -gj^j 

3 — Specifications.  o     r^     \      ^ 

4-Macadam.  8-Contract. 

5 — General  requirements.  9 — Contractor's  Bond. 


SEALED  PROPOSALS 


State  Highway  Department, 


Sealed  proposals  will  be  received  at  the  office  of  the  Commissioners 

of County,  at ,  until  12  .o'clock,  noon •  • 

,   19]0 

for  grading  and  macadamizing  2.9  miles  of  road  in Town- 
ship, under  the  provisions  of  the  state  highway  law. 

Specifications,  plans  and  profiles  on  file  in  the  office  of  the  County 
Commissioners  and  the  State  Highway  Department. 

Copies  of  specifications  may  be  obtained  at  the  latter  office. 

Estimated  cost  of  construction,  $ 

Certified  check  $ 

The  State  Highway  Commissioner  reserves  the  right  to  reject  any 
and  all  bids. 

State  Highway  Commissioner. 


374  THE   REAL   ESTATE 


State  of 

Highway  Department 

Instructions  to  Bidders 


Proposals  will  be  made  upon  the  blank  form  which  follows  these 
specifications,  which  specifications  with  the  original  bid  will  be  attached 
to  and  form  a  part  of  the  contract. 

Each  bid  shall  contain  the  full  name  and  address  of  every  person 
interested  in  the  same,  and  must  be  accompanied  by  a  draft  or  certified 
check  iji  the  sum  of  three  hundred  dollars  (^300.00),  payable  at  sight 
to  the  State  Highway  Commissioner,  as  a  guarantee  that  if  the  bid  is 
accepted  a  contract  will  be  entered  into,  and  performance  thereof  proper- 
ly secured,  within  live  days  of  notice  of  acceptance  of  bid. 

The  successful  bidder  will  be  required,  before  entering  upon  the 
work,  to  give  bond  in  a  penal  sum  in  the  amount  of  five  thousand  dollars 
($5,000.00)  for  the  faithful  performance  of  the  contract,  which  bond 
must  be  signed  by  iiot  less  than  two  good  and  approved  sureties,  or  an 
acceptable  Surety  Compau}^  bond  of  like  amount. 

The  addition  in  writing  of  any  condition,  limitation  or  provision 
will  be  liable  to  render  the  proposal  informal  and  to  cause  its  rejection. 

The  previous  experience  and  responsibility,  as  well  as  the  present 
ability  of  the  bidder  will  be  considered  in  determining  which  is  the  best 
bid. 

Bidders  are  invited  to  be  present  at  the  office  of  the  County  Com- 
missioners when  the  bids  are  opened. 

The  contract  to  be  entered  into  with  the  successful  bidder  shall  be 
apon  the  form  that  is  hereto  attached. 

The  following  papers  shall  be  bound  with,  and  form  an  essential 
part  of  the  contract. 

1.  The  specifications  for  this  work 

2.  The  proposal  for  this  work. 

3.  Final  bond  for  the  completion  of  this  work. 


BROKER'S   C  Y  C  L  O  P  E  D  I  A  _^  375 

State  of 

Highway  Department 


Specifications 


specifications  for  the  construction  of  a  macadamized  road  under 
the  provisions  of  chapter  eighteen,  division  two,  title  three,  part  rst, 
of  the  General  Code  of 

The  work  herein  specified  consists  of  grading  and  macadamizing 
a  section  of  the  • Road  in Town- 
ship, beginning  at  a  point  on  the State  Line  on  the 

Road,  thence  northeasterly  along  said  road  to  the  vSuspen- 

sion  Bridge  over River,  a  distances  of feet. 

LOCATION. 

The  cenl:er  line  is  marked  by  a  stake  at  each  station  of  100  feet, 
and  a  numbered  side  stake  at  distances  from  center  as  shown  on  profile. 

The  right  of  way  extends feet  each  side  of  the  center  line. 

If  should  be  insufficient  for  the  side  slopes  in  cuts,  the  County  Commis- 
sioners shall  provide  the  land  necessary  for  the  slopes. 

GRUBBING,  ETC. 

All  trees,  stumps  and  large  stones  within  the  limits  of  the  road  that 
will  interfere  with  the  proper  construction  of  the  road  as  specified,  shall 
be  grubbed  out  and  removed,  except  that  corner  stones  or  other  monu- 
ments to  land  lines  must  not  be  disturbed,  except  under  the  personal 
direction  of  the  Resident  Engineer,  who  will  superintend  the  raising 
or  sinking  of  the  same." 

GRADE  LIN'E 
The  center  of  the  completed  road  shall  be  constructed  in  accordance 
with  the  grade  line  represented  on  the  profile  of  said  road.     If  the  exca- 
vation should  exceed  the  embankment  required,  the  surplus  dirt  must 
be  distributed  on  the  fills  so  as  to  uniformly  widen  the  same. 

FILLS. 

Fills  two  feet  in  height  must  be  not  less  than  26  feet  wide  on 
top,  aad  for  each  additional  foot  of  height  one  fuot  must  be  added  to 
the  top  width  of  the  fill,  but  an  additional  width  exceeding  three  feet 
on  either  side  will  not  be  required.  The  additional  width  on  either  side 
will  be  based  on  the  difference  in  elevation  between  the  edge  of  the 
roadbed  and  the  bottom  of  the  slope.  The  side  slopes  of  fills  must  be 
not  less  than     1^     horizontal  to  one  vertical. 

All  fills  must  be  rolled  in  layers  not  exceeding  one  foot  in  thichness 
and  must  be  built  up  full  width  from  the  bottom,  to  avoid  the  necessity 
of  widening  on  the  edges  after  the  center  has  been  brought  up  to  the 
grade  line. 


376 THE  REAL  ESTATE 

The  backfilling  of  all  excavations  that  are  located  within  the  limits 
of  the  road  metal  or  paved  surface,  or  within  18  inches  of  the  same, 
shall  be  rammed  thoroughly  in  courses  of  not  more  than  6  inches  of 
loosely  filled  earth.  This  provision  will  apply  to  all  excavations  made 
in  doing  work  under  this  contract  and  to  any  other  excavation  that  may 
have  been  made  and  not  backfilled  as  herein  provided. 

All  surfaces  on  which  embankments  are  to  be  placed  shall  be  broken 
up,  unless  the  fill  thereon  is  more  than  two  feet  in  depth,  and  all  side 
slopes  on  which  fills  are  to  be  placed  shall  be  furrowed  horizontally  too 
secure  a  footing  for  fill. 

ROADBED 

\  The  roadbed  shall  be  made  as  shown  by  the  cross-section  drawings 
for  this  improvement. 

The  width  of  the  macadam  surface  of  the  road  shall  be  16  feet, 
and  the  total  width  including  bermes  24  feet. 

The  ditches  shall  have  a  minimum  depth  of  18  inches  below  the 
edges  of  the  furnished  bermes  of  the  road,  and  such  necessary  additional 
depth  as  ordered  by  the  State  Highway  Commissioner. 

The  ditches  must  be  so  constructed  so  as  to  thoroughly  drain  the 
road-bed  and  carry  the  water  to  the  proper  outlets,  leaving  no  standing 
water  or  pools. 

The  sides  of  the  ditches  next  to  the  road  bed  shall  be  a  true  and 
regular  slope  from  the  bottom  of  the  ditch  to  the  edge  of  the  road-bed. 

At  the  cross-roads  in  front  of  barns  and  dwellings,  wherever  possible 
without  injtu-y  to  the  road,  ditches  will  be  dispensed  with.  The  bottom 
line  of  the  ditches  must  be  cut  parallel  to  the  line  of  the  road. 

In  excavation,  the  sides  shall  be  kept  lower  than  the  centers  at  all 
stages  of  the  work  and  sufficient  drains  shall  be  opened  and  maintained 
to  dispose  of  water  to  the  proper  outlets^ 

All  wet  or  seepy  places  in  the  road-bed  shall  be  properly  drained 
with  tile  drains  to  side  ditches. 

ROLLING. 

After  the  siu-face  of  the  subgrade  has  been  properly  shaped  and 
before  any  foundation  material  is  placed  thereon  it  shall  be  thoroughly 
rolled  and  compacted,  but  the  rolling  will  not  be  allowed  until  after  the 
required  side  ditches  are  constructed.  This  rolling  .shall  be  done  with 
a  steam  road  roller,  weighing  not  less  than  ten  tons,  which  shall  be  the 
charter  and  weight  of  the  roller  used  throughout  the  work,  and  of  such 
construction  as  to  cover  the  whole  width  of  its  track.  It  is  desirable 
that  the  roller  be  provided  with  coned  drivers  and  that  at  its  extreme 
width  does  not  exceed  78  inches  where  the  macadam  is  not  over  12  feet 
wide.  The  roller  and  its  use  to  be  subject  to  inspector  in  charge  of  the 
work.  All  hollows,  soft  places  and  depressions  which  develop  during 
rolling,  or  before  the  foundation  is  placed  on  the  road,  shall  be  filled 


BROKER'S   C  YCLOPEDIA 377 

with  acceptable  material  and  rolled  and  so  treated  until  no  depressions 
appear. 

CULVERTS  AND  DRAINS 
The  culverts  will  be  of  the  material  and  dimensions  and  at  the 
location  shown  on  the  profile.     The  work  of  constructing  these  culverts 
will  be  let  by  the  County  Commissioners  as  a  separate  contract,  and  it 
will  be  provided  that  they  shall  finish  in  advance  of  the  grading. 

vSEWER  PIPE 

All  sewer  pipe  shall  be  of  the  best  quality,  thoroughly  vitrified, 
salt  glazed  and  free  from  cracks  and  blisters.  Pipe  must  be  straight, 
with  no  appreciable  variation  in  the  diameter. 

All  pipe  must  have  a  thickness  equal  to  at  least  one-twelfth  the 
internal  diameter. 


Macadam 


Two  Course  Limestone. 

Upon  the  sub-grade  surface  prepared  as  above  described  shall  be 
placed  a  covering  of  macadam,  which  shall  be  when  completed,  16  feel 
wide,  8  inches  deep  at  the  center  and  6  inches  deep  at  the  sides,  the 
cross-section  of  the  surface  to  be  an  arc  of  a  circle  as  shown  on  cross- 
section  drawings. 

Quality  of  Broken  Stone — The  macadam  shall  be  of  limestone  of 
approved  quality  and  with  fracture  faces.  Stone  with  water  worn  sur- 
faces will  not  be  accepted.  The  stone  must  be  of  good  and  uniform  tex- 
ture. Disintegrated  and  rotten  stone  will  not  be  accepted.  The  stone 
must  be  clean  before  crushing  and  must  be  well  screened.  If  a  bidder 
proposes  to  use  stone  from  a  quarry  that  has  not  been  previously  used 
and  tested  by  the  highway  department,  he  shall  submit  a  sample  of  such 
stone,  consisting  of  not  less  than  25  pounds,  with  his  bid.  Stone  fur- 
nished on  the  contract  miust  not  be  inferior  to  the  sample  submitted. 

Classification  of  Broken  Stone — The  product  of  the  crusher 
shall  be  separated  into  three  grades  by  means  of  a  rotary  screen  having 
round  openings  of  the  following  diameters:-  Three-fourth  inch,,  two 
inches  and  three  and  one  half  inches.  These  grades  will  be  hereinafter 
designated  as  screenings,  number  two  and  number  three  grades  res- 
pectfully. 

The  macadam  will  be  constructed  in  two  courses: 

Bottom  Course — No.  2  grade  stone  will  be  used  in  the  bottom 
course.  This  stone  will  be  spread  to  a  depth  of  five  inches  at  the  center 
and  four  inches  at  the  sides.  Earth  berms  shall  then  be  built  against 
the  sides  of  the  stone  as  shown  on  plans.  This  layer  and  the  bermes 
shall  be  thoroughly  rolled  down  together,  with  the  above  described  roller, 
and  no  rolling  will  be  permitted  when  the  foundation  is  wet  or  soft. 


378  THE   REAL   ESTATE 

The  rolling  shall  begin  on  the  sides  with  the  outside  driver  covering 
equal  parts  of  the  stone  and  bermes,  and  the  roller  shall  be  run  forward 
and  backward  along  the  edge  of  the  stone,  until  the  berme  and  stone  are 
firmly  bound  together. 

When  the  berme  and  the  sides  of  the  macadam  have  been  firmly 
rolled,  the  rolling  should  move  gradually  towards  the  center  from  each 
side  until  the  entire  surface  has  been  thoroughly  keyed  and  the  interstices 
of  the  stone  reduced  to  a  minimum  and  all  settlement  has  cieased.  Any 
low  places  that  develop  during  rolling  shall  be  brought  up  with  the  same 
kind  of  material  of  which  this  course  is  constructed. 

When  compacted  and  keyed  sufficiently,  screenings  shall  be  applied 
during  the  finishixig  process  of  dry  rolling  in  such  an  amount  as  will  fill 
completely  the  interstices  and  form  a  compact  mass. 

Screenings  shall  not  be  dumped  on  the  surface  of  the  stone,  but 
shall  be  cast  with  a  spreading  motion  of  the  shovel  from  piles  at  the  road- 
side, in  order  to  secure  proper  and  even  distribution.  The  filler  must 
not  be  allowed  to  cake  or  bridge  on  the  surface  of  the  stone  in  such  a 
manner  as  to  prevent  the  perfect  filling  of  all  voids  and  the  direct  bear- 
ing of  the  roller  on  the  surface  of  the  stone  It  shall  be  swept  in  with 
rattan  or  steel  brooms  and  rolled  dry.  The  spreading,  rolling  and  broom- 
ing in  of  screenings  shall  be  continued  until  no  more  will  go  in  dry. 

Water  shall  then  without  delay  be  applied  freely  and  the  rolling 
continued  and  filler  added  until  a  wave  of  grout  is  produced  in  front  of 
the  roller  over  all  parts  of  the  surface  and  until  the  stones  cease  to  sink 
under  or  creep  in  front  of  the  roller.  No  excess  of  screenings  shall  be 
applied  before  applying  water;  only  enough  being  used  to  fill  voids. 
After  water  has  been  used,  enough  screenings  shall  be  added  to  form 
grout  over  the  entire  surface. 

Top  Course — When  the  bottom  course  has  been  finished  to  the 
satisfaction  of  the  engineer.  No.  3  grade  stone  shall  be  spread  over  its 
surface  to  form  the  top  course.  After  being  placed  this  course  shall  first 
be  thoroughly  harrowed  and  any  thin  flat  stones  that  appear  on  the  sur- 
face shall  be  broken  or  removed.  This  course  will  then  be  treated  in  the 
same  manner  as  the  bottorn  course.  When  the  work  is  completed  the 
finished  macadam  must  have  the  specified  depth. 

The  macadam  shall  be  kept  wet  at  least  24  hours  before  the  final 
rolling  and  it  shall  be  thoroughly  watered  as  many  times  as  may  be 
necessary  to  secure  satisfactory  results.  The  road  shall  then  be  left  to 
dry,  after  which  it  shall  be  opened  to  travel.  The  road  surface  shall  be 
maintained  until  the  whole  road  has  been  accepted. 

Method  of  Conducting  the  Work— The  work  of  placing  the 
macadam  on  the  road  must  be  conducted  in  such  a  manner  that  there 
will  be  not  more  than  500  linear  feet  of  either  course  unfinished  at  any 
time. 


BROKER  '5   CYCLOPEDIA 379 

No  allowance  will  be  made  for  material  driven  in  to  the  sub-grade 
by  the  roller,  wagons  or  other  means,  or,  for  any  mistakes  made  by  the 
contractor  in  preparing  sub-grade. 

Sprinkler — The  sprinkler  shall  be  so  constructed  that  it  will 
deliver  the  water  evenly  over  the  surface  of  the  road  not  less  than  six 
feet  wide.  It  is  desirable  that  the  sprinkler  should  be  arranged  to  deliver 
water  at  at  least  two  rates  of  speed. 

The  tank  should  be  mounted  on  trucks  with  no  reach,  to  allow  for 
short  turning.  The  tires  should  be  not  less  than  six  inches  wide  and  the 
front  axle  shorter  than  the  rear  axle. 


General  Requirements 


No  extras  will  be  allowed,  and  all  materials,  machinery  and  labor 
necessary  for  the  prompt  and  complete  execution  of  the  work  shall  be 
furnished  by  the  contractor.  The  work  must  be  done  in  a  workmanlike 
manner  and  to  the  satisfaction  of  the  State  Highway  Commissioner, 
or  his  agent,  and  notice  to  foreman  or  person  in  charge  of  the  work  shall 
be  notice  to  the  contractor  if  the  latter  is  not  on  the  road.  And  said 
Commissioner  may,  if  the  work  is  not  commenced  and  carried  forward 
satisfactorily,  notify  the  bondsmen  of  the  contractor  and  re-let  the  work 
at  the  expense  of  the  contractor  and  bondsmen,  or  complete  the  work 
by  force  account,  employing  machinery,  teams,  superintendents,  labor, 
etc.,  and  charge  same  to  said  contractor  and  bondsmen. 

The  work  shall  be  staked  out  by  the  resident  engineer  or  assistant; 
and  the  contractor  will  be  required  to  carefully  preserve  stakes  until 
authorized  to  remove  them,  and  any  expense  of  replacing  same  by  reason 
of  negligence  in  this  respect  by  the  contractor  or  his  subordinates  will  be 
charged  against  the  contractor. 

Permits  to  place  macadam  or  foundation  for  paving  on  the  roadbed 
must  be  in  writing,  signed  by  the  resident  engineer. 

All  wagons  used  in  any  construction  shall  have  tires  not  less  than 
three  inches  wide. 

The  right  is  reserved  to  reject  any  and  all  bids. 

The  words  "State  Highway  Commissioner,"  "resident  engineer" 
and  "inspector"  are  used  as  interchangeable  in  these  specifications,  so 
far  as  supervision  is  concerned.  During  the  progress  of  the  work,  it 
shall  be  open  to  inspection  by  the  State  Highway  Commissioner  or  his 
agents,  and  these  words  are  used  interchangeably  and  with  the  same 
intent. 

The  work  shall  be  commenced  at  such  points  as  the  State  Highway 
Commissioner  may  designate.    The  said  Commissioner  shall  not  have  the 


380    THE  REAL  ESTATE 

right  to  stop  the  work  altogether  for  more  than  one  week  at  a  time 
excepting  that  when  ever,  in  the  opinion  of  said  Commissioner,  the 
weather  is  not  suitable  for  doing  work,  he  may  cause  the  work  to  be 
suspended.  In  case  of  any  suspension,  the  time  within  which  the  con- 
tractor is  required  to  complete  the  work  shall  be  extended  by  as  many 
days  as  the  same  was  suspended. 

The  work  shall  not  be  unnecessarily  scattered  along  the  line  of  the 
improvement  and  the  State  Highway  Commissioner  may  at  any  time 
require  certain  portions  of  said  improvement  completed  in  every  detail, 
if,  in  his  opinion,  public  need  or  the  welfare  of  the  improvement 
requires  it. 

All  necessary  day  and  night  guardsmen,  barricades,  or  lights  shall 
be  employed  and  erected  by  the  contractor,  who  hereby  agree  to  hold  the 
state  and  county  harmless  from  any  and  all  claims  resulting  from  the 
obstruction  of  the  road,  or  from  any  neglect  on  the  part  of  the  con- 
tractor, or  his  agents,  or  employees,  either  in  failing  to  keep  guardsmen, 
barricades  or  lights,  or  otherwise. 

When,  in  order  to  properly  construct  the  road  improvement,  it 
becomes  necessary  to  remove  any  fences,  the  contractor  will  be  required 
to  remove  said  fences,  to  the  limits  of  the  right  of  way,  and  leave  the  ma- 
terials in  good  condition  to  be  replaced  after  the  improvement  is  con- 
structed. 

The  plans  and  specifications  are  a  part  of  the  contract  and  will  be 
held  to  cover  any  and  all  work  that  could  reasonably  be  inferred  as 
needed,  taking  the  two  together  for  a  complete  and  workmanlike  job. 
Work  shown  on  the  plans  and  not  mentioned  in  the  specifications,  or 
vice  versa,  shall  be  done  the  same  as  if  shown  by  both,  when  and  where 
required. 

Any  differences  as  to  measurements,  or  questions  in  dispute,  will  be 
determined  by  the  State  Highway  Commissioner,  who  will  act  as  arbi- 
trator between  the  contractors  and  the  state. 

The  successful  bidder  shall  satisfy  the  State  Highway  Commissioner, 
before  the  contract  is  awarded  to  him,  that  he  has  or  will  promptly 
provide  suitable  and  proper  men,  and  all  tools  and  machinery  necessary 
to  complete  this  work. 

All  work  must  be  done  in  a  workmanlike  manner,  and  the  contractor 
shall  be  responsible  for  any  and  all  avoidable  injury  to  persons  or  prop- 
erty. The  work  will  be  at  the  contractor's  risk  until  final  acceptance, 
and  he  shall  not  transfer  or  sub-let  any  part  thereof  without  written 
consent  of  the  State  Highway  Conxmissioner. 


BROKER'S   CYCLOPEDIA  381 

If  work  resulting  from  unforseen  contingencies  and  not  included  ia 
the  original  contract  is  required,  a  supplemental  contract  will  be  executed 
for  such  work  or  material. 

The  contractor  shall  give  his  constant  personal  attention  to  the 
work  while  it  is  in  progress,  or  he  shall  place  it  in  charge  of  a  competent 
and  reliable  foreman,  who  will  have  authority  to  act  for  the  contractor 
and  who  must  be  acceptable  to  the  resident  engineer.  The  contractor 
shall  at  all  times  employ  a  sufficient  n amber  of  workmen  for  the  proper 
performance  of  the  several  classes  of  work  which  he  shall  prosecute  to  full 
completion  in  the  manner  and  time  specified.  Any  person  employed 
by  the  contractor  whom  the  engineer  may  deem  incompetent  or  unfit 
to  perform  the  work  shall  be  at  once  discharged,  and  such  person  shall 
not  be  again  employed  without  the  consent  of  the  engineer. 

The  approval  of  material  and  workmanship  by  the  engineer  in 
charge,  or  any  employee  of  the  Highway  Department  does  not  under 
any  consideration  preclude  the  right  of  the  vState  Highway  Commissioner 
to  reject  all  or  any  part  of  the  same  at  any  time  previous  to  the  payment 
of  the  final  estimate. 

All  excess  or  waste  material  shall  be  removed  by  the  contractor 
before  final  acceptance  and  the  road  left  with  a  neat  and  finished  ap- 
pearance. 

Monthly  payments  to  the  amount  of  eighty  per  cent,  of  the  estimates 
shall  be  made  on  the  15th  of  each  month  for  the  work  of  the  preceding 
month,  so  long  as  the  work  is  progressing  satisfactorily. 

When  the  contract  is  completed,  the  same  shall  be  inspected  by  the 
State  Highway  Commissioner  or  the  Assistant  State  Highway  Commiss- 
ioner, and  if  the  work  is  completed  to  their  satisfaction  there  shall  be 
issued  certificates  of  the  amoimt  of  work  done,  and  the  contractor  shall 
receive  pay  in  full  on  said  work. 


382  T  H  E   RE  A  L   E  STATE 


Approximate  Estimate 


7.00 

280.00 

.04 

232.00 

.90 

24,453.00 

.50 

15.00 

1.25 

37.50 

1.50 

45.00 

The  estimates  below  are  only  approximate,  although  the  result  of 
calculations,  and  the  contractor  must  be  responsible  for  his  own  data 
on  which  to  base  his  bid. 

14,000  cu.  yds.  excavation  without  classification.  @  $0.25      $3,500.00 

40  cu.  yds.  concrete @ 

5,800  lbs.  steel @ 

27170  sq.  yds.  macadam @ 

30  lin.  ft.  12-inch  double  strength  sewer  pipe.  @ 

30  lin.  ft.  18-inch  double  strength  sewer  pipe.  @ 

30  lin.  ft.  24-inch  double  strength  sewer  pipe.  (5) 

Estimated  cost  of  construction $28,562.50 

BID 

To  the  State  Highway  Commissioner  of  Ohio : 

Sir: — The  undersigned,  having  carefully  examined  the  site,  plans, 

profiles  and  specifications  for  the  improvement  known  as  the 

State  Highway, County, 

propose  to  furnish  all  the  materials,  all  the  tools  and  do  all  the  work 
necessary  for  said  improvement  in  accordance  with  said  plans,  profiles 
and  specifications,  for  the  following  gross  price : 

Dollars  ($. ) 

Full  name  and  Address 
of  all  Parties 


Postoffice. 

County 

State 

Notice — Proposals  must  be  sealed  and  addressed, 

"State    Highway    Department,    Bid 

Road,  " 

RECEIPT  FOR  RETURN  OF  DEPOSIT  CHECK. 

,  191. 

Received  of  the  State  Highway  Commissioner  my  certified  check 
in  the  sum  of  $300,  deposited  with  the  above  bid. 

Contractor. 


BROKE  R'SCYCLOPEDIA  383 


Contract 


THIS  AGREEMENT,  made  this day  of 

A.  D.  191.  .  .  .,  between  the  State  of  Ohio,  hereinafter  called  the  party 
of  the  first  part,   and 


of  or  

successors,  executors,  administrators  and  assigns,  hereinafter  called  the 
party  of  the  second  part. 

WITNESSETH,  That  the  party  of  the  second  part,  for  and  in  con- 
sideration of  the  payment  or  payments  hereinafter  specified  and  agreed 
to  by  the  party  of  the  first  part,  hereby  covenants  and  agrees  to  furnish 
and  deliver  all  the  materials  and  to  do  and  perform  all  the  work  and  labor 
required  in  the  improvement  of  a  certain  section  of  highway  known  as 

the  •  •  •  • Road,   State   Highway  .  . ,    and  located 

in Township County,  Ohio.     Length  of  section 

15,283  feet. 

The  party  of  the  second  part  further  covenants  and  agrees  that  said 
materials  of  each  and  every  kind  shall  be  of  the  best  of  their  several  kinds 
and  that  all  of  said  work  and  labor  shall  be  done  and  performed  in  the 
best  and  most  workmanlike  manner,  and  that  both  materials  and  labor 
shall  be  in  strict  and  entire  conformity  with  the  specifications,  a  copy  of 
which  is  hereto  attached  and  forms  part  of  this  agreement;  and  that  all 
of  said  materials  and  labor  shall  be  subject  to  the  inspection  and  approval 
of  the  State  Highway  Commissioner,  or  his  duly  authorized  assistant, 
and  in  case  any  of  said  materials  or  labor  shall  be  rejected  by  the  said 
State  Highway  Commissioner,  or  his  assistant,  as  defective  or  unsuitable, 
then  the  said  materials  shall  be  removed  and  replaced  with  other  ma- 
terials, and  the  said  labor  shall  be  done  anew  to  the  satisfaction  and 
approval  of  the  said  vState  HighAvay  Commissioner,  or  his  assistant,  at 
the  cost  and  expense  of  the  party  of  the  second  part. 

The  party  of  the  second  part  further  covenants  and  agrees  that 
said  work  shall  be  begun  within  20  days  and  that  all  of  said  materials 
shall  be  furnished  and  delivered,  and  all  of  said  labor  shall  be  done  and 
performed  to  the  satisfaction  and  approval  of  the  said  State  Highway 
Commissioners  on  or  before  the  expiration  of  ten  months  from  date  of 
this  contract,  and  if  for  any  reason,  except  for  the  written  consent  of  the 
said  Highway  Commissioner,  the  completion  of  the  said  work  shall  be 
delayed  beyond  that  date,  then  the  party  of  the  second  part  shall  pay 
and  forfeit  to  the  party  of  the  first  part  the  sum  of  five  dollars  ($5.00) 
per  day  for  each  and  every  day  during  which  said  work  shall  be  delayed; 
provided  that  upon  written  receipt  of  written  notice  from  said  party  of 


384  THE  REAL  ESTATE 


the  second  part  of  the  existence  of  causes  over  which  said  party  of  the 
second  part  has  no  control  and  which  must  delay  the  completion  of  said 
work,  the  said  Highway  Commissioner  may,  in  his  direction,  extend  the 
period  allotted  for  its  completion,  and  in  such  case  the  damages  for  delay 
shall  become  operative  at  the  date  at  which  such  extension  shall  expire. 

And  it  is  further  expressly  understood  and  agreed  by  and  between 
the  parties  to  this  agreement  that  if  in  the  opinion  of  the  said  State 
Highway  Commissioner  the  party  of  the  second  part  shall  be  prosecuting 
the  said  work  with  an  insufficient  force  of  workmen  or  with  an  insuffi- 
cient supply  of  materials  for  the  prompt  completion  of  said  work,  or 
shall  be  improperly  performing  the  said  work,  or  shall  discontinue  the 
performance  of  said  work  before  completion,  or  shall  neglect  or  refuse  to 
remove  such  materials  or  to  perform  anew  such  labor  as  shall  be  rejected 
by  the  said  State  Highway  Commissioner  as  defective  or  unsuitable, 
then  in  any  such  case  it  shall  be  lawful  for  the  said  State  Highway  Com- 
missioner, and  he  is  hereby  authorized  and  empowered  to  employ  by 
contract  or  otherwise  and  in  such  manner  as  he  may  elect,  and  at  such 
prices  as  he  may  determine,  any  persons,  and  obtain  any  appliances, 
materials,  tools  and  other  mean's  of  construction  which  he  may  deem 
necessary  to  complete  the  work  contemplated  in  this  agreement  at  the 
cost  and  expense  of  the  said  party  of  the  second  part. 

And  it  is  further  expressly  understood  and  agreed  by  and  between 
the  parties  to  this  agreement  that  the  party  of  the  second  part  shall, 
during  the  progreess  of  said  work,  properly  safeguard  the  same  against 
injury  or  damage  to  the  public,  and  that  said  party  of  the  second  part 
shall  alone  be  responsible  for  any  such  injury  or  damage  sustained  by 
any  person  or  persons. 

In  consideration  of  the  foregoing  premises  the  said  party  of  the 
first  part  hereby  agrees  to  pay  to  the  party  of  the  second  part  the  sum 

of 

dollars  ($ ),  payment  to  be  made  monthly  to  the 

amount  of  80  per  cent  of  estimates. 

In  Witness  Whereof,  the  party  of  the  first  part  hath  hereunto 
subscribed  by  the  hand  of  the  State  Highway  Commissioner,  and  the 
party  of  the  second  part  hath  set  his  hand  and  seal. 

Attest :  State  of  

By 

Chief  Clerk.  State  Highway  Commissioner. 

Approved  by  

Contractor. 


Commissioners  of County, . 


BROKER'S   CYCLOPEDIA 385 

Contractor's  Bond 

Know  all  men  by  these  presents,  that  we 


("i; 


hereinafter  called  the  principal,  and 

("2) 

hereinafter  called  the  surety,  are  held  firmly  bound  unto  the  State  of 
....  in  the  sum  of  five  thousand  ($5,000.00)  dollars  to  the  payment  of 
which  sum,-  well  and  truly  to  be  made,  v/e  do  hereby  jointly  and  severally 
bind  ourselves,  our  successors,  heirs,  executors,  administrators  and 
assigns. 

Signed  by  us,  and  dated  this . day  of 

,  A.  D.  191 

The  condition  of  the  above  obligation  is  such,  that,  whereas,  the 
said  principal  has  filed  a  written  bid  or  proposal  for  the  improvement  of 
a  certain  portion  of  the  public  highway  known  as  the 


Road,   State  Highway, 

County, 


Whereas,  pursuant  to  the  requirements  of  Chapter  .  , ,  Division  .  . , 
Title  .  . ,  Part  First  of  the  General  Code  of  .  .  .  . ,  the  said  principal  is  re- 
quired to  file  a  bond  with  the  State  Highway  Commissioner  of  said 
State  of  .  .  .  . ,  to  secure  the  performance  of  said  work  if  said  proposal 
be  accepted  and  a  contract  therefore  awarded  to  said  principal. 

Now  therefore,  if  the  said  principal  shall  be  awarded  said  contract, 
he  (it)  shall  well,  truly  and  faithfully  comply  with  and  perform  each 
and  all  of  the  terms,  covenants  and  conditions  of  the  same,  on  his  (its) 
part  to  be  kept  and  performed,  according  to  the  tenor  thereof;  and  he  (it) 
will  perform  the  work  embraced  therein,  upon  the  terms  proposed  and 
within  the  time  prescribed,  and  in  accordance  with  the  plans  and  speci- 
fications furnished  therefor  and  to  which  reference  is  here  made  and  made 
part  hereof,  as  if  fully  incorporated  herein ;  and  shall  fully  pay  all  direct 
or  indirect  damages  that  shall  be  suffered  or  claimed  during  the  con- 
struction of  such  road  improvement  by  reason  of  the  construction 
thereof,  and  until  the  same  is  accepted;  then  this  obligation  shall  be  null 
and  void,  otherwise  to  remain  in  full  force  and  virtue  in  law. 


386 THE   REAL   ESTATE 

And  the  said  surety  hereby  stipulates  and  agrees  that  no  change, 
extension,  alteration,  deduction  or  addition,  in  or  to  the  terms  of  the 
said  contract,  or  in  or  to  the  plans  or  specifications  accompanying  the 
same  shall  in  any  wise  affect  the  obligation  of  said  surety  on  its  bond. 
Signed,  sealed  and  delivered  in  the  presence  of: 


Principal. 

The  above  bond  is  approved :  

Postoffice. 


Postofiice. 


Postoffice. 

Commissioners  of ...  .  County,  ....  Surety. 

Attach  corporate  seal  of  principal  if  corporation. 

Attach  corporate  seal  of  surety  company  if  such  surety  is  accepted. 

("1)     If  a  corporation,  insert  "Organized  under  the  laws   of   the 

State  of ,  with  its  principal  place  of  business 

at in  .  .  .' " 

("2)     If  a  surety  company,  insert  "Organized  under  the  laws  of 

the  State and  duly  authorized  to  transact 

business  within  the  state  of  .  ,  .." 


BROKER'S  CYCLOPEDIA 387 

CHAPTER  XX. 

Deeds-Mortgages-Liens. 

DEEDS.  6 — Assignment   of   a   mortgage   by  an 

1 — What  is  a  deed?  indorsement  thereon. 

2 — The  essential  requisites  required.  7 — Assignment   of  a   mortgage    (Short 

3 — The  orderly  parts.  form.) 

4 — How  to  draw  a  deed.  8 — Cancellation    of  mortgage  to  be  in- 

6 — Deed  executed  by  attorney  in  fact.  dorsed  on  mortgage. 

7 — Requirements  of  a  valid  deed.  9 — Cancellation  of  mortgage  to   be   in- 

8— Acknowledgement    of   deeds.  dorsed  on  the  records. 

MORTrArpc;  10 — Statutory     provisions   of     chattel 

1     wif V-              *  mortgages    in    the    different    states    and 

1— What  IS  a  mortgage.  territories 

2 — Why  a  mortgage  should  be  recorded. 

3 — Why  a  mortgage  can  not  be  paid  off  LIENS, 

before  due.  1 — What  is  a  lien? 

4 — What   are    the   rights   of  a   second  2 — Items  of  value  concerning  liens, 

mortgage?  3 — How   to  acquire  a  mechanics   lien. 

5 — Chattel  mortgage.     (Form.)  4 — Mechanic's  lien  (short  form.) 

1.  What  is  a  Deed? 

A  deed  is  an  executed  contract  in  writing.  It  differs 
from  some  executed  contracts  in  this  respect,  that  it  is  signed 
ordinarily  by  only  one  of  the  parties. 

A  deed,  by  the  owner  of  land,  duly  signed  and  acknow- 
ledged by  him  and  delivered  to  the  grantee,  conveying  land 
to  the  latter  in  fee  simple,  is  one  of  the  most  solemn  of  civil 
acts. 

2.  The  Essential  Requisites  Required. 

The  essential  requisites  or  circumstances  attending  the 
execution  of  a  deed,  are: 

(1)  The  writing  of  the  deed  on  paper  or  parchment. 

(2)  Parties  competent  to  make  a  contract. 

(3)  Sufficient  consideration. 

(4)  A  description  of  the  land  conveyed  sufficient  to 
identify  it. 

(5)  The  signing  of  the  deed. 

(6)  The  delivery  of  the  deed  by  the  grantor  to  the 
grantee. 

3.  The  Orderly  Parts. 

The  orderly  parts  of  a  deed  are : 

(1)  The  Premises— The  date;  the  names  of  the  parties, 
the  grantor  and  the  grantee,  and  their  places  of  residence; 
the  recitals,  if  any;  the  consideration,  and  the  receipt  thereof. 

(2)  The  granting  clause,  to  indicate  the  estate  trans- 
ferred. 


388 ■ THE  REAL  ESTATE 

(3)  The  description  of  the  land. 

(4)  The  exceptions,  if  any.  (This  clause  is  known  as 
the  "Redendum.) 

(5)  The  Habendum,  or  clause  beginning  "To  have  and 
to  Hold." 

(6)  Covenants  of  warranty  and  the  Hke. 

(7)  Conclusion — Testatum  clause;  signature;  acknow- 
ledgement . 

4.  How  Many  Kinds. 

The  several  kinds  of  deeds  take  their  designations  or 
titles  from  the  quantity  of  the  estate  conveyed,  or  from  the 
capacity  in  which  the  party  acts  who  executes  them,  and 
are  known  as  Grant,  Bargain,  and  Sale  Deeds. 

Quitclaim  Deeds,  Warrant}^  Deeds,  Deeds  of  Gift  Deeds, 
Tax  Collector's  Deeds,  Guardian's  Deeds,  Administrator's 
Deeds,  Corporation  Deeds,  etc.  Deeds  executed  by  Sheriffs, 
Tax  Collectors,  Guardians,  etc.,  are  made  under  order  of  the 
court  or  in  pursuance  of  law. 

The  correct  forms  of  deeds  for  the  several  States  may  be 
obtained  from  stationers. 

A  Quitclaim  Deed  is  used  to  dispose  of  any  apparent 
interest  which  one  may  have  in  real  estate,  in  order  to  perfect 
the  title  in  the  guarantee,  or  present  owner. 

5.  How  to  draw  a  Deed. 

DIRECTIONS    FOR    DRAWING    DEEDS    AND 
MORTAGES. 

Throughout  the  United  States  the  general  doctrine,  is 
that  every  citizen  is  capable  of  taking  and  holding  lands  by 
descent,  devise,  or  purchase;  and  every  person  capable  of 
holding  lands  (except,  idiots,  insane  persons,  and  infants,) 
and  siezed  of  ,  or  entitled  to,  any  estate  in  land,  may  convey 
the  same,  at  his  pleasure,  under  the  regulations  prescribed 
by  the  laws,  of  the  several  states. 

All  instruments  of  writing  under  seal  are,  in  law,  deeds; 
but  in  common  parlance  a  deed  is  a  conveyance  of  land,  and 
to  be  vaHd,  must  be  written,  signed,  sealed,  and  dehvered. 

1.  The  private  parties  must  be  able  to  contract,  that  is, 
they  must  be  free  from  the  disabilities  above  named. 

2.  It  must  be  founded  on  a  good  consideration,  such  as 
natural  love  or  affection;  or  a  valuable  consideration,  such  as 
money,  marriage,  and  the  like. 


BROKER'S  CYCLOPEDIA 389 

3.  It  must  be  written  or  printed  on  paper  or  parchment. 

4.  The  subject-matter  of  the  deed  must  be  set  forth  in 
a  legal  and  orderly  manner. 

5.  It  must  be  signed,  and  in  some  states  sealed,  by  the 
grantor,  or  by  his  attorney  in  fact  duly  authorized  by  letter 
of  attorney. 

6.  It  must  be  attested  by  two  witiiesses.  In  some  of 
the  states  witnesses  are  not  necessary. 

7.  It  must  be  acknowledged  or  approved. 

8.  Delivery  by  the  grantor,  or  his  attorney,  duly  author- 
ized. 

9.  It  shotild  be  recorded. 

In  drawing  deeds,  or  other  legal  instruments  of  writing, 
great  care  should  be  taken  to  write  plainly  and  legibly. 

There  should  be  no  erasures  or  interlineations,  but, 
if  unavoidable,  make  note  of  it  before  the  attestation  of  the 
witness. 

The  date  should  be  written  out  in  words,  and  not  in 
figures. 

The  full  names  of  the  parties  must  be  given. 

The  description  of  the  land  conveyed  should  be  accurate, 
and  such  as  to  enable  a  person  to  find  it  and  distinguish  it 
from  all  others. 

Designate  it  by  number  of  the  lot,  quarter  section,  survey, 
etc.,  if  it  can  be  done;  if  not,  by  certain  metes  and  bounds, 
and  it  may  be  well  to  add  a  reference  to  a  former  conveyance 
of  the  same  premises. 

6.     Deed  executed  by  an  attorney  in  fact. 

The  power  of  attorney  must  be  recorded  before  the 
execution  of  the  deed.  The  deed  must  be  executed  in  the 
same  form  as  other  deeds,  the  name  of  the  principal  being 
used  in  all  parts  of  the  deed.  The  testation  clause  should  be 
as  follows: 

In   witness   whereof,   the   said has   hereunto, 

,by ,  his  attorney  in  fact,  set  his 

hand  and  seal,  this  first  day  of ,  in  the  year  of  our 

Lord  nineteen  hundred  and 

Signed,  sealed  and  acknowledged 

in  presence  of  us : (Seal.) 


390  •   . THE  REAL  ESTATE 

The  acknowledgement  must  comply  with  the  require- 
ments of  the  laws  of  the  state  where  the  deed  is  executed; 
the  name  of  the  principal  should  be  used  in  it ,  in  the  following 
form,  which  is  good  in  Ohio. 

THE  STATE  OF  OHIO,       1 

County  of  Hamilton.       J  ^^* 

Be  it  remembered,  that  on  the  first  day  of , 

in  the  year  of  our  lord,  nineteen  hundred  and , 

before  me,  the  subscriber,  a  notary  public  in  and  for  said 

county,  personally  came ,  by  his  attorney 

in  fact,   ,  to  me  personally  known,  the 

grantor  in  the  foregoirg  deed,  and  ackrowledged  the  signing 
and  sealing  thereof  to  be  his  voluntary  act  and  deed,  and  the 

voluntary  act  and  deed  of  said ,  for  the 

uses  and  purposes  therein  mentioned. 

If  the  wife  must  join  in  the  deed  to  convey  her  interest, 
she  may  join  in  the  power  of  attorney;  and  the  deed  shall 
contain  the  name  of  the  wife  in  all  parts  with  the  husband, 
and  her  name  must  be  inserted  in  the  acknowledgement  with 
that  of  the  husband ;  the  attorney  in  fact  signing  both  names 
to  the  deed  by  himself,  as  attorney  in  fact. 

7.     Requirements  of  a  Valid  Deed. 

A  deed  should  be  signed,  sealed,  witnessed  and  acknow- 
ledged. 

All  interlineations  in  a  deed  should  be  noted  on  margin 
of  same  before  execution. 

A  minors  deed  is  no  good. 

Deed  of  partnership  must  be  signed  by  all  the  partners 
therein. 

Deed  of  a  Corporation  must  be  executed  in  accordance 
with  statute. 

All  deeds  should  be  recorded  promptly. 

No  person  can  ^ive  a  better  title  than  they  have. 

Neither  can  you  take  better  title  than  Grantor  has. 

The  language  "more  or  less"  in  a  deed  merely  means 
that  the  description  is  generally  correct. 

Title  to  land  carries  with  it  all  rights  to  air  above  and 
contents  of  soil  underneath. 

A  Grantor  cannot  be  compelled  to  accept  anything  but 
legal  tender  at  the  time  of  conveyance. 

An  executor's  deed  is  not  valid  unless  specific  power  of 
sale  appears  in  the  will  appointing  him,  or  he  is  duly  author- 
ized to  sell  by  court. 


BROKER'S   CYCLOPEDIA  391 

A  deed  from  a  married  woman  is  not  valid  unless  her 
husband  joins  therein. 

A  deed  from  a  single  person  must  contain  a  clause  that  the 
Grantor  is  single. 

A  wife  has  a  dower  right  in  a  husbands  real  estate  which 
can  only  be  released  by  proper  instrument. 

Every  deed  must  have  a  consideration  stated  therein. 

A  minor  cannot  act  as  a  witness  to  a  deed. 

A  wife  does  not  need  to  join  in  a  purchase  money  mort- 
gage. 

A  Purchase  Money  mortgage  should  state  that  it  is  such. 

Date  of  a  deed  or  mortgage  must  be  prior  or  on  date  of 
its  acknowledgement. 

It  is  not  wise  to  pay  for  Real  Estate  in  full  until  all  the 
defects  in  the  title  have  been  perfectly  satisfied. 

8.    Acknowledgement  of  Deeds. 

An  acknowledgement  is  the  act  of  declaring  the  execution 
of  an  instrument,  but  the  word  also  denotes  the  official  cer- 
tificate of  such  declaration. 

All  deeds  and  conveyances  of  land  to  be  effectual  as  to 
third  parties  must  be  recorded  upon  previous  proof  or  acknow- 
ledgement of  their  execution. 

Erasures  and  interlineations  should  be  noted  previous  to 
the  execution,  or  referred  to  in  the  certificate  of  the  officer 
taking  the  acknowledgement. 

It  is  advisable  to  comply  with  the  form  of  acknowledge- 
ment prescribed  by  the  statutes  of  the  various  states. 

Within  the  several  states  acknowledgements  may  be  taken 
in  general  before  the  following  officers. 

Notaries  public  and  justices  of  the  peace  generally  within 
their  territorial  jurisdiction,  and  in  any  place,  of  the  state 
usually  before  judges  and  clerks  of  the  supreme,  circuit, 
probate  and  county  courts,  judges  of  the  United  States  courts, 
chancellors,  registers,  masters  in  chancery,  and  court  com- 
missioners, country  recorders,  town  clerks  and  their  assist- 
ants. United  States  Commissioners,  county  surveyors,  county 
auditors,  registers  of  deeds,  mayors,  and  clerks  of  incorporated 
cities  may  take  acknowledgements  within  their  jurisdiction. 

Besides  the  foregoing,  in  several  states  also  the  deputies 
of  the  enumerated  officers,  and  in  Connecticut,  commissioners 
of  the  school  fund;  in  Louisiana,  parish  recorders  and  their 
deputies;  in  Maine,  women  appointed  by  the  governor  for 
that  purpose;  in  Michigan,  members  of  the  legislature;  in 
Mississippi,  members  of  county  board  of  supervisors;  in  Neb- 
raska, the  secretary  of  state;  in  New  York,  recorders  of  cities 


392  THE   REAL   ESTATE 

and  commissioners  of  deeds;  in  Pennsylvania,  mayors,  re- 
corders, and  aldermen  of  Philadelphia,  Pittsburg,  and  Carbon- 
dale,  In  Rhode  Island,  state  senators;  in  Vermont,  registers  of 
probate;  in  West  Virginia,  prothonotaries;  in  Wisconsin, 
police  justices. 

Without  the  state  and  within  the  United  States,  the 
following  officers  are  authorized  to  take  acknowledgement : 

Judges  and  clerks  of  courts  of  record,  notaries  public, 
commissioners  appointed  for  that  purpose  by  the  governors, 
and  officers  authorized  to  take  acknowledgement  within  their 
respective  states. 

Besides  the  foregoing,  also,  in  Colorado,  secretaries  of 
state;  in  Delaware,  mayors  of  cities;  in  Illinois,  justices  of 
the  peace,  commissioners  of  deeds,  and  mayors  of  cities;  in 
Kentucky,  secretaries  of  state,  in  Michigan  and  Wisconsin, 
master  in  chancery;  in  New  Jersey,  New  York,  North  Carolina, 
Pennsylvania,  and  Rhode  Island,  mayors  and  chief  magis- 
trates of  cities. 

Without  the  United  States,  the  following  officers  may 
take  acknowledgement : 

Judges  of  courts  of  record,  mayors  or  chief  magistrates 
of  cities,  towns,  boroughs,  counties,  notaries  public,  dip- 
lomatic, consular,  or  commercial  agents  of  the  United  States 
resident  and  accredited  in  the  county  where  the  acknowledge- 
ment is  taken. 

The  forms  of  deeds  conveying  lands  are  prescribed  by 
several  states,  and  such  forms  should  be  generally  used. 

The  requisities  of  a  valid  deed  are ; 

(1)  Competent  parties. 

(2)  Consideraton. 

(3)  The  deed  must  be  reduced  to  writing. 

(4)  ,  It  must  be  duly  executed  and  delivered. 

The  mode  and  effect  of  an  acknowledgement  or  of  a  deed 
is  governed  by  the  law  of  the  state  where  the  land  lies,  and 
not  by  that  of  the  place  where  the  acknowledgement  is 
taken. 

Where  the  deed  is  executed  by  an  attorney  in  fact,  it  is 
customary  to  have  he  power  of  attorney  acknowledged  by  the 
principal  and  the  deed  acknowledged  by  the  attorney. 

A  deed  executed  by  several  grantors  should  acknow- 
ledged by  each  of  them. 

Seals  or  their  equivalent  (or  whatever  is  intended  as 
as   such)    are   necessary   in   Alaska,    Connecticut,    Delaware, 


B  RO  KE  R' S  C  Y  CLO  P  EDI  A 393 

District  of  Columbia,  Florida,  Idaho,  Illinois,  Maine,  Maryland 
Massachusettes,  Michigan,  Minnesota,  Missouri,  New  Hamp, 
shire.  New  Jersey,  New  York,  North  Carolina,  Oregon, 
Pennsylvania,  South  CaroUna,  Vermont,  Virginia,  West 
Virginia,  Wisconsin,  Wyoming. 

In  almost  all  the  states  deeds  by  corporations  must  be 
under  seal. 

Forms  are  prescribed  or  indicated  by  the  statutes  of 
most  of  the  states  except  Connecticut,  Florida,  Louisiana. 

Separate  acknowledgement  by  wife  is  required  in  Alaska, 
Arkansas,  Delaware,  District  of  Columbia,  Florida,  Georgia 
Idaho,  Kentucky,  Louisiana,  Montana,  Nevada,  New  Jersey, 
North  Carolina,  Oregon,   South  Carolina,  Tennessee,  Texas. 

One  witness  to  the  execution  of  deeds  is  required  in 
District  of  Columbia,  Maine  (customary,)  Maryland,  Nebraska, 
New  Jersey,  (usual)  Oklahoma  Territory,  Utah,  Wyoming. 

Two  witnesses  to  the  execution  of  deeds  are  required  in 
Arkansas,  Connecticut,  Florida,  Georgia,  Louisiana,  Michigan, 
Minnesota,  New  Hampshire,  Ohio,  Oregon,  South  Carolina, 
Texas,  Vermont,  Wisconsin. 

MORTGAGES. 

1.  What  is  a  Mortgage. 

A  mortgage  is  the  transfer  of  the  title  of  property  as 
security  for  the  payment  of  a  debt. 

The  maker  is  called  "the  mortgagor"  and  the  party  to 
whom  it  is  made  "the  mortgagee." 

A  mortgage  upon  real  property  is  a  deed  with  the  addition 
of  a  clause,  called  a  defeasance,  providing  that  upon  the 
payment  of  the  debt  the  conveyance  shall  be  void. 

2.  Why  a  Mortgage  should  be  recorded. 

Mortgages,  assignments  of  mortgage,  defeaseances,  re- 
leases and  satisfaction  pieces,  should  always  be  recorded  in 
the  County  where  the  land  is  situated. 

3.  Why  a  Mortgage  can't  be  paid  off  before  due. 

A  Mortgagor  cannot  pay  off  a  mortgage  before  it 
becomes  due,  without  the  holder's  consent,  for  the  reason  that 
the  mortgagee  has  the  right  to  earn  the  interest  on  his  money 
during  the  time  the  mortgage  has  to  run. 

Any  interest  in  real  property  which  is  capable  of  being 
transferred,  may  be  mortgaged. 


394 THE  REAL  ESTATE 

A  mortgage  does  not  entitle  the  mortgagee  to  the  possess- 
sion  of  the  property,  unless  authorized  by  the  express  terms 
of  the  mortgage. 

A  mortgage  can  be  created,  renewed,  or  extended,  oiily 
by  a  written  instrument,  executed  with  the  formalities  re- 
quired in  the  case  of  a  deed. 

4.  What  are  the  rights  of  a  second  mortgage. 

Can  the  holder  of  a  second  mortgage  fore-close  it  for 
non  payment  of  interest  when  the  first  mortgage  on  the  prop- 
erty is  neither  due  nor  in  default? 

The  holder  of  the  second  mortgage  could  in  such  case 
foreclose  but  the  property  would  be  sold  subject  to  the  lien 
of  the  first  mortgage. 

The  holder  of  the  second  mortgage  could  not  force  the 
owner  of  the  first  mortgage  to  foreclose,  nor  could  in  any  way 
extinguish  the  lien  of  the  first  mortgage. 

If  the  first  mortgage  were  due,  the  holder  of  the  second 
mortgage  would  have  his  choice  to  either  pay  off  the  first 
mortgage,  in  which  case  his  lien  becomes  that  of  a  first  mort- 
gage, or  to  foreclose  and  have  the  proceeds  of  the  sale  applied 
first  to  extinguish  the  prior  mortgage  and  second  to  pay  his 
own  mortgage. 

5.  Chattel  Mortgage. 

Know  all  men  by  these  presents,  that , 

of . ,  ,  in  consider- 
ation of  $   ,  to  him  paid  by ,  the 

receipt  whereof  is  hereby  acknowledged,  does  hereby  grant, 

bargain,  sell  and  convey  to  the  said   ,  his 

heirs  and  assigns  forever;    (describe  premises,)   and  all  the 

estate  title  and  interest  of  the  said ,  either 

in  law  or  in  equity,  of,  in  and  to  the  said  premises;  together 
with  all  the  privileges  and  appurtenances  to  the  same  belong- 
ing, and  all  the  rents,  issues  and  profits  thereof;  to  have  and 

to  hold  the  same  to  the  only  proper  use  of  the  said 

,  his  heirs  and  assigns  forever.     And  the  said 

,  for  himself  and  his  heirs,  executors 

and    administrators,    does   hereby   covenant    with    the    said 

,  his  heirs  and  assigns,  that  he  is  the 

true  and  lawful  owner  of  the  said  premises,  and  has  full  power 
to  convey  the  same ;  and  that  the  title,  so  conveyed,  is  clear, 
free  and  unincumbered;  and  further,  that  he  will  warrant 
and  defend  the  same  against  all  claim  or  claims,  of  all  persons 

whomsoever:  provided,  nevertheless,  that  if  the  said 

shall  well  and  truly  pay,  or  cause  to  be 


BROKER'S   CYCLOPEDIA 395 

paid,  his  certain  promissory  note  of  even  date  herewith,  for 

$ ,  drawn  to  the  order  of , 

and  payable  in  one  year  from  date,  with  interest  at per 

cent  per  annum,  then  these  presents  shall  be  void. 

In    witness   whereof,    the   said has 

hereunto  set  his  hand  this  first  day  of ,  in 

the  year  of  our  Lord,  nineteen  hundred  and 

Signed  and  delivered 

in  presence  of: 

Add  acknowledgement  in  same  form  as  a  deed. 


6.     Assignment  of  a  Mortgage  by  Indorsement  thereon. 

Know  all  men,  that  I,    ,  in  con- 
sideration of  $ to  be  paid  by , 

of  the  county  of state  of   ,  the 

receipt  whereof  is  hereby  acknowledged,  do  hereby  assign, 

transfer,  and  set  over  unto  the  said •  •  ■ 

all  my  right,  title,  interest,  and  claim  in  and  to  the  within 
mortgage  and  the  premises  therein  set  out,  and  the  five 
several    promissory    notes    secured    thereby;    and    I    hereby 

authorize   said ,    at   his   own   proper 

costs  and  charges,  to  obtain  payment  of  the  same.  And  I 
covenant  that  there  has  been  no  payment  or  payments  of 
any  of  said  notes,  or  any  part  thereof,  and  that  I  am  the  law- 
ful owner  thereof,  and  have  good  right  to  sell  and  convey  the 
same. 

In  witness  whereof,  I  have  hereto  set  my  hand  and  seal, 

this    day    of    ,    nineteen 

hundred  and 

Witness :  (Seal.) 


7.    Short  form  of  Assignment  of  Mortgage. 

For   value   received,    I   hereby   assign   and   transfer   to 

all  my  right,  title,  and  interest  in 

and  to  the  within  mortgage  and  mortgaged  premises,  and   the 
notes  therein   described.     Given  under  my  hand  and   seal 

,19 

Witness :  (Seal.) 


396 THE   R  E  A  L   ESTATE 

8.    Cancellation  of  Mortgage  to  be  indorsed  on  Mortgage. 

This  is  to  certify  that  I  have  received  satisfaction  in 
full  of  note  secured  by  the  within  mortgage,  and  of  the  within 
mortgage,  and  I  hereby  authorize  and  direct  the  recorder 
of county  to  cancel  the  same  on  record. 

Witness  my  hand  this. day  of , 

nineteen  hundred  and 

Attest: 


9.    Cancellation  of  Mortgage  to  be  Indorsed  on  the  Records. 

This  is  to  certify  that  I  have  received  satisfaction  in  full 
the  money  secured  by  the  mortgage,  of  which  this  is  the 
record,  and  I  hereby  cancel     said  mortgage  on  record. 

Witness  my  hand  this  first  day  of ,  nineteen 

hundred  and 

Attest: 


County  Recorder. 
Cancellation  by  a  release  may  be  in  the  form  of  a  quit- 
claim deed,  duly  executed  and  recorded. 

10.    Statutory,  Provisions  of  Chattel  Mortgages. 

The  following  extracts  show  the  statutory  provisions 
as  to  chattel  mortgages  in  the  different  states  and  territories : 

ALABAMA. — Must  be  recorded  in  the  office  of  the  pro- 
bate judge  where  the  mortgagor  resides  and  also  where  the 
property  is  located. 

Remains  in  force  as  long  as  the  debt. 

No  renewal  necessary. 

If  the  property  is  moved  to  another  county,  the  mort- 
gage should  be  recorded  there  within  three  months. 

Is  not  valid  as  to  third  parties  on  a  stock  of  merchandise 
remaining  in  the  possession  of  the  mortgagor. 

Is  not  valid  as  to  third  parties  on  after  acquired  prop- 
erty. 

ARIZONA. — Must  be  filed  in  the  office  of  the  recorder 
where  the  mortgagor  resides  and  where  the  property  is  lo- 
cated. 

No  renewal  is  necessary. 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  mortgagor  nor  on  after  acquired 
property. 

ARKANSAS. — Must  be  filed  or  recorded  in  the  office  of 
the  recorder  where  the  mortgagor  resides. 


BROKER'S   CYCLOPEDIA ^ 

If  recorded,  is  good  for  the  life  of  the  debt,  but  in  case 
of  extension  by  partial  payment,  these  payments  must  be 
recorded. 

If  it  is  filed,  it  is  valid  for  one  year  and  must  be  renewed 
within  thirty  days  preceding  the  expiration  of  one  year. 

Is  vahd  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor,  provided  he  acts 
as  agent  for  the  mortgages  when  sales  are  made. 

Is  valid  as  to  third  parties  on  after  acquired  property 
if  the  mortgage  provides  therefor. 

CALIFORNIA.— Must  be  recorded  in  the  office  of  the 
recorder  where  the  mortgagor  resides  and  where  the  property 
is  located. 

Remains  in  force  during  the  life  of  the  debt. 

No  renewal  is  necessary. 

If  the  property  is  removed  to  another  county,  the  mort- 
gage should  be  recorded  there  within  thirty  days. 

Is  vaHd  as  to  third  parties  on  stock  of  merchandise  re- 
maining in  possession  of  the  mortgagor,  but  not  vaHd  on  after 
acquired  property. 

COLORADO.— Under  $300  it  may  be  filed  in  office  of 
recorder  where  the  property  is  located. 

In  other  cases  it  must  be  recorded  in  the  office  of  the 
recorder. 

Remains  in  force  for  two  years  on  sums  of  $2,500  or  under, 
for  five  years  on  sums  of  $2,500  to  $20,000,  for  ten  years  on 
sums  of  $20,000  or  over. 

Must  be  renewed  by  annual  statement  showing  unpaid 
amounts  remaining  due. 

Mortgagee  may  take  possession  any  time  within  thirty 
days  after  maturity  and  mortgage  remains  vahd  during  that 
time. 

It  is  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  if  the  mortgage  so 
states  and  the  property  is  appUed  to  the  mortgage  debt. 

It  is  also  valid  on  all  after  acquired  property  except 
merchandise. 

.  CONNECTICUT.— Must  be  recorded  in  the  town  clerk's 
office  where  property  is  located. 

Only  specific  articles  are  subject  to  mortgage. 

Need  not  be  renewed. 

Is  not  vahd  as  to  third  parties  on  stock  of  merchandise 
remaining  in  the  possession  of  mortgagor,  or  on  after  acquired 
property. 


398 THE   REAL  ESTATE 

DElv AWARE. — Must  be  recorded  within  ten  days  in 
the  office  of  the  recorder  where  the  property  is  located. 

Is  valid  for  three  years,  at  which  time  it  must  be  re- 
newed. 

Is  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor,  but  is  not  vahd  on 
after  acquired  property. 

DISTRICT  OF  COIvUMBIA.— Must  be  recorded  in  the 
office  of  the  recorder  where  property  is  located. 

Need  not  be  renewed. 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor,  or  on  after  acquired 
property. 

FLORIDA.^Must  be  recorded  in  the  office  of  the  clerk 
of  the  circuit  court  where  the  property  is  located. 

Need  not  be  renewed. 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  mortgagor. 

GEORGIA.- -Must  be  recorded  in  the  office  of  the  clerk 
of  the  superior  court  where  the  mortgagor  resides,  if  he  is  a 
resident,  and  if  he  is  not,  then  where  the  property  is  located. 

No  renewal  is  necessary. 

Is  valid  as  to  third  parties  on  stock  of  merchandise  re- 
maining in  possession  of  the  mortgagor  and  on  after  acquired 
property. 

IDAHO. — Must  be  recorded  in  the  office  of  the  recorder 
where  the  property  is  located. 

If  the  property  is  removed  to  another  county,  mortgage 
must  be  recorded  within  ten  days. 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  unless  the  proceeds 
of  sale  go  to  the  mortgagee. 

Is  not  valid  on  after  acquired  property. 

IlylvINOIS.— Must  be  recorded  in  the  office  of  the  re- 
corder where  the  mortgagor  resides. 

If  the  mortgagor  does  not  reside  in  the  state,  must  be 
recorded  in  the  county  where  the  property  is  located. 

Is  vahd  until  the  debt  matures  or  for  three  years  if  the 
debt  has  not  matured,  and  within  thirty  days  of  the  maturity 
•of  the  debt  or  at  the  expiration  of  three  years  may  be  renewed 
by  filing  an  affidavit  showing  the  amount  due. 

If  the  mortgagor  resides  in  the  state  the  mortgage  must 
be  acknowledged  by  a  justice  of  the  peace,  in  township  where 
debtor  resides. 


BROKER'S   CYCLOPEDIA  J99 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  or  on  after  acquired 
property. 

INDIANA. — Must  be  recorded  within  ten  days  in  the 
office  of  the  recorder  where  the  mortgagor  resides. 

Need  not  be  renewed. 

Is  valid  as  to  third  parties  on  stock  of  merchandise  re- 
maining in  possession  of  the  mortgagor. 

INDIAN  TERRITORY.— Must  be  filed  or  recorded 
with  the  clerk  of  the  recording  district  where  the  property 
is  located. 

If  recorded,  no  renewal  is  necessary. 

If  filed  it  is  not  valid  for  more  than  one  year  unless 
within  thirty  days  before  the  expiration  of  the  year  there  has 
been  filed    an  affidavit  that  the  mortgage  has  not  been  paid. 

It  is  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  if  the  mortgagor 
acts  as  agent  for  the  mortgagee. 

IOWA. — Must  be  recorded  in  the  office  of  the  recorder 
where  the  mortgagor  resides. 

On  exempt  property  the  wife  must  join  except  for  the 
purchase  price  of  the  property. 

No  renewal  is  necessary. 

It  is  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  the  possession  of  the  mortgagor  and  on  after 
acquired  property. 

KANSAS. — Must  be  filed  with  the  register  of  deeds  of 
the  county  where  the  property  is  located,  and  where  the  mort- 
gagor resides  if  he  resides  within  the  state. 

It  is  valid  for  two  years  from  the  date  of  fihng. 

Must  be  renewed  within  thirty  days  preceding  ex- 
piration by  affidavit  showing  the  amount  unpaid. 

Is  valid  as  to  third  parties  on  stock  of  merchandise  re- 
maining in  the  possession  of  the  mortgagor  if  the  mortgagor 
acts  as  agent  for  the  mortgagee  when  sales  are  made. 

Also  valid  on  after  acquired  property  if  the  mortgage 
provides  thereof. 

KENTUCKY.  —Must  be  recorded  with  the  county  clerk 
where  the  property  is  located. 

It  is  vahd  for  five  years  after  the  maturity  of  the  debt 
if  no  note  has  been  given,  and  for  fifteen  years  where  a  note 
has  been  given. 

No  renewal  is  necessary. 

Is  valid  as  to  third  parties  on  stock  of  merchandise  re- 
maining in  the  possession  of  the  mortgagor  if  the  goods  can  be 


400 THE  REALS  STAT  E 

identified  but  is  not  valid  on  after  acquired  property. 

LOUISIANA. — Chattel  mortgages  are  unknown  in  this 
state. 

MAINE. — Must  be  recorded  in  the  office  of  the  town 
clerk  where  the  mortgagor  resides,  and  if  the  mortgagor  does 
not  reside  in  the  state  must  be  recorded  in  the  county  where 
the  property  is  situated. 

No  renewal  is  necessary. 

Is  valid  as  to  third  parties  on  stock  of  merchandise  re- 
maining in  possession  of  the  mortgagor,  but  is  not  vahd  on 
after  acquired  property. 

MARYLAND. — Must  be  recorded  within  twenty  days 
in  the  office  of  the  clerk  of  the  circuit  court  where  the  mort- 
gagor resides,  or  if  he  does  not  reside  in  the  state  must  be 
recorded  in  the  county  where  the  property  is  located. 

No  renewal  is  necessary. 

MASSACHUSETTS.— Must  be  recorded  within  fifteen 
days  with  the  town  clerk  where  the  mortgagor  resides. 

If  the  mortgagor  is  a  non-resident,  the  mortgage  must  be 
recorded  where  the  property  is  located. 

No  renewal  is  necessary. 

Is  vahd  as  to  third  parties  on  stock  of  merchandise  re- 
maining in  possession  of  the  mortgagor,  but  is  not  valid  on 
after  acquired  property. 

MICHIGAN. — Must  be  filed  with  the  city  or  town  clerk 
where  the  mortgagor  resides. 

Remains  in  force  for  one  year,  and  must  be  renewed  with- 
in thirty  days  preceding  expiration  by  affidavit  showing 
amount  unpaid. 

Is  valid  as  to  third  parties  on  stock  of  merchandise  re- 
maining in  possession  of  the  mortgagor  and  on  after  acquired 
property  if  the  mortgage  so  provides. 

MINNESOTA.— Must  be  filed  with  the  city,  town,  or 
village  clerk  where  the  mortgagor  resides  and  where  the 
property  is  located. 

Remains  in  force  for  six  years  after  filing  as  against 
creditors  or  subsequent  mortgages  or  purchasers. 

No  renewal  is  necessary. 

Husband  and  wife  must  join,  and  two  witnesses  and  an 
acknowledgement  are  necessary. 

Is  not  valid  as  to  third  parties  on  a  stock  of  merchandise 
remaining  in  the  possession  of  the  mortgagor,  but  if  the  mort- 
gage so  recites  it  is  valid  on  after  acquired  property. 


BROKER'S  CYCLOPEDIA ^ 401 

MISSISSIPPI.— Must  be  recorded  with  the  chancery 
clerk  where  the  property  is  located. 

If  property  is  removed,  it  must  be  re-recorded  within 
one  year. 

No  renewal  is  necessary. 

It  is  not  valid  as  to  third  parties  on  stock  or  merchandise 
remaining  in  possession  of  the  mortgagor,  but  is  valid  on 
after  acquired  property. 

MISSOURI. — Must  be  filed  or  recorded  with  the  record 
where  the  mortgagor  resides. 

Is  valid  for  five  years  if  filed,  and  during  the  life  of  the 
debt  if  recorded. 

No  renewal  is  necessary. 

Is  not  valid  as  to  third  parties  on  a  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  unless  the  proceeds 
of  sales  go  to  the  mortgagee  in  reducing  the  mortgage  debt. 

It  is  not  valid  on  after  acquired  property  unless  the 
mortgagee  takes  possession  before  creditors  secure  a  lien. 

MONTANA.— Must  be  filed  with  the  county  clerk 
where  the  mortgagor  resides. 

If  he  does  not  reside  in  the  state,  must  be  filed  in  the 
county  where  the  property  is  located. 

Is  valid  until  sixty  days  after  the  debt  matures,  not 
exceeding,  however,  one  year  and  sixty  days. 

Must  be  renewed  within  sixty  days  after  the  debt  becomes 
due  by  filing  an  affidavit  in  the  office  where  the  mortgage  is 
filed,  setting  fourth  the  amount  due. 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  if  made  in  good 
faith  and  proceeds  of  the  sale  go  to  the  mortgagee. 

NEBRASKA. — Must  be  filed  with  the  county  clerk 
where  the  mortgagor  resides,  and  if  he  does  not  reside  in  the 
state,  mUvSt  be  filed  in  the  county  where  the  property  is 
situated. 

Is  valid  for  five  years  against  others  than  the  parties, 
but  it  is  not  valid  as  to  third  parties  on  stock  of  merchandise 
in  possession  of  the  mortgagor,  or  on  after  acquired  property. 

NEVADA. — Must  be  recorded  in  the  office  of  the  recorder 
where  the  mortgagor  resides  and  where  the  property  is 
located. 

Remains  in  force  for  six  years  from  maturity  of  the  debt. 

No  renewal  is  necessary. 

If  the  mortgage  is  recorded,  it  is  valid  as  to  third  parties 
on  stock  of  merchandise  remaining  in  possession  of  the  mortr 
gagor. 


402 THE   REAL   ESTATE 

NEW  HAMPSHIRE.— Must  be  recorded  with  the  town 
clerk  where  the  mortgagor  resides. 

If  the  mortgagor  does  not  reside  in  the  state,  must  be 
recorded  in  the  county  where  the  property  is  situated. 

No  renewal  is  necessary. 

Is  not  valid  as  to  third  parties  on  a  stock  of  merchandise 
remaining  in  the  possession  of  the  mortgagor  unless  the 
proceeds  of  this  sale  go  to  the  mortgagee  in  reduction  of  the 
mortgage  debt. 

NEW  JERSEY.— Must  be  recorded  with  the  county 
clerk  or  register  of  deeds  where  the  mortgagor  resides. 

If  he  does  not  reside  in  the  state,  must  be  recorded  in  the 
county  where  the  property  is  situated.  * 

Need  noit  be  renewed. 

If  recorded,  it  is  valid  as  to  third  parties  on  a  stock  of 
merchandise  remaining  in  possession  of  the  mortgagor. 

If  the  mort-gage  so  provides  it  is  valid  on  after  acquired 
property. 

NEW  MEXICO.— Must  be  filed  or  recorded  with  the 
probate  clerk  where  the  property  is  located. 

Remains  in  force  for  one  year. 

Must  be  renewed  within  thirty  days  preceding  its 
expiration  by  affidavit  showing  the  amount  unpaid. 

Crops  cannot  be  mortgaged  until  they  have  matured  and 
are  harvested. 

It  is  not  valid  as  to  third  parties  on  a  stock  of  merchan- 
dise remaining  in  possession  of  the  mortgagor. 

NEW  YORK.— Must  be  filed  with  the  register  of  New 
York  City  or  the  county  clerk  if  in  a  county  seat,  otherwise 
with  a. town  clerk  where  the  mortgagor  resides. 

If  the  mortgagor  does  not  reside  in  the  state,  the  mort- 
gage must  be  filed  in  the  county  where  the  property  is  situated. 

Remains  valid  for  one  year  as  against  subsequent  mort- 
gagors ad  purchasers. 

Must  be  renewed  within  thirty  days  preceding  expiration 
by  statement  showing  the  amount  due. 

Is  not  valid  as  to  third  parties  on  a  stock  of  merchan- 
dise remaining  in  possession  of  the  mortgagor  unless  the 
mortagor  is  in  possession  as  agent  for  the  mortgagee  and  the 
sale  is  for  his  benefit. 

It  is  not  valid  on  after  acquired  property. 

NORTH  CAROLINA.— Must  be  recorded  with  the  regis- 
ter of  deeds  where  the  mortgagor  resides. 


BROKER'S  CYCLOPEDIA  __    403 

If  he  does  not  reside  in  the  state,  must  be  recorded  in 
the  county  where  the  property  is  located. 

No  renewal  is  necessary. 

It  is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  unless  the  mort- 
gagor has  possession  as  the  mortgagee's  agent  and  the  proceeds 
go  to  the  reduction  of  the  mortgage  debt. 

It  is  not  valid  on  after  acquired  property. 

NORTH  DAKOTA.— Must  be  recorded  with  the  register 
of  deeds  where  the  property  is  located. 

Remains  in  force  for  three  years. 

Must  be  renewed  within  ninety  days  preceding  the 
expiration  of  three  years  by  affidavit  showing  the  amount 
unpaid. 

Is  valid  as  to  third  parties  on  a  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  if  the  mortgagor 
is  required  to  account  to  the  mortgagee  for  the  proceeds  of  the 
sale. 

It  is  also  valid  on  after  acquired  property. 

OHIO. — Must  be  filed  with  the  township  clerk,  or  the 
recorder,  if  in  the  county  seat  where  the  mortgagor  resides. 

If  the  mortgagor  does  not  reside  in  the  state,  must  be 
filed  in  the  county  where  the  property  is  situated. 

Remains  in  force  for  oije  year. 

Must  be  renewed  within  thirty  days  after  the  expiration 
by  an  affidavit  showing  the  amount  unpaid. 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  unless  the  mortgagee 
takes  possession  before  the  third  party  mdkes  a  levy  or  unless 
the  mortgagor  is  by  the  terms  of  the  mortgage  made  agent 
for  the  mortgagee  and  required  to  account  to  the  mortgagee 
for  all  sales. 

Is  not  valid  on  after  acquired  property  unless  the  property 
is  actually  deliverd  to  the  mortgagee  or  the  mortgagee  takes 
possession  before  the  rights  intervene. 

OKLAHOMA.— Must  be  filed  with  the  register  of  deeds 
where  the  mortgagor  resides  if  a  resident  of  the  state;  if  not, 
where  the  property  is  located. 

Remains  in  force  .for  three  years. 

Must  be  renewed  within  thirty  days  preceeding  expiration 
by  affidavit  showing  the  amount  unpaid. 

It  is  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor,  but  is  not  valid  on 
after  acquired  property. 


404 THE  REAL  ESTATE 

OREGON. — Must  be  filed  or  recorded  with  the  county 
clerk  where  the  mortgagor  resides. 

If  he  does  not  reside  in  the  state,  must  be  filed  or  recorded 
in  the  county  where  the  property  is  located. 

Remains  in  force  for  one  year  and  must  be  renewed  with- 
in thirty  days  preceding  expiration  by  affidavit  showing  the 
amount  unpaid,  unless  it  is  executed  and  acknowledged  as  a 
Real  Estate  mortgage  and  recorded,  in  which  case  no  renewal 
is  required. 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  or  on  after  acquired 
property. 

PENNSYIvVANIA.— Must  be  recorded  with  the  county 
recorder  or  register  where  the  mortgagor  resides. 

If  the  mortgagor  does  not  reside  in  the  state,  must  be 
recorded  in  the  county  where  the  property  is  located. 

Only  specific  articles  can  be  mortgaged  . 

Must  be  renewed  within  three  months  after  maturity. 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  or  on  after  acquired 
property. 

RHODE  ISLAND.— Must  be  recorded  with  the  town 
clerk  where  the  mortgagor  resides. 

If  he  does  not  reside  in  the  state,  must  be  recorded  in  the 
county  where  the  property  is  located. 

No  renewal  is  necessary. 

If  property  is  recorded,  it  is  valid  as  to  third  parties  on 
stock  of  merchandise  remaining  in  the  possession  of  the  mort- 
gagor, but  is  not  valid  on  after  acquired  property  as  against 
creditors  who  secure  a  lien  before  the  mortgagee  takes  possess- 
ion. 

SOUTH  CAROLINA.— Must  be  recorded  within  forty 
days  with  the  register  of  conveyance  where  the  mortgagor 
resides. 

If  he  does  not  reside  in  the  state,  must  be  recorded  in  the 
county  where  the  property  is  located. 

No  renewal  is  necessary. 

It  is  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  the  possession  of  the  mortgagor  and  also  on 
after  acquired  property. 

SOUTH  DAKOTA.— Must  be  filed  with  the  register  of 
deeds  where  property  is  located. 

Remains  in  force  for  three  years. 

Must  be  renewed  within  thirty  days  preceding  expiration 
by  an  affidavit  showing  the  amount  unpaid. 


B  RO  K  E  R' S   C  Y  C  LP  P  E  D  I  A  _405 

It  is  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  the  possession  of  the  mortgagor,  provided  the 
mortgagor  is  required  to  account  to  the  mortgagee  for  the 
proceeds  of  sales. 

It  is  also  valid  on  after  acquired  property. 

TENNESSEE.— Must  be  filed  or  recorded  with  the  regis- 
ter of  deeds  where  the  mortgagor  resides 

If  he  does  not  reside  in  the  state,  must  be  filed  or  recorded 
in  the  county  where  the  property  is  located. 

Remains  in  force  for  six  years. 

Need  not  be  renewed. 

Is  not  valid  as  to  third  parties  on  a  stock  of  merchandise 
remaining  in  the  possession  of  the  mortgagor,  nor  on  after- 
acquired  property. 

TEXAS. — Must  be  filed  with  the  county  clerk  where  the 
mortgagor  resides. 

If  he  does  not  reside  in  the  state,  must  be  filed  in  the 
county  where  the  property  is  located. 

Need  not  be  renewed. 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor. 

UTAH. — Must  be  recorded  in  the  office  of  the  recorder 

If  he  does  not  reside  in  the  state, must  be  recorded  in  the 
county  where  the  property  is  located. 

Remains  in  force  for  one  year. 

Must  be  renewed  within  thirty  days  after  one  year  from 
filing  by  affidavit  showing  amount  unpaid. 

It  is  not  valid  after  five  years. 

It  is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor. 

VERMONT. — Must  be  recorded  in  the  city  or  town 
clerk's  office  where  the  mortgagor  resides. 

If  he  does  not  reside  in  the  state,  must  be  filed  in  the 
county  where  the  property  is  situated. 

Need  not  be  renewed. 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  the  possession  of  the  mortgagor. 

VIRGINIA. — Must  be  recorded  in  the  county  or  city 
clerk's  office  where  the  property  is  located. 

Need  not  be  renewed. 

Is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor  has  possession  as 
mortgagee's  agent,  and  the  proceeds  go  to  the  reduction  of  the 
mortgage  debt,  but  it  is  not  valid  on  after  acquired  property. 


406 _^ TJi  E_R  E  A  L  ESTATE 

WASHINGTON.— Must  be  filed  and  recorded  with  the 
county  auditor  where  the  property  is  located. 

Remains  in  force  for  two  years  if  less  than  $300;  if  over 
$300,  for  the  life  of  the  debt. 

May  be  renewed  within  two  years  by  an  affidavit  showing 
the  amount  unpaid. 

It  is  vaHd  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgagor,  but  the  mortgage 
should  be  so  drawn  that  the  mortgagor  must  apply  sales  in 
payment  of  mortgage  debt. 

It  is  vaUd  on  after  acquired  property. 

,.  E.  T  VIRGINIA.— Must  be  recorded  with  the  county 
clerk  where  the  property  is  located,  and  if  property  is  removed 
must  be  recorded  within  three  months. 

No  renewal  is  necessary. 

It  is  not  valid  as  to  third  parties  on  stock  of  merchandise 
remaining  in  possession  of  the  mortgager,  nor  is  it  valid  on 
after  acquired  property. 

WISCONSIN,— Must  be  filed  with  the  city  or  town  clerk 
where  the   mortgagor  resides. 

If  he  does  not  reside  in  the  state,  must  be  filed  in  county 
where  property  is  located. 

Remains  in  force  for  two  years. 

Must  be  renewed  within  thirty  days  preceding  the  ex- 
piration by  an  affidavit  showing  the  amount  unpad. 

It  is  valid  as  to  third  paties  on  stock  of  merchandise  re- 
maining in  possession  of  the  mortgagor,  provided  sworn 
statements  are  filed  every  sixty  days,  showing  amount  of 
goods  sold,  amount  added,  and  payment  made  on  mort- 
gage debt,  but  is  not  valid  on  after  acquired  property. 

WYOMING. — Must  be  recorded  in  the  county  clerk's 
office  where  the  property  is  located. 

Remains  in  force  for  two  months  after  the  debt  is  due. 

If  Property  is  removed,  mortgage  can  be  re-recorded. 

Must  be  renewed  within  sixty  days  after  maturity  of  the 
secured  debt. 

It  is  vahd  as  to  third  parties  on  stock  of  merchandise 
remaining  in  pOvSsession  of  the  mortgagor,  provided  the 
proceeds  of  the  sales  are  applied  to  the  debt  secured. 

It  is  also  valid  on  after  acquired  property. 

A  chattel  mortgage  should  be  signed,  sealed  and  filed. 

A  chattel  mortgage  is  a  hen  for  one  year  only. 

A  chattel  mortgage  does  not  cover  after  acquired  prop- 
erty. 


BROKER'S   CYCLOPEDIA  407 

Every  article  to  be  mortgaged  in  a  chattel  mortgage 
should  be  mentioned  therein  or  in  the  schedule  annexed. 

Mortgaged  chattels  cannot  be  removed  without  written 
consent. 

1.  What  is  a  Lien. 

A  lien  is  an  encumbrance  upon  real  or  personal  property. 

2.  Items  of  value  concerning  Liens. 

A  MECHANICS  LIEN  is  valid  for  one  year. 

Before  making  payment  to  a  contractor  ascertain  if 
the  property  has  been  Hened  for  labor  done  or  material 
furnished  at  contractor's  request. 

A  MECHANICS  LIEN  will  attach  the  mortgaged  prop- 
erty to  the  extent  of  the  owner's  equity  therein. 

All    leins  can  be  assigned  and  transferred. 

Liens  take  effect  according  to  priority  in  recording  and 
filing  same.  f 

Payment  for  labor  and  materials  furnished  a  tenant, 
without  the  owner's  consent  cannot  be  collected  from  the 
owner  or  his  property  liertd. 

RIGHT  OF  DOWER  is  a  lien  on  Real  Estate. 

All  liens  are  conditional  and  must  be  fore-closed  to  be 
effective. 

PRIORITY  of  a  lien  gives  a  prior  claim  which  is  entitled 
to  prior  satisfaction  out  of  the  subject  it  binds. 

Liens  can  exist  by  Common  Law  or  can  be  created  either 
by  usage  or  statute  or  by  express  agreement  of  tlje  parties. 

A  JUDGMENT  LIEN  may  be  transferred  from  one 
state  to  another  by  proper  legal  action  on  the  judgment.     \  t 

Notice  must  be  given  before  beginning  fore-closure  pro- 
ceedings. 

Never  take  title  to  real  estate  without  having  the  records 
searched  for  all  Hens  and  encumbrances. 

A  lien  is  an  encumbrance  upon  real  or  personal  property. 

A  contractor  or  workman  can  file  a  mechanics  lien  upon 
any  real  estate  for  services  in  connection  therewith. 

3.  How  to  acquire  a  Mechanic's  Lien. 

LIEN  OF  MECHANICS,  MATERIAL  MEN,  ETC 

The  statutes  of  each  state  provide  generally  for  a  lien  in 
favor  of  any  mechanic,  laborer,  or  material  man,  who  does 
or  furnishes  any  labor  or  material  in  the  erection,  alteration, 
or  repair  of  any  building,  bridge,  vessel,  or  water  craft,  or  for 
machinery  furnished  in  any  mill  or  manufactory. 


408 . THE  REAL  ESTATE 

The  lien  attaches  to  the  building  and  the  ground  on 
which  the  same  stands. 

In  order  to  acquire  such  a  lien,  it  is  generally  provided 
that  the  mechanic  shall  file  a  sworn  statement,  showing  his 
account,  the  amount  due,  the  description  of  the  property, 
and  the  name  of  the  owner,  in  the  office  of  the  clerk  or  recorder 
of  the  count}^  within  a  certain  specified  time. 

The  lien  is  generally  of  but  short  duration,  unless  a  suit 
be  brought  to  enforce  it,  in  which  event  it  is  continued  in  force 
until  final  adjudication. 

In  many  states  sub-contractors,  etc.,  may  acquire  a  lien 
on  the  property  to  the  amount  due  the  contractor,  etc.,  by 
giving  notice  of  their  claim  to  the  owner. 

*    The  following  form  is  used  in  Ohio,  and  will  serve  in  nearly 
all  the  states. 

4.     Mechanic's  Lien. 

The  State  of .  . ' 


County,  of /     '  ,  19 .  . 

being  duly  sworn,  says  that  the  account 

hereto  annexed  marked  "Exhibit  A,"  is  a  true,  just,  and 
correct  account  of  the  labor  performed  and  materials  furnished 

by to  and  for  the  said 

,  at  said, and  that  the  prices  thereof, 

set  forth  in  said  account,  are  just  and  reasonable,  and  that 

there  remains  due  and  unpaid  thereon  the  sum  of 

dollars;  that  said  labor  was  performed,  and  said  materials 
were  furnished,  at  the  time  in  said  account  mentioned,  under 
and  by  virtue  of  a  written   (or  verbal)  contract,  between 

said   and  said    (a  copy 

of  said  contract  is  hereto  annexed,  marked  "Exhibit  B") 
(if  the  contract  is  verbal,  set  out  the  terms  of  the  same;)  that 
said  labor  was  performed  and  said  materials  were  furnished  in 
good  faith,  for  the  purpose  of  (here  insert  "erecting  con- 
structing, altering,  or  reparing,"  as  the  case  may  be)  a  certain 

,  standing  on  a  lot  of  land  described 

as  follows:  (describe  property  as  in  a  deed;)  that  at  the  time 
said  contract  was  entereed  into,  and  said  labor  was  per- 
formed, and  said  materials  were  furnished,  the  said 

was,  and  still  is,  the  owner  of  said and 

said  lot  of  land. 


BROKER'S   CYCLOPEDIA 409 

And  that  said  labor  was  performed  and  materials  fur- 
nished at  the  request  of  said And. 

this  affiant  further  says  that  said is  the 

legal  owner  of  the  above  mentioned  claim. 

This  affidavit  is  made  to  secure  a    building  lien  on  said 

premises  for  the  use  and  benfit  of  the  said. by, 

whom  said  work  was  done  and  materials  were  furnished  with- 
in (insert  length  of  time  the  statute  provides  for  the  fifing  of 

the  fien)  month  past.     The  said. claims  a  fien  in 

the  premises. 

(Signature) 

Sworn  to  by  said .before  me  and  by  him  subscribed 

in  my  presence,  this day  of 19. 


MAXIMS  WORTH  HEEDING. 

Apologize,  when  you  should— though  it  is  hard. 
Admit  error — though  it  hurts. 

Accept  just  rebuke  gracefully — though  it  galls   you. 
Shoulder  deserved  blame — though  you  wince. 
Follow  your  conscience — though  you  lose  money,  for  it  pays  in  the 
end.     And  it  pays  also. 

To  begin  over — though  you  are  laughed  at. 

To  value  character  above  reputation. 

To  rise  above  success,  as  you  would  rise  above  failure. 

To  be  honest  for  honesty's,  not  policy's,  sake. 

To  think  the  best,  instead  of  the  worst,  of  a  man. 

To  resist  temptation. 

To  be  "clean"  inside  and  out,  and 

To  be  true  to  your  sense  of  duty. 


410 


THE  REAL   ESTATE 


CHAPTER  XXI. 

Notes-Bonds-Power  of  Attorney- 
Options,  Bill  of  Sale,  Etc. 


NOTES. 

1 — What  is  a  promissory  note? 

2 — Promissory  notes  negotiable. 

3 — Bankable  note. 

4 — Joint  and  Several  Note. 

5 — Note  not  negotiable. 

6 — Note  with  interest  from  date. 

7 — Note  payable  on  demand. 

8 — Note    bearing    legal    interest    from 
maturity. 

9 — Note  with  surety. 

10 — Note  payable  in  specific  articles. 

11— Due  bill. 

12 — Note   with   collateral   security. 

13 — Judgment  note. 

BONDS. 

1 — What  is  a  bond? 

2 — Bond  for  payment  of  money  with 
or  without  penalty. 

3 — Bond  for  payment  of  money. 

POWER  OF  ATTORNEY 

1 — What  is  a  power  of  attorney? 

2 — General  form  of  power  of  attorney. 

3 — Power  of  attorney  to  sell  real  estate. 


1. 


4 — Power  of  attorney  to  lease  real 
estate. 

5 — Power  of  attorney  to  sell  chattels. 
OPTIONS 

1 — Real  Estate  option. 

MISCELLANEOUS. 

1 — Contract  to  be  signed  by  an  Auction- 
eer. 

2 — Contract  to  be  signed  by  Purchaser. 

3— Bill  of  Sale. 

4 — Notice  to  leave  the  premises. 

5 — A  letter  of  credit. 

6 — Order  for  merchandise. 

7 — Order  for  money. 

8 — Endorsement  waiving  protest. 

9 — Proxy. 

10 — What  is  a  receipt. 

11 — What  is  arbitration? 

12— What  is  an  affidavit? 

13 — Form  of  affidavit. 

14 — ^Assignment  of  an  account. 

15 — Assignment  of  a  debt 

16 — ^Assignment  without  recourse. 

17 — ^Assignment  with  guarantee  of 
payment. 


Promissory  Notes. 

A  promissory  note  is  a  written  promise  to  pay  money  by 
one  person  to  another,  or  his  order,  or  assigns,  or  bearer, 
absolutely  and  at  all  events. 

No  particular  form  is  necessary. 

A  promise  to  deliver  or  be  accountable,  or  to  be  re- 
sponsible for  so  much  money,  is  a  good  note;  but  the  writing 
must  show  an  undertaking  or  engagement  to  pay  to  the  person 
named  in  it,  or  to  bearer,  or  holder,  absolutely  and  exclu- 
sively a  sum  of  money. 

The  maker  or  drawer  of  a  note  is  he  who  signs  it;  the 
payee  is  he  to  whom  it  is  made  payable;  the  indorser  he  who 
indorses  it;  the  indorsee,  or  holder,  he  to  whom  it  is  indorsed 
or  delivered. 

It  should  be  made  payable  to  the  payee,  his  order,  or 
assigns,  or  to  bearer,  to  make  it  negotiable;  but  without  them 
it  is  a  valid  instrument  between  the  parties. 

It  cannot  be  transferred  or  negotiated  so  as  to  enable 
the  holder  to  sue  in  his  own  name,  if  he  wants  negotiable 
words. 


BROKER'S   CYCLOPEDIA 411 

The  words  "value  received"  are  usually  inserted,  but 
they  are  not  indispensable,  as  value  is  implied  in  every  note, 
bill,  acceptance,  and  indorsement. 

A  note  payable  to Payee  or  Payer    need  not 

be  indorsed. 

The  title  to  it  passes  by  delivery,  and  its  legal  effect  is 
the  same  as  though  the  name  had  been  omitted. 

The  bearer  may  sue  in  his  own  name. 

If  his  title  to  it  or  the  consideration  is  called  in  question, 
he  must  proVe  that  he  received  it  bona  fide,  and  for  a  valuable 
consideration. 

But  he  need  not  do  this  unless  a  suspicion  be  raised  by 
showing  it  had  improperly  got  into  circulation. 

Between  the  original  parties,  also  between  the  indorser 
and  indorsee,  the  consideration  may  be  inquired  into;  and  also 
where  the  indorsee  takes  the  paper  with  notice  of  the  want 
of  a  consideration  or  of  an  illegal  one,  or  of  any  circumstances 
that  would  have  avoided  the  note  in  the  hands  of  the  indorser, 
or  when  not  taken  in  the  course  of  mercantile  business,  or 
after  it  was  due,  or  under  circumstances  which  ought  to  have 
led  to  inquiry. 

If  negotiated  after  maturity,  it  is  subject  to  any  set-off 
the  maker  may  have  against  the  payee. 

Joint  and  several  notes  are  usually  drawn  in  this  man- 
ner: "We  jointly  and  severally;"  or,  "We,  or  either  of  us, 
promise,"  etc.,  or  if  in  the  singular,  "I  promise  to  pay,"  and 
signed  by  two  or  more,  will  be  a  joint  and  several  note. 

If  it  is  the  wish  of  the  parties  to  make  a  joint  note  only, 
it  may  be  written  thus:  "We  jointly,"  or,  "We  jointly,  but 
not  severally,  promise,"  etc. 

If  payable  to  two  or  more  payees  who  are  not  partners, 
each  must  indorse  it. 

If  the  payee  wishes  to  transfer  it  without  being  respon- 
sible, his  indorsement  maybe  as  follows:     "Pay  to 

without    recourse;"    or     "without    recourse 

upon  me." 

The  words  "with  interest"  should  be  inserted',  unless  it 
is  agreed  the  note  shall  not  bear  interest. 

After  maturity  all  notes  and  bills  bear  legal  interest. 

A  note  payable  on  demand  is  due  at  once  for  running  of 
interest,  running  of  statute  of  limitation,  and  for  bringing  of 
suit;  it  is  due  in  a  reasonable  time  for  purpose  of  negotiation. 

If  not  likely  to  be  paid  at  maturity,  make  them  payable 
one  day  after  date;  or  add  the  words,  "with  interest." 


412 THE  REAL  ESTATE 

A  promissory  note  written  over  fhe  signature  of  the 
maker,  by  a  person  duly  authorized  by  the  maker  to  do  so, 
will  be  valid. 

Although  the  holder  of  bills  of  exchange  and  negotiable 
notes  be  entitled  to  recover,  and  to  exclude  almost  every 
equitable  defense,  yet  the  rule  applies  strictly  to  them, 
when  taken  bona  fide  before  maturity,  and  in  due  course  of 
trade. 

If  taken  after  due,  the  presumption  is  against  the  validity 
of  the  demand,  and  the  purchaser  takes  it  at  his  peril,  subject 
to  every  defense  existing  against  it  before  it  was  negotiated. 

Blank  indorsements  are  common,  and  may  be  filled  up 
at  any  time  by  the  legal  holder. 

When  a  note  is  so  indorsed,  it  is  like  one  payable  to  bear- 
er, and  passes  by  delivery. 

Demand  of  payment  must  be  made  of  the  maker  the 
day  upon  which  the  note  or  bill  is  due,  and  if  not  paid,  notice 
must  immediately  be  given  to  the  indorsers,  otherwise  they 
will  be  discharged  of  their  liability. 

If  payable  at  a  bank  or  other  place,  demand  must  be  made 
at  the  place  where  payable. 

Mercantile  paper  is  usually  drawn  payable  at  a  bank  or 
banker's  office. 

The  notice  of  non-payment  may  be  given  by  any  person 
competent  to  serve  it,  but  notaries  public  are  usually  employed 
for  that  purpose. 

2.     F*roinissory  Note  Negotiable. 

$ , ,19.... 

Ninety  days  after  date  we  promise  to  pay  to  the  order 

of dollars ; 

value  received. 


3.     Note  Negotiable  and  Payable  in  Bank. 

$ , ..........19.... 

Sixty  days  after  date  we  promise  to  pay  to  the  order 

of , dollars,  at 

the  bank  of ;  value  received. 


BROKER'S   C  Y  C  LP  P  E  D  I  A '_ 413 

4.     Joint  and  Several  Note  Negotiable  without  Indorsement. 

$. , ^.,19.... 

Three  months  after  date  we,  or  either  of  us,  promise  to 

pay  to ,  or  bearer, 

dollars  value  received. 


5.     Note  not  Negotiable. 

$ , ....,19. 

Six  months  after  date  I  promise  to  pay  to 

dollars,  for  value  received. 


6.     Note  with  interest  from  date. 

$ ,19.... 

One  year  after  date  I  promise  to  pay  to  the  order  of 

dollars, 

with  interest  from  date;  value  received. 


7.     Note  Payable  on  Demand. 

$ '..., :    19;-- 

On  demand  we  promise  to  pay  to  the  order  of 

, dollars;    value 

received. 


8.    Note  bearing  legal  Interest  from  maturity. 

$ , '••,  19..^ 

Six  months  after  date  I  promise  to  pay  to  the  order  of 

, dollars ; 

value  received. 


414 THE   REAL   ESTATE 

9.     Note  with  surety. 

$ , ,  19... 

One  day  after  date  we   ,  as  prin- 
cipal, and   ,  as  surety,  promise  to  pay 

to  the  order  of  . , dollars; 

value  received. 


10.     Note  payable  in  Specific  Articles. 

$ , 19 

For  value  received,  I  promise  to  pay  to 

on  demand,  at  my  store  in •■  • ,    

dollars,  in  goods. 


11.     Due  Bill. 

$ , ..,  19. 

Due .  . ,    dollars,   for 

value  received. 


12.     Note  with  Collateral  Security. 

$ " , '......,  19... 

Sixty  days  after  date  I  promise  to  pay  to  the  order  of 

,    . dollars,  at  the 

office  of ,    .'...., , 

for  value  received. 

If  not  paid  at  maturity,  to  bear  interest  at  the  rate  of 

per  cent  per  annum. 

As  collateral  security  for  the  payment  of  the  same,  I 

have  this  day  pledged  to  the  said , 

or  holder  hereof,  the  following  property  viz : 

Two  shares  in  the  capital  stock  of  the ; 

Company. 

And  I  hereby  give  to  the  holder  hereof  full  power  and 
authority  to  sell  or  collect,  at  my  expense,  all  or  any  part  or 

portion  thereof,  at  any  place,  either  in  the  city  of 

or  elsewhere,  at  pubhc  or  private  sale,  at  its 


BROKER'S   CYCLOPEDIA  '  415 


option,  on  the  non-performance  of  the  above  promise,  and 
at  any  time  thereafter,  and  without  advertising  the  same,  or 
otherwise  giving  to  me  any  notice. 

In  case  of  pubHc  sale,  the  holder  may  purchase  without 
being  liable  to  account  for  more  than  the  net  proceeds  of 
such  sale. 


13.     Judgment  Note. 

, , ,19... 

One  year  after  date  I  promise  to  pay  to  the  order  of 

,   dollars, 

payable  with  interest  at  the  rate  of per  cent  per  annum, 

at  the .  Bank  of , 

,  for  value  received,  and  I  hereby  authorize  and 

empower  any  attorney  at  law  to  appear  in  any  court  of  record 
in  the  United  States,  at  any  regular  term  of  such  court,  after 
the  above  obligation  becomes  due,  and  waive  the  issuing  and 
service  of  process,  and  confess  a  judgment  against  me  in  favor 
of  the  holder  hereof,  for  the  amount  then  appearing  due 
together  with  costs  of  suit;  and  thereupon  to  release  all 
errors,  and  waive  all  right  of  appeal. 


1.  Bonds. 

A  bond  is  a  written  instrument  under  seal,  by  which  the 
maker  acknowledges  some  liability  or  duty,  with  a  penalty 
for  non-fulfillment. 

The  maker  of  the  bond  is  called  the  obligor;  the  persons 
to  whom  it  is  made,  the  obligee. 

No  particular  form  of  words  is  essential  to  constitute  a 
bond,  but  any  words  which  declare  the  intention  of  the 
parties,  and  denote  that  one  is  bound  to  the  other,  will  be 
sufficient . 

The  amount  first  named  in  the  bond  for  the  payment  of 
money  is  called  the  penal  sum  or  penalty,  and  is  commonly 
double  the  amount  of  the  condition,  in  order  to  cover  interest, 
costs,  or  other  contingencies. 

2.  Form  of  Bond  for  payment  of  Money,  with  or  without 
Penalty. 

Know  all  men  by  these  presents  that  I , , 

of  .  . , ,  am  bound  unto 

,   of ,    ,  for  the 

payment  of  $ ,  on  the  first  day  of , 


416 ■__^  T  H  EK  E  A  L   ESTATE 

nineteen  hundred  and .  .    ,  with  interest  at 

per  cent  per  annum;  for  which  I  bind  myself,  my  heirs,  ex- 
ecutors, and  administrators,  to  the  said. ,  his 

executors,  administrators,  and  assigns  (in  the  penal  sum  of 

$ ....). 

Witness  my  hand  and  seal,  this  day  of , 

nineteen  hundred  and 

(Seal.) 

3.     Bond  for  payment  of  Money. 

Know  all  men,  that  I, ,  of 

,  am  held  and  firmly  bound  unto , 

of  the  said  city,  in  the  sum  of  $ good  and  lawful 

money  of  the  United  States,  to  be  paid  to  the  said , 

his  executors,  administrators,  and  assigns;  for  which  payment, 
well  and  truly  to  be  made,  I  bind  myself,  my  heirs,  executors^ 
and   administrators,  and  everyone  of  them  firmly  by  these 

presents.     Sealed  with  my  seal,  dated  the  first  day  of 

nineteen  hundred  and 

The  condition  of  this  obligation  is  such,  that  if  the  above 
bounden ,  his  heirs,  executors,  and  ad- 
ministrators, or  any  of  them,  shall  and  do  well  and  truly  pay, 

or  cause  to  be  paid,  unto  the  above  named , 

his  executors,  administrators  and  assigns,  the  just  a:nd    full 

sum   of   $ ,    lawful   money   aforesaid,   with    legal 

interest  for  the  same,  on  or  before  the day  of 

,  in  the  year  of  our  Lord,  nineteen  hundred 

and ;  then  this  obligation  to  be  void  and  of  no  effect, 

otherwise  to  remain  and  be  in  full  force  and  virtue. 

Sealed  and  delivered 

in  presence  of:  


I .     Power  of  Attorney. 

A  letter  of  attorney  is  a  written  instrument  under  seal 
whereby  the  person  who  executes  it,  called  the  constituent, 
or  principal,  authorizes  another,  called  the  attorney,  to  do  some 
lawful  act  in  his  name  for  him. 

The  authority  may  be  general,  as  to  collect  all  debts,  or 
special,  as  to  convey  a  certain  tract  of  land. 

It  is  revocable  when  no  interest  is  conveyed  to  the 
attorney;  irrevocable  when  an  interest  is  conveyed.  All  who 
are  capable  of  acting  for  themselves  may  be  appointed  at- 


BROKER'S   CYCLOPEDIA  417 

tomeys,  and  even  those  who  are  under  disabilities;  thus  minots 
and  married  women  may  act  as  attorneys  in  fact  for  others. 
For  the  conveyance  of  incumbrance  of  real  estate,  letters 
of  attorney  must  be  executed,  acknowledged,  and  recorded, 
in  the  same  manner  as  deeds. 

2.     General  form  of  Power  of  Attorney. 

Know  all  men'by  these  presents,  that  I, , 

of  the  city  of .  .  . ,  do  hereby  make,  constitute, 

and  appoint ,  of , , 

my  true,  sufficient,  and  lawful  attorney,  for  me  and  in  my 
name  to  (here  state  in  plain  terms  the  subject-matter  of  power,) 
and  to  do  and  perform  all  necessary  acts  in  the  execution 
and  prosecution  of  the  aforesaid  business  in  as  full  and  ample 
a  manner  as  1  might  do  if  I  were  personally  present. 

In  witness  whereof,  I  have  hereunto  set  my  hand  and 

seal,   this   day  of    ,   nineteen  hundred 

and 

Signed,  sealed  and  delivered 

in  presence  of : (Seal) 


3.     Power  of  Attorney  to  sell  Real  Estate. 

Know  all  men  by  these  presents,  that  I,   of 

,    ,   have  made,   constituted, 

and  appointed,  and  by  these  presents  do  make,   constitute, 

and  appoint ,  of , 

my  true  and  lawful  attorney  in  fact,  for  me  and  in  my  name, 
place,  and  stead,  to  bargain,  sell,  and  convey,  in  fee  simple, 
by  deed  of  general  warranty,  for  such  price,  upon  such  terms 
of  credit,  and  to  such  persons  or  persons,  as  he  shall  think  fit, 

the  following  described  premises,  situated  in  the  city  of 

county  of ,  and  state  of , 

and  described  as  follows:  (describe  property)  giving  and 
granting  unto  my  said  attorney  full  power  and  authority  to 
do  and  perform  all  and  every  act  and  thing  whatsoever, 
requisite  and  necessary  to  be  done  in  and  about  the  premises, 
as  fully,  to  all  intents  and  purposes,  as  I  might  or  could  do, 
if  personally  present  with  full  power  of  substitution  and 
revocation ;  hereby  ratifying  and  confirming  all  that  my  said 
attorney  or  his  substitute  shall  lawfully  do,  or  cause  to  be 
done,  by  virtue  hereof. 

In  witness  whereof, have  hereunto  set hand 

and  seal,  this day  of ,  in  the  year 

nineteen  hundred  and 


418  THE   REAL   ESTATE 


Signed,  sealed  and  acknowledged 
in  presence  of : 


(Seal) 


This  must  be  acknowledged  in  same  form  as  a  deed : 
If  it  is  necessary,  under  the  laws  of  the  state,  that  the 
wife  join  in  the  deed  of  her  husband, then  she  may  join  in 
the  power  of  attorney  to  sell  lands,  with  the  same  form  of 
acknowledgement  as  forms  under  Deeds. 

4.     Power  of  Attorney  to  Lease  Real  Estate. 

Know  all  men,  that  I,    ,  of  the  city 

of ,  state  of  ,  do  hereby 

constitute   and   appoint ,   of   the   city 

of   ,  state  of my 

attorney,  for  me  and  in  my  name  to  demise,  lease,  and  to 
farm,  let  by  leases,  duly  executed,  for  such  term  or  number 
of  years,  to  such  person  or  persons,  at  such  yearly  or  other 
rents,  in  money  or  kind,  as  he  may  think  fit,  the  following 
premises,  or  any  part  thereof,  situate  in  (here  describe  the 
premises.)  Hereby  ratifying  and  confirming  all  such  agree- 
ments, receipt  for  rent,  leases,  and  other  things,  which  shall 
be  made,  executed  or  acknowledged  in  the  premises,  by  my 
said  attorney,  the  same  as  if  I  were  personally  present,  and 
did  the  same. 

In  witness  whereof,   I,  the  said ,  have 

hereunto  set  my  hand  and  seal,  this    day  of 

nineteen  hundred  and 

Signed  sealed  and  delivered 

in  presence  of :  (Seal.) 


If  it  is  necessary  that  the  lease  be  acknowledged  and 
recorded,  then  the  power  of  the  attorney  must  also  be  acknow- 
ledged and  recorded. 

5.     Power  of  attorney  to  sell  chattels. 

Know  all  men  by  these  presents,  that  I,  the  under- 
signed, for  value  reeived,  do  hereby  irrevocably  constitute 

to   be  my  true  and  lawful  attorney, 

for  me,  and  in  my  name  and  behalf,  to  sell,  transfer,  and 

deliver  unto ,  or  any  other  person 

or  persons  the  following  described  chattel  property. 


BROKER'S   CYCLOPEDIA 419 

In  witness  whereof,  I  have  hereunto  set  my  haiid  and 

seal  this    day   of    ,   nineteen 

hundred  and 

Attest: (Seal.) 


1.     Real  Estate  Option. 

In  consideration  of  the  sum  of  $ ,  paid  to  the 

undersigned  by ,  this  option  is  hereby  given 

to  the  said ,  residing  at , 

,  to  purchase    within from  date 

hereof  the  following  described  land,  in  the  county  of , 

in  the  state  of to-wit :  (de- 
scribe real  estate,)  for  the  sum  of  $ 

In    case    said elect    to    purchase 

said  land  under  this  option,  he  is  to  pay  at  the  office  of 

) 

within days  from  the  date  hereof,  $ , 

and  to  secure  the  balance  of  the  purchase  price  of  said  land 

by  a  purchase  money  mortgage,  payable  in,  . 

years  from  the  date  hereof,  and  bearing  interest  at  the  rate 

of per  cent  per  annum,  payable  semi-annually,  when  a 

warranty  deed  of  said  land  shall  be  delivered,  conveying  said 
land  free  and  clear  of  all  valid  incumbrances,  and  a  complete 
abstract  of  title  shall  be  furnished. 

In  case  of  the  purchase  of  said  land  under  this  option  as 
aforesaid,  then  the  money  now  paid  is  to  be  applied  towards 
the  price  of  said  land. 

It  is  agreed  that  time  is  the  essence  of  this  option,  and 

that  this  option  shall  never  be  construed  to  give  to  said 

any  equity  of  redemption,  or  any  right,  title,  interest,  or  claim 
of  any  kind  whatever  in  said  land,  in  case  he  fails  to  make 

such    payment    of    $ punctually    within 

days  from  date  hereof,  as  herein  above  provided; 

and  it  is  further  agreed  that  his  failure  to  make  such  payment, 
last  herein  referred  to,  punctually,  as  herein  above  provided, 
shall  be  held  to  a  complete  surrender  by  him  of  all  rights  and 
privileges  conferred  by  this  option,  unless  an  examination 
shall  disclose  material  defects  in  the  title  to  the  property, 

and   such   defects   are   not  cured  within days   after 

written  notice  thereof. 

In  such  case  the  money  paid  for  this  option  shall  be  re- 
funded, and  this  option  shall  cease. 

Dated  at this day  of , 

nineteen  hundred  and 


420 THE   REAL   ESTATE 

AUCTIONS. 
1 .    Contract  to  be  signed  by  an  Auctioneer. 

I  hereby  acknowledge  that has  been 

this  day  declared  the  highest  bidder  and  purchaser  of  (de- 
scribe the  real  estate,)  at  the  sum  of  $ ;  and  that  he 

has  paid  into  my  hands  the  sum  of  $ as  a  deposit, 

and  in  part  payment  of  the  purchase  money ;  and  I  hereby 
agree  that  the  vendor  shall,  in  all  respects,  fulfill  the  con- 
ditions of  the  sale. 

Witness  my  hand  and  seal,  this  first  day  of , 

nineteen  hundred  and 

Attest :  > 


2.    Contract  to  be  signed  by  Purchaser. 

I  hereby  acknowledge  that  I  have  this  day  purchased,  at 
public  auction,  all  that  (describe  the  real  estate,  etc.,)  for  the 

sum  of  $ ,  and  have  paid  into  the  hands  of 

the  sum  of  $ ,  as  a  deposit 

and  in  part  payment  of  the  purchase  money;  and  I  hereby 

agree  to  pay  the  remaining  sum  of  $ , 

unto  (the  vendor,)  at ,  on  or  before  the 

first  day  of ,  nineteen  hundred  and ,. , 

and  in  all  other  respects,  on  my  part,  to  fulfill  the  annexed 
conditions  of  sale. 

Witness  my  hand  and  seal,  this day  of 

nineteen  hundred  and 

Attest:  (Seal.) 


3.    Bill  of  Sale. 

Know  all  men,  that  I, ,  in  the  consideration 

of  $ to  me  paid  by    ,  have 

bargained  and  sold  to  said the  following  goods 

and  chattels,  to  wit:   

In  witness  whereof,  I  have  set  my  hand  and  seal,  this 

day    of     ,    nineteen 

hundred  and 

Witness. 

(Seal.) 


Possession  of  the  above  goods  and  chattels  should  he  delivered  to  the  pur- 
chaser, otherwise  the  sale  may  he  held  fraudulent  as  against  creditors. 


BROKER'S   C  Y  C  LP  P  E  D  I  A  421 

4.     Notice  to  leave  the  premises. 

,  you  will  please  take  notice  that 

I  want  you  to  leave  the  premises  you  now  occupy,  and  which 
you  have  rented  of  me,  situated  and  described  as  follows 

(give  descriptions  of  premises,)  in county  of 

. ,  and    state  of 

Your  compliance    with   this   notice,    on    or    before   the 

.  day    of    ,    nineteen    hundred 

and. ,  will  prevent  legal  measures  being  taken  by 

me  to  obtain  possession  of  the  same,  agreeably  to  law. 

Yours  respectfullv, 

: ,19 " 


5.     A  Letter  of  Credit. 

,.••: , ,19,. 


Gentlemen:    Mr ,  of  this  city,  is  about 

to  commence  merchandising  here,  and  will  call  on  you  in  a 
few  days  to  make  some  purchases;  in  your  line. 

I  request  the  favor  of  your  selling  him  such  goods  as  he 
may  select,  to  the  extent  of  $4,000,  and  I  will  hold  myself 

accountable  to  you  therefor,  should  Mr : '.  .  fail 

to  pay  you. 

Please  advise  me  of  the  amount  for  which  you  may  give 
him  credit;  and  should  he  make  default  in  payment,  give  me 
immediate  notice. 

I  am  very  truly. 


6.     Order  for  Merchandise. 

$ , ,  19... 

Mr :  Please    let    Mr .  . 

have  goods  from  your  store  to  amount  of ,  .  dollars. 

and  charge. 


7.     Order  for  Money. 

:  Please    pay ,        or 

order, dollars,  and  charge  account 

of 


8.     Indorsement  Waiving  Protest. 

Demand,  notice  and  protest  waived. 


422 THE  REAL   ESTATE 

9.     Proxy. 

Know  all  men  by  these  presents,  that  I, , 

of ,  state  of .  .  . ,  do  hereby  con- 
stitute and  appoint ,  of , 

state  of  ,  my  attorney  for  me,  and  in  my 

name,  place,  and  stead,  to  vote  at  any  stockholders'  meeting 

of  the Company, 

a  corporation,  for  the  choice  or  election  of  directors,  on  the 

day  of ,  nineteen  hundred  and , 

or  at  any  adjourned  or  special  meeting  of  the  stockholders  of 
said  corporation  thereafter,  during  the  year  ensuing,  and 
until  this  power  is  revoked,  on  all  the  shares  of  stock  of  said 
corporation,  on  which  I  should  have  right  to  vote,  and  in  the 
same  manner  as  I  should  do,  were  I  then  personally  present, 
with  power  to  substitute  an  attorney  under  him,  for  hke 
purposes. 

Witness  my  hand  and  seal,  at ,  this 

day  of  ,  nineteen  hundred  and 

Witness :  (Seal.) 


10.  Receipts.  , 

A  receipt  is  an  acknowledgement  in  writing  that  the  party 
who  gives  it  has  received  from  the  person  named  therein  the 
money  or  thing  specified  therein. 

They  may  be  either  for  a  special  purpose,  for  part  payment 
of  an  account,  for  a  special  account,  or  in  full  payment  of  all 
demands. 

And  although  expressed  to  be  in  full  of  all  demands, 
it  is,  nevertheless,  only  prima  facie  evidence  of  what  it  pur- 
ports to  be  and  upon  sufficient  proof  that  it  was  obtained  by 
fraud,  or  given  under  a  mistake  of  facts,  or  in  ignorance  of 
law,  it  may  be  inquired  into  and  corrected  at  law  or  in  chan- 
cery. 

A  receipt  for  a  less  sum  in  full,  for  a  greater  sum,  is  not 
good  unless  there  is  some  consideration  other  than  the  mere 
receipt  of  the  less  sum ;  therefore  where  a  less  sum  is  given  in 
full  payment  of  a  larger  sum,  the  receipt  should  express 
that  it  is  done  by  the  way  of  a  compromise,  or  that  there  are 
other  good  and  valuable  considerations  for  the  release  of  the 
greater  sum. 

1 1 .  Arbitration. 

Arbitration  is  a  reference  of  a  matter  in  dispute  concern- 
ing property,  or  a  personal  wrong,  to  the  decision  of  a  third 
party. 


BROKER'S   C  Y  C  LP  P  E  D  I  A  423 

The  act  by  which  such  reference  is  made  is  called  a 
submission;  the  person  to  whom  it  is  made,  an  arbitrator; 
when  the  reference  is  made  to  two  or  more,  and  provision 
made  that  in  case  they  shall  disagree,  another  shall  decide, 
that  other  is  called  an  umpire;  the  judgment  made  by  an 
arbitrator  or  arbitrators  is  an  award;  that  by  an  umpire,  an 
umpirage,  or  less  properly  an  award. 

Parties  may  agree  to  refer  a  question  by  an  oral  agree- 
ment, or  by  a  written  agreement. 

The  form  is  not  essential. 

But  it  is  always  best  to  reduce  the  agreement  to  writing, 
and  to  express  it  carefully. 

They  are  usually  made  by  mutual  consent,  in  which  case 
the  parties  select  the  arbitrators,  and  bind  themselves  by 
bond  to  abide  by  their  decision. 

Such  decision  or  award  should  be  signed  by  the  arbi- 
trators, and  a  copy  furnished  to  each  party. 

Arbitration  may  also  be  made  by  rule  of  a  court  of  record, 
and  the  award  should  be  sealed  up  and  delivered  to  the  court 
without  delay. 

Either  party  may  revoke  his  submission  at  any  time 
before  the  award  is  made,  and  thereby  render  the  submission 
wholly  ineffectual,  except  in  cases  of  submission  made  by 
order  of  court. 

The  party  so  revoking  the  submission  may,  however, 
be  held  in  damages  for  failing  to  fulfill  his  contract  of  sub- 
mission. 

Before  entering  upon  their  duties,  the  arbitrators  take 
and  subscribe  an  oath  or  affirmation  that  they  will  faith- 
fully and  honestly  hear  and  examine  the  matters  and  things 
in  controversy  be.tween  the  parties,  and  to  make  a  just  award 
according  to  the  best  of  their  understandings. 

Their  award  must  follow  the  submission;  thus,  if  the 
submission  be  on  a  condition  that  the  award  be  in  writing,  or 
under  seal,  or  delivered  on  a  certain  day;  in  these  cases,  if 
the  award  is  made  after  the  day,  or  not  in  writing,  or  not 
under  seal,  it  will  be  void. 

12.     Affidavits. 

An  affidavit  is  a  declaration  reduced  to  writing,  sworn  or 
affirmed  to  before  some  officer  who  is  authorized  to  administer 
an  oath.     The  following  is  the  usual  form: 


.424 THE  REAL  ESTATE 

13.    Affidavit. 

THESTATEOF ], 

County.  }■   ss. 

,  of  the  town  of . ,  in  said 

county,  being  duly  sworn,  says  (here  give  the  statement  of 
the  affiant  in  his  own  words  as  nearly  as  possible ;)  and  further 
saith  not. 


Sworn  to  before  me,  and  subscribed  in  my  presence, 

this  first  day  of  June,  nineteen  hundred  and 

(N.  P.  Seal)  ,  Notary  Pubhc, 

County, 

14.     Assignment  of  an  Account. 

For  value  received,  I  hereby  sell,  assign,  and  transfer  to 

the  annexed  account  against  .... 

of   ,    ,  and  all 

my  right,  title,  interest,  and  demand  in  and  to  the  same, 
with  full  authority  to  collect  and  receipt  for  the  same. 

I  guarantee  to  the  said ,  that  the  said  account 

is  just  and  due,  and  that  I  have  not  received  or  discharged 
the  same,  or  any  part  thereof. 

Done  this  first  day  of ,  nineteen  hun- 
dred and 


15.     Assignment  of  a  Debt. 

Be  it  known,  that  I,    ,  of  the  city  of 

,  state  of . ,  in  con- 
sideration of  $ to  be  paid  by ,  of , 

■ County,  state  of , 

have  sold,  transferred,  and  assigned  to  the  said 

a  certain  debt  due  me  from ,  of , 

aforesaid,  viz.,  my  book  account,  amounting  to  $ 

And  I  authorize  the  said  -.  .  .  .in  my  name, 

but  at  his  own  costs  and  risk,  to  sue  for,  collect,  and  receive, 
or  to  sell  and  transfer  the  said  debt  so  sold  to  him.     And  I 

covenant  that  the  said  sum  of  $ is  justly 

due  and  owing  to  me  by  said ,  and  that  I 

have  not  discharged  or  transferred  said  debt. 

In  witness  whereof,  I  have  hereto  set  my  hand  and  seal, 
this day  of    ,  nineteen  hundred   and 

Attest: (Seal.) 


BROKER'S  CYCLOPEDIA 


425 


16.  Assignment  without  recourse. 

For  value  received,  I  assign  the  within  obligation,  and 

all  moneys  due  thereon,  to ,  not  holding  myself 

liable  in  any  case  for  the  payment  of  the  same. 

Done  this  first  day  of ,  nineteen  hundred  and 

17.  Assignment  with  Guaranty  of  Payment. 

For  value  received,  I  sell  and  assign  the  within  obhgation 

or  account,  and  all  moneys  due  thereon,  to , 

hereby  guarantying  the  payment  of  the  same  to  him  or  his 
assigns. 

Done  this day  of  .  ." ,  nineteen  hundred 

and 


Table  showing  the  distance  at  sea  level  at  which  objects 
are  visible  at  certain  elevations. 


Feet. 
1.  .  . 

5.  .  . 

6.  .. 
7.... 


Miles. 


9. 
10. 
20, 
25 
30. 
35 
40, 


31 
96 
24 
49 
73 
96 
18 
5.92 
6.61 
7.25 
7.83 
8.37 


1  mile. 


Feet.  Miles. 

45 8.87 

50 9.35 

60 10.25 

70 11.07 

80 11.83 

90 12.25 

100 13.23 

150 15.22 

200 18.72 

300 22.91 

500 29.58 

1000 33.41 

96.10 


426 


r  H  E   REAL   ESTATE 


CHAPTER  XXII. 

Interest  Rules,  Rapid  Calculation; 

Interest  Laws,  Copyright  Laws, 

Exemption  Laws,  Postal  Information 

and  Legal  Holidays. 


INTEREST  RULES. 

1 — What  is  Interest? 

2 — Short  cut  rules  for  computing  in- 
terest. 

3 — How  money  grows  at  interest. 

4 — Lightning    method    for    calculating 
Interest. 

5 — Banker's     method     of     calculating 
Interest. 

6 — Time  at   which  money   doubles   at 
Interest. 
RAPID  CALCULATION. 

1^ — Lightning  method  of  multiplication 

2 — Lightning  method  of  division. 
INTEREST  LAWS. 
COPYRIGHT  LAWS. 
EXEMPTION  LAWS. 
POSTAL  INFORMATION. 

1 — How  to  direct  and  mail  letters. 

2 — Avoid  thin  envelopes. 

3 — Register   valuable  matter. 


4 — The  convenience  of  letter  boxes. 
5 — The  uses  of  mailing  boxes. 
6 — Affix  stamps  firmly. 
7 — What  postage  may  be  paid  with. 
8 — Penalty   for   evasion    of   payment 
of  postage. 

9 — General  suggestions. 
10 — Rates  of  postage. 
11 — Circulars  defined. 
12 — Postmasters  may  remove  wrappers 
of  packages. 

13 — Unmailable  matter. 
14 — Weighing  packages. 
15 — Special  delivery. 
16 — Letters   opened    through   mistake. 
17 — Withdrawal  of  letters  from  mailing 
post  office. 

18 — Withdrawal    by    sender    after  dis- 
patch. 

19 — Letter  Carriers. 
LEGAL  HOLIDAYS. 


1.    What   is   interest. 

Interest  is  commonly  defined  to  be  a  compensation  for  the  use  of 
money  or  value,  though  literally  it  is  the  use  of  money. 

The  amount  received  or  paid  for  interest  is  usually  a  percentage 
on  the  amount  used,  and  is  either  fixed  by  contract  or  by  statute. 

Per  cent  signifies  by  the  hundred  and  implies  in  interest,  so  many 
cents  on  the  hundred  cents,  or  so  many  dollars  on  the  hundred  dollars 
etc. 

The  usual  custom  is  to  reckon  interest  by  the  year,  but  it  is  better 
to  express  the  time  in  the  note  or  other  instrument,  as  it  is  not  neces- 
sarily understood. 

The  following  simple  rule  for  calculating  interest  at  6  per  cent  will 
be  of  assistance. 

Call  every  year.06,  every  two  months  .01  every  six  days  .001,  and 
any  less  days  sixths  of  one  mill ;  then  to  ascertain  the  interest : 

RULE. — Multiply  the  principal  by  the  rate  per  cent  expressed 
decimally ;  or  cut  off  two  figures  from  the  right  of  dollars  in  the  principal 
by  a  decimal  point,  and  the  result  will  be  the  interest  for  60  days;  then 
multiply  this  result  by  one-half  the  number  of  months  required,  to  which 
add  for  days  that  proportion  of  the  interest  for  60  days,  which  the  given 
nun^ber  of  days  is  of  60. 


BROKER'S   CYCLOPEDIA __^ 427 

2.     Interest  Rules. 

To  find  the  interest  of  any  sum  at  3,  4,  5,  6,  7^,  and  10  per  cent  for 
one  month: 

At  3  per  cent  remove  the  decimal  point  two  places  to  the  left, 
divide  by  4  and  the  quotient  will  be  the  interest  for  one  month. 

At  4  per  cent  remove  the  decimal  point  two  places  to  the  left, 
divide  by  three  and  the  quotient  wil  be  the  interest  for  one  month. 

At  5  per  cent  remove  the  decimal  point  one  place  to  the  left,  divide 
by  24  and  the  quotient  will  be  the  interest  for  one  month. 
[I      At  6  per  cent  remove  the  decimal  point  two  places  to  the  left, 
divide  by  two  and  the  quotient  will  be  the  interest  for  one  month, 

f    At  7^  per  cent  remove  the  decimal  point  one  place  to  the  left, 
divide  by  16  and  the  quotient  will  be  the  interest  for  one  month. 

i    At  8  per  cent  remove  the  decimal  point  one  place  to  the  left,  divide 
by  15  and  the  quotient  will  be  the  interest  for  one  month. 

At  10  per  cent  remove  the  decimal  point  one  place  to  the  left,  divide 
by  12  and  the  quotient  will  be  the  interest  for  one  month. 

The  following  rules  are  in  general  use  among  business  men,  and 
may  prove  of  assistance  in  calculating  interest : 

RULE. — Multiply  the  amount  of  the  note  or  other  instrument  by 
the  number  of  days  before  it  becomes  due,  point  off  the  right-hand 
figure  and  divide  by  the  numbers  stated  in  the  following  table : 

4  per  cent  divide  by 9         10  per  cent  divide  by 36 

5  per  cent  divide  by 72         12  per  cent  divide  by 3 

6  per  cent  divide  by 6         15  per  cent  divide  by 24 

8  per  cent  divide  by 45         18  per  cent  di\ide  by 2 

9  per  cent  divide  by 4         20  per  cent  divide  by 18 

The  rule  for  computing  interest,  when  the  partial  payments  have 
been  made,  is  to  apply  the  payment,  in  the  first  place,  to  the  discharge 
of  the  interest  then  due. 

If  the  payment  exceeds  the  interest,  the  surplus  goes  towards  dis- 
charging the  principal,  and  the  subsequent  interest  is  to  be  computed 
on  the  balance  of  the  principal  remaining  due. 

If  the  payment  is  less  than  the  interest,  the  surplus  of  interest 
must  not  be  taken  to  augment  the  principal;  but  interest  continues  on 
former  principal  until  the  period  when  the  payments,  taken  together, 
exceed  the  interest  due,  and  then  the  surplus  is  to  be  applied  towards 
discharging  the  principal,  and  interest  is  to  be  computed  on  the  balance. 

3.     How  Money  grows  at  Interest. 

If  one  dollar  be  invested  and  the  interest  added  to  the  principal 
annually,  at  the  rates  named,  we  shall  have  the  following  result  as  the 
accumulation  of  one  hundred  years. 

One  Dollar  100  years  at  1  per  cent 2.75 

One  Dollar  100  years  at  2  per  cent 7.25 

One  Dollar  100  years  at  3  per  cent 19.25 


428 THE   REAL   ESTATE 

One  Dollar,  100  years  at  4  per  cent 50.50 

One  Dollar,  100  years  at  5  per  cent. 131.50 

One  Dollar,  100  years  at  6  per  cent 340.00 

One  Dollar,  100  years  at  7  per  cent 868.00 

One  Dollar,  100  years  at  8  per  cent 2,203.00 

One  Dollar,  100  years  at  9  per  cent 5,513.00 

One  Dollar,  100  years  at  10  per  cent 13,809.00 

One  Dollar,  100  years  at  12  per  cent 84,675.00 

One  Dollar,  100  years  at  15  per  cent 1,174,405.00 

One  Dollar,  100  years  at  18  per  cent 15,145,00.00 

One  Dollar,  100  years  at  24  per  cent 2,551,799,404.00 

4.  "Lightning  Method"  for  calculating  Interest. 

WHERE  THE  TIME  IS  FOR  DAYS  ONLY. 

Rule. — To  find  the  interest  on  any  given  sum  for  any  number  of 
days,  multiply  the  principal  by  the  number  of  days,  then  point  off  two 
places  and  divide  as  follows: 

At  5  per  cent  divide  by  72. 

At  6  per  cent  divide  by  60. 

At  7  per  cent  divide  by  52. 

At  8  per  cent  divide  by  45. 

At  9  per  cent  divide  by  40. 

At  10  per  cent  divide  by  36. 

At  12  per  cent  divide  by  30.  - 

Example: — What  is  the  interest  on  $900.00  for  8  days  at  6  per  cent? 
Solution:  900x8  divided  by  60=$1. 20  interest. 

5.  Bankers'  Method  of  Calculating  Interest. 

In  banking  nearly  all  the  business  is  transacted  on  the  basis  of  30, 
bO,  and  90  days. 

RULE. — ^To  find  the  interest  on  any  amount  at  60  days,  remove 
the  decimal  point  two  places  to  the  left,  and  you  have  the  interest  at  6 
per  cent. 

Increase  or  diminish  according  as  the  time  is  increased  or  dimin- 
ished. 

For  90  days  add  ^  of  itself;  for  30  days  divide  by  2;  for  15  days 
divide  by  4;  for  120  days  multiply  by  2. 

Example:  What  is  the  interest  on  $240  for  90  days  at  6  per  cent? 

$2.40  interest  for  60  days. 

$1.20  interest  for  ^  of  60  days,  or  30  days. 

$3.60  interest  for  90  days. 


BROKER'S   CYCLOPEDIA 429 

6.     Time  at  which  Money  doubles  at  Interest. 

Rate  Per  Cent.     Simple  Interest.  Compound  Interest. 

2 50  years.  35  years  1  day. 

2i 40  years.  28  years  26  days. 

3 33  years  4  months.  23  years  164  days. 

3 V. 28  years  208  days.  20  years  54  days. 

4 28  years.  17  years  -246  days.        ' 

4^ 22  years  81  days.  15  years  273  days. 

5 20  years.  15  years  75  days. 

6 16  years  8  months.  12  years  327  days. 

7 14  years  104  days.  10  years  89  days. 

8 12  ^years.  9  years  2  days. 

9 11  years  40  days.  8  years  16  days. 

10 10  years. .  .  •  7  years  100  days. 

Rapid    Calculation. 

1.  'Lightning  Method"  of  Multiplication. 

To  multiply  by  125,  divide  by  8,  and  call  it  thousands,  because  125 
is  i  of  a  thousand. 

To  multiply  by  12>^,  divide  by  8;  call  it  hundreds. 

To  multiply  by  1>^,  divide  by  8;  call  it  tens. 

To  multiply  by  62 >^,  divide  by  16,  and  call  it  thousands. 

To  multiply  by  6X.  divide  by  16,  and  call  it  hundreds. 

To  multiply  by  31X>  divide  by  32,  and  call  it  thousands. 

To  multiply  by  333^,  divide  by  3,  and  call  it  thousands. 

To  multiply  by  33^,  divide  by  3,  and  call  it  hundreds. 

To  multiply  by  3^,  divide  by  3  and  call  it  tens. 

To  multiply  by  50,  divide  by  2,  and  call  it  hundreds. 

To  multiply  by  66 f,  divide  by  15,  and  call  it  thousands. 

To  multiply  by  833^,  divide  by  15,  and  call  it  ten  thousands,  by 
annexing  four  ciphers. 

To  multiply  by  83^,  divide  by  12,  and  call  it  thousands. 

To  multiply  by  8^,  divide  by  12,  and  call  it  hundreds,  because  8^  is 
1-12  of  a  hundred. 

The  reason  is  similar  in  each  case. 

To  multiply  by  166§,  divide  by  6,  and  call  it  thousands. 

To  multiply  by  16§,  divide  by  6,  and  call  it  hundreds. 

To  multiply  by  1§,  divide  by  6,  and  call  it  tens. 

To  multiply  by  37^,  take  |  of  the  number,  and  call  it  hundreds; 
87X»  i  of  the  number,  and  call  it  hundreds,  etc. 

2.  Lightning  Method  of  Division. 

We  simply  reverse  these  methods  to  divide.  To  divide  by  10,  100, 
1,000  etc.,  we  remove  the  point  one,  two  and  three  places  to  the  left. 

To  divide  by  25,  remove  the  decimal  point  two  places  to  the  left,  and 
multiply  by  4. 


430 THE  REAL  ESTATE 

Removing  the  point  two  places  divides  by  one  hundred;  hence  the 
quotient  is  four  times  too  small;  hence  we  remove  the  point  two  places, 
and  multiply  by  4. 

To  divide  by  2>^,  remove  the  point  one  place  to  the  left,  and  mul- 
tiply by  4. 

To  divide  by  125,  remove  the  point  three  places  to  the  left,  and 
multiply  by  8. 

To  divide  by  12 }4,  remove  the  point  two  places  to  the  left,  and 
multiply  by  8. 

To  divide  by  IX.  remove  the  point  one  point  to  the  left,  and  mul- 
tiply by  8.  There  are  about  1^  cubic  feet  in  one  bushel.  Hence 
dividing  the  number  of  cubic  feet  by  1  ^  gives  the  number  of  bushels 
nearly. 

To  divide  by  133 J,  remove  the  point  three  places  to  the  left,  then 
multiply  by  3  and  divide  by  4. 

To  divide  by  8J,  remove  the  point  two  places  to  the  left,  and  mul- 
tiply by  12. 

Interest  Laws  of  the  United  States, 
Showing  days  of  Grace. 

The  following  data  give  the  state,  penalty  of  usury,  legal  rate, 
maximum  rate  permitted,  and  whether  days  of  grace  are  allowed  on 
sight,  demand  and  time  negotiable  instruments. 

y      ALABAMA.^ — All  interest  forfeited;  legal  and  maximum  rates,  8  per 
cent;  grace  on  all  negotiable  papers. 

ALASKA. — Forfeiture  of  double  interest  8  per  cent;  12  per  cent; 
grace  on  time  papers  only. 

ARIZONA. — No  penalty;  6  per  cent;  no  limit;  no  grace. 

ARKANSAS. — Principal  and  interest  forfeited;  6  per  cent;  10 
per  cent ;  days  of  grace  on  all  negotiable  papers. 

CAIylFORNIA. — No  penalty;  7  per  cent;  no  limit;  no  grace. 

COLORADO. — No  penalty;  8  per  cent;  no  limit,  no  grace. 

CONNECTICUT.— All  interest  over  6  per  cent  forfeited;  6  per  cent 
no  grace. 

DELAWARE. — Forfeiture  of  a  sum  equal  to  the  money  lent; 
6'per  cent;  6  per  cent;  no  grace. 

DISTRICT  OF  COLUMBIA. --All  interest  forfeited;  6  per  cent; 
10  per  cent;  no  grace. 

FLORIDA. — All  interest  forfeited;  8  per  cent;  10  per  cent;  no 
grace 

GEORGIA. — All  interest  over  8  per  cent  forfeited;  7  per  cent 
8  per  cent;  grace  on  time  paper  only. 

IDAHO. — Interest  and  10  per  cent  per  annum  of  principal  for- 
feited; 7  per  cent,  12  per  cent;  no  grace. 


BROKER'S   C  Y  C  LP  P  E  D  I  A  431 

ILLINOIS. — All  interest  forfeited;  5  per  cent;  7  per  cent;  no  grace. 

INDIANA. — -All  interest  over  8  per  cent  forfeited;  6  per  cent; 
8  per  cent;  grace  on  sight  and  time  instruments. 

IOWA. — Interest  and  10  per  cent  per  annum  of  principal  forfeited; 
6  per  cent;  8  per  cent;  no  grace. 

KANSAS. — Forfeiture  of  all  interest  in  excess  of  10  per  cent,  and 
also  on  amount  equal  to  the  excess  contracted  for;  6  per  cent;  10  per 
cent;  grace  on  time  paper  only. 

KENTUCKY.-  -All  interest  over  6  per  cent  forfeited;  6  per  cent; 
6  per  cent;  grace  on  demand  paper  only;  grace  on  sight  and  time  papers. 

LOUISIANA. — All  interest  forfeited;  5  per  cent;  8  per  cent;  grace 
on  time  paper  only. 

MAINE. — ^No  penalty;  6  per  cent;  no  limit;  grace  on  sight  paper 
only. 

MARYLAND. — All  interest  over  6  per  cent  forfeited;  6  per  cent; 
6  per  cent;  no  grace. 

MASSACHUSETTS.— No  penalty;  6  per  cent;  n'o  limit;  grace  on 
sight  paper  only 

MICHIGAN. — All  interest  forfeited;  5  per  cent;  7  per  cent;  grace 
on  sight  and  time  instruments. 

MINNESOTA.— All  interest  forfeited;  6  per  cent;  10  per  cent; 
grace  on  sight  paper  only. 

MISSISSIPPI.— All  interest  forfeited;  6  per  cent;  10  per  cent; 
grace  on  all  negotiable  instruments. 

MISSOURI. — All  interest  forfeited;  6  per  cent;  8  per  cent;  grace 
on  time  paper  only. 

MONTANA. — No  penalty;  8  per  cent;  no  limit;  no  grace. 

NEBRASKA. — All  interest  forfeited;  7  per  cent;  10  per  cent;  grace 
on  sight  and  time  paper. 

NEVADA. — No  penalty;  7  per  cent;  no  limit;  grace  on  demand  and 
time  paper. 

NEW  HAMPSHIRE. — Forfeiture  of  three  times  the  excess  interest 
charged ;  6  per  cent ;  6  per  cent ;  grace  on  sight  paper  only. 

NEW  JERSEY.— All  interest  forfeited;  6  per  cent;  6  per  cent;  no 
grace. 

NEW  MEXICO.— Forfeiture  of  double  the  interest  and  fine  of  not 
less  than  $25  and  not  over  $100;  6  per  cent;  12  per  cent;  grace  on  all 
negotiable  instruments. 

NEW  YORK. — Principal  and  Interest  forfeited;  6  per  cent;  6  per 
cent ;  no  grace. 

NORTH  CAROLINA.— All  interest  forfeited;  6  per  cent;  6  per  cent; 
grace  on  sight  and  time  paper. 

NORTH  DAKOTA.— All  interest  forfeited;  7  per  cent;  12  per  cent;  . 
no  grace. 


432 THE  REAL  ESTATE 

OHIO. — Forfeiture  of  excess  of  interest;  6  per  cent;  8  per  cent; 
no  grace. 

OKLAHOMA.— All  interest  forfeited;  6  per  cent;  12  per  cent; 
grace  on  all  negotiable  intsruments. 

OREGON. — Principal  and  interest  forfeited;  6  per  cent;  10  per 
cent;  no  grace. 

PENNSYLVANIA.— Forfeiture  of  excess  of  interest;  6  per  cent; 
6  per  cent;  no  grace. 

RHODE  ISLAND. — No  penalty;  6  per  cent;  no  limit;  grace  on 
sight  paper. 

SOUTH  CAROLINA.— All  interest  forfeited;  7  per  cent;  8  per  cent; 
grace  on  sight  and  time  instruments. 

SOUTH  DAKOTA.— All  interest  forfeited;  7  per  cent;  12  per  cent; 
grace  on  all  negotiable  instruments. 

TENNESSEE. — Forfeiture  of  excess  of  interest,  and  fine;  6  per 
cent;  6  per  cent;  no  grace. 

TEXAS. — -All  interest  forfeited;  6  per  cent;  10  per  cent;  grace  on 
sight  and  time  paper. 

UTAH. — No  penalty;  8  per  cent;  no  limit;  no  grace. 

VERMONT. — Forfeiture  of  excess  of  interest;  6  per  cent;  6  per 
cent;  no  grace. 

VIRGINIA. — All  interest  forfeited;  6  per  cent;  6  per  cent;  no  grace. 

WASHINGTON.— Forfeiture  of  excess  of  interest;  6  per  cent; 
12  per  cent;  no  grace. 

WEvST  VIRGINIA. — All  interest  over  6  per  cent  forfeited;  no 
grace. 

WISCONSIN. —All  interest  forfeited;  6  per  cent;  10  per  cent;  no 
grace. 

WYOMING. — All  interest  forfeited;  8  per  cent;  12  per  cent;  grace 
on  all  negotiable  instruments. 

Copyright  Law^  of  the  United  States. 

Section  4952  of  the  revised  Statutes  of  the  United  States,  in  force 
December  1,  1873,  as  amended  by  the  act  of  June  18,  1874,  as  amended 
by  the  act  of  March  3,  1891,  provides  that  the  author,  inventor,  designer, 
or  proprietor  of  any  book,  map,  chart,  dramatic  or  musical  composition, 
engraving,  cut,  print,  or  photograph  or  negative  thereof,  or  of  a  painting, 
drawing,  chromo,  statuary,  and  of  models  or  designs  intended  to  be 
perfected  as  works  of  the  fine  arts,  and  the  executors,  administrators, 
or  assigns  of  any  such  person,  shall,  upon  complying  with  the  provisions 
of  this  chapter,  have  the  sole  liberty  of  printing,  reprinting,  completing, 
copying,  executing,  finishing  and  vending  the  same;  and,  in  the  case  of  a 
dramatic  composition,  of  publicly  performing  or  representing  it,  or 
causing  it  to  be  performed  or  represented  by  others.     And  authors    or 


BROKER'S   CYCLOPEDIA 433 

their  assigns  shall  have  exclusive  right  to  dramatize  or  translate  any  of 
their  words  for  which  copyright  shall  have  been  obtained  under  the 
laws  of  the  United  Staes. 

PRINTED  TITLE  REQUIRED.- A  printed  copy  of  the  title  of 
the  book,  map,  chart,  dramatic  or  musical  composition,  engraving,  cut, 
print,  photograph,  or  chromo,  or  a  description  of  the  painting,  drawing, 
statue,  statuary,  or  model  or  design,  for  a  work  of  the  fine  arts,  for  which 
copyright  is  desired,  must  be  delivered  to  the  Librarian  of  Congress,  or 
deposited  in  the  mail,  within  the  United  States,  prepaid,  addressed 
"Librarian  of  Congress,  Washington,  D.  C."  This  must  be  done  on  or 
before  day  of  publication  in  this  or  any  foreign  country. 

The  printed  title  required  may  be  a  copy  of  the  title-page  of  such 
publications  as  have  title  pages.  In  other  cases,  the  title  must  be  printed 
expressly  for  copyright  entry,  with  name  of  claimant  of  copyright. 
The  style  of  type  is  immaterial,  and  the  print  of  a  typewriter  will  be 
accepted.  But  a  separate  title  is  required  for  each  entry.  The  title  of  a 
perodical  must  include  the  date  and  number ;  and  each  number  of  a  per- 
iodical requires  a  separate  entry  of  copyright.  Blank  forms  of  applica- 
tion are  furnished. 

FEEvS. — -The  legal  fee  for  recording  each  copyright  claim  is  50 
cents,  and  for  a  copy  of  this  record  (or  certificate  of  copyright)  under 
seal  of  the  office  an  additional  fee  of  50  cents  is  required,  making  $1  or 
$1.50,  if  certificate  is  wanted,  which  will  be  mailed  as  soon  as  reached  in 
the  records.  No  money  is  to  be  placed  in  any  package  of  books,  music, 
or  other  publications.  A  money  order  or  express  order  avoids  all  risk. 
In  the  case  of  publications  which  are  the  production  of  persons  not 
citizens  or  rezidents  of  the  United  States,  but  who  are  citizens  or  subjects 
of  any  country  with  which  the  United  States  has  copyright  agreement, 
the  fee  for  recording  title  is  $1,  and  50  cents  additional  for  a  copy  of  the 
record.  Certificates  covering  more  than  one  entry  in  one  certificate 
are  not  issued.  Express  orders,  money  orders,  and  currency  only  taken 
for  fees.     No  postage  stamps  received. 

DEPOSIT  OF  COPIES.— No  later  than  the  day  of  publication  in 
this  country  or  abroad,  two  complete  copies  of  the  best  edition  of  each 
book  or  other  article  must  be  delivered  at  the  office  of  the  Librarian  of 
Congress,  or  deposited  in  the  mail  within  the  United  States,  addressed 
"Librarian  of  Congress,  Washington,  D.  C,"  to  perfect  the  copyright. 

The  freight  or  postage  must  be  prepaid,  or  the  publications  inclosed 
in.  parcels  covered  by  printed  penalty  labels,  furnished  by  the  Librarian, 
in  which  case  they  will  come  free  by  mail  (not  express,)  without  limit  of 
weight,  according  to  rulings  of  the  Postoffice  Department.  Books  must 
be  printed  from  type  set  in  the  United  States  or  plates  made  therefrom; 
photographs  from  negatives  made  in  the  United  States;  chromos  and 
lithographs  from  drawings  on  stone  or  transfers  made  in  the  United 
States.  In  case  of  paintings,  drawings,  statuary,  or  models  or  designs 
for  work  of  art,  a  photograph  of  the  article  is  to  be  sent  in  lieu  of  the  two 


434 T  H  E   R  E  A  L   ESTATE 

copies.  Without  the  deposit  of  copies  required  the  copyright  is  void, 
and  a  penalty  of  $25  is  incurred.  No  copy  is  required  to  be  deposited 
elsewhere. 

The  law  requires  one  copy  of  each  new  edition  wherein  any  sub- 
stantial changes  are  made  to  be  deposited  with  the  Librarian  of  Congress. 

NOTICE  OF  COPYRIGHT.— No  person  shall  maintain  an  action 
for  the  infringement  of  a  copyright  unless  notice  is  given  by  inserting 
in  every  copy  published,  on  the  title  page  or  the  page  following,  if  it  be  a 
book;  or  if  a  map,  chart,  musical  composition,  print,  cut,  engraving, 
photograph,  painting  drawing,  chromo,  statue,  statuary,  or  model  of 
design  intended  to  be  perfected  as  a  work  of  the  fine  arts,  by  inscribing 
upon  some  visible  portion  thereof,  or  on  the  substance  on  which  the  same 
is  mounted,  the  folowing  words,  viz:  "Entered  according  to  Act  of  Con- 
gress, in  the  year ,  by ,  in  the  office  of  the  Librarian 

of  Congress,  of  Washington,"  or  at  the  option  of  the  persons  entering 
the  copyright,  the  words:  "Copyright,  19.  ....  by " 

The  law  imposes  a  penalty  of  f  100  upon  any  person  who  has  not 
obtained  copyright  who  shall  insert  the  notice,  "Entered  according 
to  act  of  Congress,"  or  "Copyright,"  etc.,  or  words  of  the  same  import, 
in  or  upon  any  book  or  other  article,  whether  such  article  be  subject  to 
copyright  or  not. 

TRANSLATIONS. — The  copyright  law  secures  to  authors  and  their 
assigns  the  exclusive  right  to  translate  or  to  dramatize  any  of  their 
works;  no  notice  is  required  to  enforce  this  right. 

DURATION  OF  COPYRIGHT.— The  original  term  of  copyright 
runs  for  twenty-eight  years.  Within  six  months  before  the  end  of  that 
time  the  author  or  designer,  or  his  widow  or  children,  may  secure  a  re- 
newal for  further  term  of  fourteen  years,  making  forty-two  in  all. 

RENEWALS. — Application  for  renewal  must  be  accompanied  by 
printed  title  and  fee;  and  be  explicit  statement  of  ownership,  in  the  case 
of  the  author,  or  of  relationship,  in  the  case  of  his  widow  or  children, 
and  must  state  definitely  the  date  and  place  of  entry  of  the  original 
copyright.  Within  two  months  from  date  of  renewal  the  record  thereof 
must  be  advertised  in  an  American  newspaper  for  four  weeks. 

TIME  OF  PUBLICATION.— The  time  of  publication  is  not  limited 
by  any  law  or  regulation,  but  the  courts  have  held  that  it  should  take 
place  "within  a  reasonable  time."  Registration  of  title  may  be  secured 
for  a  projected  as  well  as  for  a  completed  work.  But  the  law  provides 
for  no  caveat  or  notice  of  interference — only  for  actual  entry  of  title. 

ASSIGNMENTS. — Copyrights  are  assignable  by  any  instrument  of 
writing.  Such  assignment  is  to  be  recorded  in  the  office  of  the  Librarian 
of  Congress  within  sixty  days  from  execution,  "in  default  of  which  it 
shall  be  void  as  against  any  subsequent  purchaser  or  mortgagee  for  a 
valuable  consideration,  without  notice."  The  fee  for  this  record  and 
certificate  is  $1  and  for  a  certified  copy  of  any  record  of  assignment  $1. 
A  copy  of  the  record  (for  duplicate  certificate)  of  any  copyright  entry 


BROKER'S   CYCLOPEDIA 435 

will  be  furnished,  under  seal  of  the  office,  at  the  rate  of  50  cents  each. 

INFRINGEMENT  OF  COPYRIGHT.— Infringement  is  a  very 
plain  matter  when  the  copyrighted  work  is  simply  produced.  It  be- 
comes a  complicated  and  dificult  question  when  only  extracts  or  quo- 
tations are  made,  or  when  resort  is  had  to  a  book  to  make  the  public 
acquainted  with  its  contents  or  to  criticise  its  style  or  the  substance  of 
its  thought.  It  has  long  been  established  that  the  identity  of  a  literary 
work  consists  in  its  ideas  and  its  language.  The  law  does  not  protect 
an  author  against  the  use  of  his  thoughts  in  a  substantially  different 
form.  Unauthorized  translation  or  dramatization  of  a  copyrighted 
work  is  no  infringment,  nor  is  a  true  abridgement.  An  abridgement 
consists  in  a  condensation  of  the  author's  language,  and  is  substantially 
a  different  work.  The  rights  of  translation  or  dramatization  may  be, 
however,  reserved  by  the  author  if  he  so  desires. 

ABRIDGEMENT  AND  COMPILATION.— In  a  compilation  there 
is  the  act  of  taking  the  very  words  of  the  author,  or  with  such  slight 
changes  as  to  show  servile  imitation,  while  abridgment,  as  before  stated, 
consists  in  condensation  and  consequent  rearrangement.  The  law  at 
most  tolerates  the  condensation  and  does  not  permit  the  copying  of  the 
author's  words  to  such  an  extent  as  to  do  him  substantial  injury.  Com- 
pilation is  to  some  extent  permitted  in  dictionaries,  gazeteers,  cycl- 
opedias, guide-books,  etc.,  where  the  main  design  and  execution  of  the 
work  are  novel.  In  works  of  this  class  the  sources  from  which  infor- 
mation is  drawn  are  not  the  same  and  the  results  must  be  very  similar. 
Novelty  and  improvement  in  them  in  general  consists  in  abridgement, 
changes  in  arrangement,  more  modern  information,  the  correction  for 
errors,  etc. 

LEGAL  REMEDIES  FOR  VIOLATION  OF  COPYRIGHT. 

When  a  copyright  is  violated  the  regular  remedies  are  an  action  for 
damages  or  an  injunction  from  a  court  of  equity  preventing  the  contin- 
uance of  the  acts  of  infringment.  As  incidental  to  this  relief,  the  court 
may  direct  an  account  to  be  taken  of  the  profits  realized  by  the  infringer. 

Where  an  infringement  consists  in  making  use  of  part  of  a  copyright- 
ed work  in  connection  with  other  matter,  the  injunction  will  be  so  granted 
as  to  prevent  the  publication  of  that  portion  of  the  infringer's  books 
which  is  open  to  objection,  without  reference  to  the  fact  that  the  order 
of  the  court  may  make  the  book,  thus  shorn  of  a  portion  of  its  contents, 
valueless.  Severe  penalties  and  forfeitures  are  also  imposed  by  statute 
law  upon  persons  who  knowingly  violate  the  provisions  of  the  copy- 
right acts. 


Exemption  Laws. 


In  most  of  the  states  there  exists  a  homestead  law  which  exempts 
certain  real  estate  property  from  liability  of  attachment  by  the  creditors 
of  the  owner.     Certain  personal  property  is  also  exempt,  and  in  most 


436  •■ THE   REAL   ESTATE 

cases  wages  are  exempt  for  a  specified  period.  The  following  is  approxi- 
mately the  law  in  the  several  states  and  territories: — 

ALABAMA. — Homestead  to  the  value  of  $2000  or  160  acres  of 
land  not  exceeding  $2000  in  value.  Personal  property  to  the  value  of 
$1000  and  $25  wages. 

ALASKA. — No  homestead  law.  Specified  articles  of  personal 
property  worth  from  $750  to  $1000,  and  wages  for  thirty  days  preceding 
judgment. 

ARIZONA. — Homestead  to  the  value  of  $4000  if  claim  is  recorded. 
Personal  property  to  the  value  of  $1000.  Wages  earned  for  thirty  days 
preceding  levy. 

ARKANSAS. — Homestead  of  160  acres  in  country  or  one-quarter 
acre  in  town  or  village,  not  exceeding  in  value  $2500.  Personal  property 
including  wages  for  sixty  days  to  the  amount  of  $500  for  the  head  of  a 
family  and  $200  for  a  single  person. 

CALIFORNIA.— Homestead  to  the  value  of  $5000,  Certain-  speci- 
fied articles  of  personal  property  not  to  exceed  $1000.  Wages  for  thirty 
days  if  necessary  to  support  family,  but  one  half  of  wages  is  liable  for 
debts  contracted  for  necessaries.  , 

COLORADO.— Homestead  to  the  value  of  $2000  if  claim  is  record- 
ed. Certain  specified  articles  of  personal  property,  including  library 
and  instruments  of  professional  men.  Sixty  per  cent  of  any  amount 
of  wages  due. 

CONNECTICUT.— Homestead  to  the  amount  of  $1,000  if  claim  is 
recorded.  Certain  specified  articles  of  personal  property  and  wages  to 
the  amount  of  $50. 

DELAWARE. — No  homestead  exemption,  and  each  county  has  a 
special  law  as  to  exemption  of  personal  property. 

DISTRICT  OF  COLUMBIA.— Specified  articles  of  personal  prop- 
erty not  exceeding  $1000.  Wages  for  two  mouths  not  to  exceed  $200 
and  the  salary  of  all  government  employees. 

FLORIDA. — Homestead  consisting  of  160  acres  in  country  or  one 
half  acre  in  town.  Personal  property  to  the  value  of  $1000  for  the  head 
of  a  family  residing  in  the  state,  and  all  wages. 

GEORGIA. — Constitution  of  the  state  provides  a  homestead 
exemption  of  $1600,  either  real  or  personal  property,  and  the  statutes 
allow  fifty  acres  of  land  and  five  acres  additional  for  every  child  under 
sixteen  years  of  age.  Certain  specified  articles  of  personal  property 
and  all  laborers'  wages. 

IDAHO. — Homestead  to  the  value  of  $5000  for  a  married  man 
and  $1000  for  a  single  man,  but  declaration  of  homestead  must  be  filed. 
Specified  articles  of  personal  property  to  the  value  of  1000  and  wages 
for  thirty  days. 

ILLINOIS. — Homestead  to  value  of  $1000.  Personal  property, 
$400  for  married  persons,  $100  for  single  persons.  Wages  to  the  amount 
of  $15  weekly  for  the  head  of  a  family. 


BROKER'S   CYCLOPEDIA -_ 437 

INDIANA. — $600  worth  of  either  real  or  personal  property  is 
allowed  as  exemption  to  householders  and  married  women  residents 
of  the  state.     One  month's  wages  not  to  exceed  $25. 

IOWA. — Homestead  one  half  acre  in  town  or  forty  acres  in  country. 
Specified  articles  of  personal  property  not  to  exceed  $200  and  wages  for 
ninety  days. 

KANSAS. — Homestead  one  acre  in  town  and  160  acres  in  country. 
Speified  articles  of  personal  property  and  wages  for  three  months  pre- 
ceding levy. 

KENTUCKY.— Homestead  to  the  value  of  $1000.  Specified 
articles  of  personal  property  and  wages  to  the  amount  of  $50. 

LOUISIANA.— Homestead  to  the  value  of  $2000.  Specified  articles 
of  personal  property  and  all  laborers'  wages. 

MAINE.— Homestead  to  thevalue  of  $500  if  recorded.  Specified 
articles  of  personal  property.  Wages  to  the  value  of  $20  except  in  suit 
for  necessaries  and  then 


MARYLAND. — $100  worth  of  personal  property  and  wages  to  the 
amount  of  $100. 

MASSACHUSETTS.— Homestead  to  the  value  of  $800  if  recorded. 
Specified  articles  of  personal  property  and  wages  to  the  amount  of $20 
except  in  suit  for  necessaries,  and  then  $10. 

MICHIGAN.— Homestead  to  the  value  of  $1500.  Specified  articles 
of  personal  property  and  goods  to  the  value  of  $250.  Eighty  per  cent 
of  the  wages  of  a  householder  not  to  exceed  $30,  others  forty  percent 
up  to  $15. 

MINNESOTA. — Homestead  consisting  of  a  city  lot  or  one  half 
acre  in  a  town  or  eighty  acres  in  the  country,  not  allowed  to  a  single 
man  unless  he  resides  on  the  property.  Specified  articles  of  personal 
property  amounting  to  about  $1500  and  wages  to  the  amount  of  $25. 

MISSISSIPPI.— Homestead  to  the  value  of  $2000,  but  not  over 
160  acres  if  in  the  country.  Personal  property  consisting  of  certain 
articles  in  the  country,  and  to  the  value  of  $250  in  towns.  Wages  of 
$100  per  month  to  head  of  family,  $20  to  others. 

MISSOURI.— Homestead  to  the  value  of  $3000  in  cities  and  $1500 
in  country  and  towns.  Personal  property  consisting  of  certain  specified 
articles  not  to  exceed  in  value  $300,  including  ninety  per  cent  of  wages. 

MONTANA.— Homestead  to  the  value  of  $2500.  $2500.  Specified 
articles  of  personal  property  and  wages  for  thirty  days. 

NEBRASKA.— Homestead  to  the  value  of  $2000.  Personal 
property  not  exceeding  $500,  but  not  in  addition  to  homestead,  and 
wages  for  sixty  days. 


438 THE  REAL  EST  A  TE 

NEVADA.— Homestead  to  the  value  of  $5000.  Specified  articles 
of  personal  property  and  wages  not  to  exceed  $50  earned  in  month 
process  is  issued. 

NEW  HAMPSHIRE.— Homestead  to  the  value  of  $500.  Certain 
specified  articles  of  personal  property  and  wages  to  the  amount  of  $20 
except  as  against  debts  for  necessaries. 

NEW  JERSEY.— Homestead  to  the  value  of  $1000  if  advertised 
and  recorded  according  to  law.  Personal  property  to  the  amount  of 
$200  and  wearing  apparel,  also  all  wages. 

NEW  MEXICO.— Homestead  to  the  value  of  $1000.  Personal 
property  consisting  of  certain  specific  articles  and  $500  when  party 
does  not  own  homestead.  Wages  for  three  monehs,  except  in  certain 
specific  cases. 

NEW  YORK.— Homestead  to  the  value  of  $1000  if  notice  is  re- 
corded. Certain  specific  articles  to  the  head  of  a  family,  and  personal 
property  in  addition  to  the  value  of  $250,  except  for  purchase  price. 
Wages  for  sixty  days  if  necessary  for  the  support  of  the  family. 

NORTH  CAROI.IN A.— Homestead  to  the  value  of  $1000.  Per- 
sonal property  to  the  value  of  $500,  and  sixty  days'  wages  if  necessary 
for  the  support  of  the  family. 

NORTH  DAKOTA.— Homestead  to  the  value  of  $5000.  Per- 
sonal property  to  the  value  of  $1000  to  the  head  of  the  family  residing  in 
the  state.     Wages  not  exempt. 

OHIO.— Homestead  to  the  value  of  $1000.  Certain  specific  articles 
of  personal  property.  Wages  for  three  months  if  necessary  for  the 
support  of  the  family. 

OKLAHOMA. — Homestead  consisting  of  160  acres  in  the  country, 
or  one  acre  in  city  or  town.  Personal  property  consisting  of  certain 
specific  articles.     Wages  for  ninety  days  to  the  head  of  the  family. 

OREGON.— Homestead  to  the  value  of  $1500,  not  to  be  less  than 
twenty  acres  in  the  country  or  one  lot  in  the  city  or  town.  Personal 
property  consisting  of  certain  specific  articles,  and  wages  for  thirty 
days  if  necessary  for  the  support  of  the  family. 

PENNSYLVANIA. — Real  or  personal  property  to  the  value  of 
$300,  and  all  wages. 

RHODE  ISLAND.— Household  furniture  to  the  value  of  $300, 
tools  and  books  to  the  value  of  300,  and  library  of  professional  men. 
Wages  to  the  amount  of  $10,  except  as  against  debts  for  necessaries. 

SOUTH  CAROLINA.— Homestead  to  the  value  of  $1000.  Per- 
sonal property  to  the  value  of  $500.  Wages  for  sixty  days  if  there  is  a 
family  depending  on  them  for  support. 

SOUTH  DAKOTA.— Homestead  consisting  of  160  acres  in  the 
country  or  one  acre  in  city  or  town,  to  the  value  of  $5000.  Personal 
property  to  the  value  of  $750,  to  the  head  of  a  family,  and  $300  to  a 
single  person  not  the  head  of  a  family.  No  exemptions  against  purchase 
price.     Wages  for  sixty  days  if  necessary  for  support  of  family. 


BROKER'S   CYCLOPEDIA  439 

TENNESSEE.— Homestead  to  the  value  of  $1000.  Certain 
specific  articles  of  personal  property.     $30  in  wages. 

TEXAS. — Homestead  consisting  of  200  acres  in  country,  or  city 
lot  to  the  value  of  $5000.  Certain  specific  articles  of  personal  property. 
Current  wages  for  personal  services. 

UTAH.— Homestead  to  the  value  of  $1500,  and  $500  additional 
for  wife  and  $250  for  each  child.  Certain  specific  articles  of  personal 
property  not  exceeding  $1000,  and  one  half  of  wages  for  thirty  days, 
but  not  to  be  less  than  $30. 

VERMONT.— Homestead  to  the  value  of  $500.  Certain  specific 
articles  of  personal  property,  and  wages  to  the  amount  of  $10. 

VIRGINIA.— Homestead  to  the  value  of  $2000.  Certain  specific 
articles  of  personal  property  and  one  month's  wages,  not  to  exceed  $50. 

WASHINGTON.— Homestead  to  the  value  of  $2000  if  declaration 
is  filed.  Certain  specific  articles  of  personal  property,  and  in  the  case  of 
a  house  holder  $1000  in  addition.  Wages  to  the  amount  of  $100  if 
family  is  dependent  thereon. 

WEST  VIRGINIA.— Homestead  to  the  value  of  $1000.  Personal 
property,  including  wages,  to  the  amount  of  $200. 

WISCONSIN.— Homestead  consisting  of  one  fourth  acre  in  town  or 
forty  acres  in  the  countr)^     Certain  specific  articles  of  personal  property, 
not  to  exceed  $200  in  value.     Wages  for  three  moths,-  not  exceeding 
$60  a  month. 

WYOMING.— Homestead  to  the  value  of  $1500.  Personal  property 
to  the  value  of  $800  for  a  married  man,  and  $300  for  a  single  man. 
Wages  not  to  exceed  $100. 

Postal    Information. 

The  following  extracts  from  the  United  States  Official  Postal  Guide 
contain  many  valuable  suggestions  of  general  interest  to  the  public. 

1 .     How  to  Direct  and  Mail  Letters. 

Mail  matter  should  be  addressed  legibly  and  completely. 

Giving  the  name  of  he  post-office. 

f  a  city  having  a  free  delivery,  the  street  and  number. 

And  the  post-office  box  of  the  person  addressed  should  be  added, 
if  he  has  one. 

It  is  well  to  add  the  county  also. 

And  to  spell  the  name  of  the  State  in  full. 

(This  is  not  the  usual  custom.) 

To  secure  a  return  to  the  sender  in  case  of  misdirection  or  insuffi- 
cient payment  of  postage,  his  name  should  be  written  or  printed  upon 
the  upper  left-hand  corner  of  all  mail-matter. 

The  matter  will  then  be  returned  to  the  sender,  if  not  called  for  at 
its  destination,  without  going  to  the  dead  letter  office,  and,  if  a  letter, 
will  be  returned  free. 


440 THE  REAL  ESTATE 

Dispatch  is  hastened  by  mailing  early,  especially  when  large  num- 
bers of  letters,  newspapers,  or  circulars  are  mailed  at  once. 

When  numbers  of  letters  or  circulars  are  mailed  togetb'sr,  addressed 
to  the  same  destination,  it  is  well  to  tie  them  in  bundles  mth.  the  ad- 
dresses facing  the  same  side. 

On  letters  for  places  in  foreign  countries,  especially  Canada  and 
England,  in  .which  many  post-offices  have  the  same  names  as  offices  in 
the  United  States,  the  name  of  the  country  as  well  as  the  post-office 
sould  be  given  in  full. 

Letters  addressed,  for  instance,  merely  to  "London,"  without 
adding  "England,'  are  frequently  sent  to  London,  Canada,  and  vice- 
versa,  thereby  causing  delay,  and  often  serious  loss. 

Letters  addressed  to  Burlington,  N.  S.  (Nova  Scotia,)  often  go  to 
Burlington,  New  York,  on  account  of  the  resemblance  between  S.  and  Y. 
when  carelessly  written. 

2.  Avoid  Thin  Envelopes. 

Thin  envelopes,  or  those  made  of  weak  or  poor,  unsubstantial 
paper,  should* not  be  used,  especially  for  large  packages. 

Being  often  handled,  and  in  the  mail  bags  subjected  to  pressure 
and  friction,  such  envelopes  are  frequently  torn,  or  burs  open  without 
fault  of  those  who  handle  them. 

3.  Register  Valuable  Matter. 

All  valuable  matter  should  be  registered. 

Registry  fee  is  eight  cents,  which,  with  postage,  must  be  prepaid, 
and  the  name  of  the  sender  must  be  given  on  the  outside  of  the  envelope 
or  wrapper. 

Money  should  be  sent  by  a  money-order  or  registered  letter,  other- 
wise its  liability  to  loss  is  greater .__.• 

Postmasters,  before  receiving  a  letter  for  registration  must  require 
the  sender  to  have  it  securely  sealed  with  its  contents,  to  have  it  fully 
and  legibly  addressed;  to  have  his  or  her  name  or  address  indorsed 
across  the  end;  and  to  have  affixed  the  necessary  stamps  to  fully  prepay 
postage  and  fee. 

Postmasters  and  their  employees  are  forbidden  to  address  a  regis- 
tered letter  or  package  for  the  sender,  to  place  the  contents  therein,  to 
seal  it,  or  affix  the  stamps  thereto. 

This  must  be  done  by  the  sender,  or  for  him  by  some  other  person. 

Any  letter  or  package  may  be  registered,  and  in  cases  in  which  the 
writer  wishes  to  know  positively  whether  his  correspondent  received 
his  letter,  the  receipt  returned  to  him  from  the  office  of  delivery  furnishes 
the  proof. 

4.  The  Convenience  of  Letter  Boxes. 

Patrons  in  cities  where  letter  carriers  are  employed  are  advised  to 
provide  letter  boxes  at  their  places  of  business  or  private  residences, 
thereby  saving  much  delay  in  the  delivery  of  mail  matter. 


BROKER'S   CYCLOPEDIA 441 

5.  The  use  of  Mailing  Boxes. 

When  dropping  a  packet  into  a  mailing  box,  or  into  the  receptable 
at  the  post-office,  care  should  be  taken  that  the  packet  falls  into  the  bo:?^, 
and  does  not  stick  in  the  passage. 

Mail  matter  deposited  in  any  receptacle  erected  by  the  Department, 
such  as  street  mailing  boxes  for  the  reception  of  mail  matter  to  be  col- 
lected by  letter  carriers,  or  boxes  in  railroad  depots  for  the  reception 
of  matter  to  be  collected  by  employes  of  the  railway  ma:il  service,  cannot 
be  reclaimed  by  any  one  under  any  circumstances. 

On  such  receptacles  erected  in  railroad  depots  a  notice  should  be 
affixed  that  they  are  not  intended  for  reception  of  matter  for  city  de- 
livery. 

Persons  depositing  drop  letters  therein  intended  for  city  delivery, 
do  so  at  their  own  risk,  and  cannot  reclaim  them,  except  through  the 
dead  letter  office. 

6.  Affix  Stamps  Firmly. 

Postage  stamps  should  be  placed  on  the  upper  right-hand  corner  of 
the  address  side  of  all  mail  matter,  care  being  taken  that  they  are  se- 
curely affixed. 

7.  What  Postage  may  be  Paid  with. 

Postmasters  are  not  required  to  accept  in  payment  for  postage 
stamps,  etc. ,  any  currency  which  is  so  multilated  as  to  be  uncurrent  or 
as  to  render  its  genuineness  doubtful. 

Nor  are  they  required  to  receive  more  than  twenty-five  cents  in 
copper  or  nickel  coins,  nor  to  affix  stamps  to  letters,  nor  to  make  change, 
except  as  a  matter  of  courtesy. 

They  must  not  give  credit  for  postage. 

8.  Penalty  for  Evasion  of  Payment  of  Postage. 

Any  person  who  shall  conceal  or  inclose  matter  of  a  higher  class 
in  that  of  a  lower  class,  and  deposit  or  cause  the  same  to  be  deposited 
for  conveyance  by  mail,  at  a  less  rate  than  would  be  charged  for  both 
such  higher  and  lower  class  matter,  shall,  for  every  siich  offense,  be 
liable  to  a  penalty  of  ten  dollars. 

9.  General  Suggestions. 

A  subscriber  to  a  newspaper  or  a  periodical  who  changes  his  resi- 
dence and  post  office  should  at  once  notify  the  publisher,  and  have  the 
publication  sent  to  his  new  address. 

The  delivery  of  letters  is'not  controlled  by  any  statutory  provision, 
but  by  the  rules  and  regulations  of  the  Post  office  Depatment. 

The  object  of  the  department  is  to  insure  and  facilitate  such  delivery 
to  the  persons  for  whom  they  are  intended. 

In  case  of  money-orders  and  registered  letters,  the  parties  applying 
for  them,  if  not  known,  should  be  required  to  prove  their  identity  in 


442 THE  R  E  A  L  ESTATE 

the  same  manner  as  in  banking  institutions,  where  parties  presenting 
drafts,  checks,  etc.,  who  are  not  known,  are  required  to  prove  their 
identity. 

In  case  of  advertised  letters  parties  applying  should  be  questioned 
as  to  the  place  or  places  from  whence  they  may  be  expecting  corres- 
pondence. 

In  the  general  delivery  of  a  post-office,  the  postmaster  shall  exercise 
a  sound  discretion  in  the  delivery  of  letters  to  persons  claiming  to  be  the 
persons  named  in  the  address,  and  who  may  no  be  known  to  him. 

Hotel  matter  should  be  returned  to  the  post-office  as  soon  as  it  is 
evident  that  it  will  not  be  claimed. 

Proprietors  of  hotels,  officers  of  clubs  and  of  boards  of  trade  or 
exchanges,  should  not  hold  unclaimed  letters  longer  than  ten  days, 
except  at  the  request  of  the  person  addressed. 

When  such  letters  are  returned  to  the  post-office  they  should  be 
redirected  for  forwarding;  and  in  the  absence  of  more  definite  infor- 
mation as  to  where  the  person  addressed  may  be  found,  the  new  address 
may  be  taken  from  the  hotel  register. 

All  inquiries,  whether  from  postmaster  or  the  public,  relative  to 
lost  or  missing  mail-matter  of  every  description,  both  foreign  and 
domestic,  ordinary  and  registered,  should  be  addressed  to  the  Chief 
Post  Office  Inspector,  Post  Office  Department,  Washington,  D.  C,  to 
whom  all  the  losses  or  irregularities  should  be  reported  as  soon  as  know- 
ledge is  had  of  their  occurrence. 

All  inquiries  or  communications  relative  to  mail-matter  which  is 
supposed  to  have  been  sent  to  the  dead  letter  office  should  be  addressed 
to  the  Superintendent,  dead  lettr  office. 

In  such  cases  the  letter  of  inquiry  must  state  to  whom  and  what 
post-office  the  article  was  addressed,  and  give  the  name  and  full  address 
of  the  writer  or  sender,  and  the  date  and  place  of  mailing,  and  a  brief 
description  of  the  contents. 

It  is  not  known  when  the  missing  matter  was  sent  to  the  dead  letter 
office,  the  date  and  reason  for  sending  should  be  given. 

If  registered,  the  number  should  also  be  furnished. 

If  losses  are  promptly  reported  it  will  be  the  means  of  correcting 
irregularities,  and  the  interests  of  the  public  as  well  as  the  efficiency  of 
the  postal  service,  will  be  enhanced  thereby. 

Letters  addressed  to  persons  temporarily  so  journing  to  the  city 
where  free  delivery  system  is  in  operation  should  be  marked  "Transient" 
or  "General  Delivery"  if  not  addressed  to  a  street  and  number  or  some 
other  designated  place  of  delivery. 

Postal  employees  are  not  permitted  to  change  the  address  upon 
misdirected  letters  and  other  mail  matter. 

Matter  not  directed  to  any  post-office  cannot  be  forwarded  in  the 
mails,  but  must  be  returned  to  the  sender,  if  known,  for  better  directions, 
or  else  to  the  dead  letter  office. 


BROKER'S   CYCLOPEDIA 443 

It  is  easier  for  the  public  to  address  their  mail  matter  to  a  post-office 
than  it  is  for  the  Department  to  ascertain  where  matter  not  addressed 
to  a  post-office  should  be  sent. 

Postmasters  have  been  instructed  to  inform  senders  of  the  proper 
post-office  address  of  matter  returned  to  them  because  not  addressed  to 
a  post  office,  or,  if  the  proper  address  is  not  known,  to  advise  them  to 
apply  to  the  nearest  division  superintendent  railway  mail  service  for 
the  desired  information. 

Book  manuscript,  manuscript  for  magazines,  periodicals,  news- 
papers, and  musical  manuscript,  are  now  subject  to  full  letter  rates  of 
postage,  except  they  be  accompanied  by  proof  sheets  or  corrected  proof- 
sheets  of  such  manuscript,  or  of  which  proofs  such  manuscript  is  a  cor- 
rection of  addition,  when  the  rate  will  be  one  cent  for  two  ounces  or 
fractional  part  thereof. 

Manuscript,  as  above  stated,  may  be  sent  otherwise  than  in  the 
mails. 

All  mail-matter  arriving  at  destination,  upon  which  postage  is 
collected  in  money  from  the  recipient,  upon  delivery,  must  have  affixed 
thereto  a  brown  postage-due  stamp  or  stamps  equal  to  the  sum  collected. 

Persons  from  whom  such  postage  is  required  may,  and  are  requested 
to  demand  that  such  postage-due  stamps  be  affixed  by  the  postmaster 
or  his  representatives  when  payment  is  made. 

Proprietors  of  hotels  should  omit  the  return  request  from  envelopes 
supplied  gratuitiously  to  their  giiests. 

Guests  using  such  envelopes  should  be  careful  to  designate  what 
disposition  should  be  made  of  letters  sent  by  them  in  case  they  cannot 
be  delivered. 

10.     Rates  of  Postage,  Etc. 

FIRST-CLASS. —Letters,  and  all  other  written  matter,  whether 
sealed  or  unsealed,  and  all  other  matter  sealed,  nailed,  sewed,  tied,  or 
fastened  in  any  manner,  so  that  it  cannot  be  easily  examined,  two  cents 
per  ounce  or  fraction  thereof ;  registry  fee  eight  cents. 

Postal  cards  one  cent  each. 

Postal  cards  are  unmailable  with  any  writing  or  printing  on  the 
address-side,  except  the  direction,  or  with  anything  pasted  upon  or 
attached  to  them. 

SECOND  CLASS.— Newspapers  and  periodical  publications,  when 
sent  by  publishers  or  news-agents,  one  cent  a  pound  or  fraction  thereof. 

Newspapers  or  periodical  publications,  when  sent  by  persons  other 
.  than  the  publishers  and  news-agents,  one  cent  for  every  four  ounces  or 
fraction  thereof. 

THIRD  CLASS. — Printed  matter,  in  unsealed  wrappers  only  (all 
matter  enclosed  in  sealed  envelopes  notched  on  the  sides  or  corners 
must  pay  letter  rates,)  one  cent  for  each  two  ounces  or  fraction  thereof, 
which  must  be  fully  prepaid. 


444 THE   REAL   ESTATE 

This  includes  books,  circulars,  chromos,  hand-bills,  engravings, 
lithographs,  magazines,  music,  pamphlets,  proof  sheets  and  manuscripts 
accompanying  the  same,  reproductions  by  the  electric  pen,  hektograph, 
metallograph,  papyrograph,  photographs  and  "blue  prints,"  and,  in 
short,  any  reproduction  upon  paper  by  any  process,  except  handwriting 
typewriting,  and  the  copy-press;,  not  iii  the  iiaLuic  oi  u  [.L.^unaX  cories- 
pondence. 

Limit  of  weight  four  pounds,  except  for  a  single  book,  which  may 
weigh  more. 

Third  class  matter  must  be  fully  prepaid,  or  it  will  not  be  forwarded. 

FOURTH-CLASvS.— All  mailable  matter  not  included  in  the  three 
preceding  classes  which  is  so  prepared  for  mailing  as  to  be  easily  with- 
drawn from  the  wrapper  and  examined. 

Rate,  one  cent  per  ounce  or  fraction  thereof. 

Limit  of  weight,  four_pounds. 

Full  prepayment  compulsory. 

1 1 .  Circulars  Defined. 

•  The  term  "circulars"  is  defined  to  be  a  printed  letter,  which  accord- 
ing to  internal  evidence,  is  being  sent  in  identical  terms  to  several  persons. 
A  circular  shall  not  lose  its  character  as  much  when  the  date  and  the 
name  of  the  addressed  and  of  the  sender  shall  be  written  therein,  nor  by 
the  correction,  in  writing  of  mere  typographical  errors. 

12.  Postmasters  may  remove  Wrappers  of  Packages. 

Postmasters  at  the  office  of  delivery  may  remove  the  wrappers  and 
envelopes  from  mail-matter  not  charged  with  letter-postage  when  it 
can  be  done  without  destroying  them,  for  the  purpose  of  ascertaining 
whether  there  is  upon  or  connected  with  any  such  matter  anything 
which  wouM  authorize  or  require  the  charge  of  a  higher  rate  of  postage 
thereon. 

Overweight  letters  or  other  first  class  matter  deposited  for  mailing 
in  a  post-office  with  one  full  rate  of  postage  prepaid  thereon  will  be 
marked  "Due  2  cents,"  or  whatever  the  amount  may  be  due,  and  for- 
warded as  other  letters. 

13.  Unmailable  Matter. 

Obscene  books,  letters,  papers,  pictures,  and  postal  cards,  lottery 
circulars  and  letters,  liquids  (except  as  permitted  in  the  Regulations.) 

Gunpowder,  and  other  explosives. 

Live  reptiles,  animals  and  insects  (except  queen  bees.) 

Poisons,  and  any  article  liable  to  injure  the  mails  or  the  persons  of 
those  handling  them. 

Also,  matter  without  address,  or  so  incorretly,  insufficiently,  or 
illegibly  addressed  that  it  cannot  be  forwarded  to  its  destination. 


BROKER'S   CYCLOPEDIA  445 


14.  Weighing  Packages. 

If  you  have  no  scales,  have  all  the  packages  weighed  at  the  post- 
ofiice. 

Postage  must  be  prepaid  in  full,  or  the  package  will  not  be  for- 
warded. 

RE-FORWARDING.— Letters  will  be  re-forwarded  from  one 
post-office  to  another  upon  the  written  request  of  the  person  addressed 
without  additional  charge  for  postage ;  but  packages  of  third  class  and 
fourth  class  matter  cannot  be  forwarded  or  returned  without  a  new  pay- 
ment of  postage. 

MONEY  ORDERS. — Parties  securing  money  orders  should  ex- 
amine them  to  see  that  they  are  properly  filled  out  and  stamped. 

This  caution  is  necessary  to  avoid  difficulties  in  the  way  of  payment. 

The  maximum  amount  of  a  single  order  is  $100;  and  no  more  than 
three  orders  may  be  issued  in  one  day  to  the  same  remitter,  in  favor  of 
the  same  payer,  payable  at  the  same  post-offle. 

Every  person  who  presents  a  money  order  for  payment  is  required 
to  prove  his  identity  to  the  postm^aster,  unless  the  latter  is  satisfied, 
without  such  proof,  that  the  applicant  is  the  rightful  owner  of  the  order. 

If  an  order  be  paid  to  the  wrong  person,  through  lack  of  necessary 
precaution  by  the  postmaster,  he  will  be  held  accountable  for  such  pay- 
ment. 

Care  is  taken  that  the  signature  of  the  payee  is  in  no  way  incon- 
sistent with  the  name  given  in  the  letter  of  advice. 

When  a  money  order  has  been  lost  by  either  the  remitter,  payee,  or 
indorsee,  a  duplicate  thereof  will  be  issued  by  the  Department,  free  of 
charge,  to  the  owner  of  the  original,  upon  his  making  application  (stating 
the  circustances  of  the  loss,)  to  be  forwarded  by  the  issuing  or  the  paying 
postmaster,  from  each  of  whom  he  must  obtain  and  furnish  a  certificate 
that  the  original  order  had  not  been  and  would  not  be  paid  or  repaid  as 
the  case  may  be. 

15.  Special  Delivery. 

The  Special  Delivery  system  i^  intended  to  secure,  by  means  of 
special  messengers,  the  immediate  delivery  at  all  postoffices,  of  letters 
or  other  articles  of  mail  matter,  bearing  the  special  delivery  stamps 
provided  by  law. 

A  special  stamp,  of  the  face  valuation  of  ten  cents,  may  be  pro- 
vided and  issued,  whenever  deemed  advisable  or  expedient,  in  such 
form  and  bearing  such  devise  as  may  meet  the  approval  of  the  Post- 
master General,  which  when  attached  to  a  letter,  in  addition  to  the 
lawful  postage  thereon  the  delivery  of  which  is  to  be  a  free  delivery  office, 
or  at  any  city,  town  or  village  containing  a  population  of  four  thousand 
or  over,  according  to  the  federal  census,  shall  be  regarded  as  entitling 
such  letter  to  immediate  delivery  within  the  carrier  limit  of  any  free 
delivery  office  which  may  be  designated  by  the  Postmaster  General  as 


446 THE  REAL  ESTATE 

the  special-delivery  office,  or  within  one  mile  of  the  postoffice  at  any 
other  office  coming  within  the  provisions  of  this  section  which  may  in 
like  manner  be  designated  as  a  special  delivery  office.  (All  post-offices 
are  now  special  delivery  offices.) 

Such  specially  stamped  letters  shall  be  delivered  from  seven  o'clock 
ante  meridian  up  to  twelve  o'clock  midnight,  at  the  offices  designated 
by  the  Postmaster  General  under  section  three  of  this  act. 

The  hours  within  which  immediate  delivery  shall  be  made  shall  be  at 
least  from  7  A.  M.,  and  further  until  arrival  of  last  mail,  provided  that 
such  arrival  be  no  later  than  9  P.  M. 

This  requirement  as  to  the  hours  of  delivery  does  not  necessarilly 
extend  to  the  transaction  of  any  other  postal  business  after  the  usual 
office  hours. 

Special  orders  for  later  delivery  may  be  made  for  particular  offices. 

Special  delivery  matter  must  be  delivered  to  the  addressee,  or  to 
any  one  specially  authorized  to  receive  his  mail  matter. 

In  his  absence  and  that  of  any  one  having  such  special  authority, 
such  matter  may  be  delivered  to  any  responsible  member  of  the  ad- 
dressee's family,  or  any  partner  or  clerk  of  his,  or  responsible  person 
employed  in  his  office;  and  to  the  officer  or  agent  of  any  firm,  incor- 
porated company,  or  public  institution  to  which  addressed. 

In  the  case  of  registered  matter  received  for  special  delivery,  the 
usual  registry  receipts,  in  addition  to  the  special  delivery  receipts, 
must  be  taken,  and  all  other  requirements  of  the  registry  regulations 
must  be  observed. 

16.  Letters  "opened  through  mistake." 

If  there  be  two  or  more  persons  of  the  same  name,  and  a  letter  in- 
tended for  one  is  delivered  to  another,  and  returned  by  him,  the  post- 
master will  reseal  the  letter  in  the  presence  of  the  person  who  opened  it, 
and  request  him  to  write  upon  it  the  words  OPENED  BY  ME  THROUGH 
MISTAKE,  and  sign  his  name. 

He  will  then  replace  the  letter  in  the  postoffice. 

1 7.  Withdrawal  of  Letters  from  Mailing  Post  Office. 

To  prevent  fraud,  the  postmaster  will  not  permit  any  letter  put  in 
his  post-office  for  transmission  by  mail  to  be  withdrawn  by  any  person 
except  the  writer  thereof,  or,  in  case  of  a  minor  child,  the  parent  or 
guardian  of  the  same,  and  the  utmost  care  should  be  taken  to  ascertain 
that  the  person  applying  for  such  letter  is  really  the  writer,  or  parent  or 
guardian  entitled  to  withdraw  the  same. 

The  postmaster  acts  at  his  peril  in  permitting  such  withdrawal, 
and  would  be  liable  to  the  party  injured,  and  could  not  plead  honest 
intentions  as  a  defense  tq  the  action. 

18.  Withdrawal  by  sender  after  Dispatch. 

After  a  letter  has  passed  from  the  mailing  post-office,  the  delivery 


BROKER'S   C  Y  C  LO  Pj:  D  I  A  447 

of  same  may  be  prevented,  and  its  return  to  the  writer  secured  by  an 
application  by  the  writer  to  the  postmaster  at  the  office  of  mailing, 
stating  reasons  therefor,  identifying  the  letter  and  supporting  such 
application  by  sufficient  proof  in  writing. 

Upon  such  application  and  evidence,  and  upon  a  deposit  being 
made  by  the  writer  of  a  sum  sufficient  to  cover  all  expenses  incurred, 
the  postmaster,  shall  telegraph  a  request  for  the  return  of  such  letter 
to  his  office,  if  it  has  been  forwarded,  to  the  postmaster  at  the  office  of 
address  carefully  descsibing  the  same,  so  as  to  identify  it  and  prevent 
the  return  of  any  other  matter. 

19.    Letter  Carriers. 

A  letter  carrier  is  forbidden  to  deliver  mail  matter  in  the  streets, 
even  to  the  owners,  unless  they  are  personally  known  to  him,  and  it  can 
be  done  without  unreasonable  delay;  but  must  deliver  all  matter  at  the 
houses  to  which  it  is  addressed. 

Carriers  are  forbidden  to  deliver  any  mailable  matter  which  has  not 
passed  through  the  post-office  or  station  with  which  they  are  connected 
or  to  exhibit  any  mail  matter  entrusted  to  them  (except  on  the  order  of 
the  postmaster  or  some  one  authorized  to  act  for  him)  to  persons  other 
than  those  addressed,  or  to  deviate  from  their  respective  routes,  or  to 
carry  letters  in  their  pockets,  or  to  engage  in  any  business  not  connected 
with  this  service  during  their  hours  of  business. 

Carriers  are  required,  while  on  their  roimds  to  receive  all  letters 
prepaid  by  postage  stamps  that  may  be  handed  to  them  for  mailing, 
but  are  strictly  forbidden  to  delay  their  deliveries  by  waiting  for  such 
letters,  or  to  receive  money  to  pay  for  postage  on  letters  handed  them 
for  mailing. 

A  letter  carrier  has  fulfilled  his  duty  when  he  has  delivered  mail  to 
the -number  of  the  house  to  which  it  is  addressed. 

If  parties  in  the  house  delay  or  neglect  to  deliver  mail  to  the  parties 
addressed,  the  Department  cannot  control  the  matter. 

The  courts  can  be  appealed  to,  if  relief  is  sought. 

Legal  Holidays  in  the  Various  States. 

January  1.  New  Year's  Day.  In  all  the  states  (including  the 
District  of  Columbia,  Arizona,  New  Mexico,  and  Oklahoma,)  except 
Massachusetts,  Mississippi,  and  New  Hampshire. 

January  8.  Anniversary  of  the  battle  Battle  of  New  Orleans; 
in  Louisiana. 

January  19.  Lee's  Birthday;  In  Florida,  Georgia,  North  Carolina, 
South  Carolina,  Virginia,  and  Alabama. 

February  10,  1904.  Mardi-Gras:  In  Alabama  and  the  parish  of 
Orleans,  Louisiana. 

February    12:     Lincoln's    Birthday:     In    Connecticut,    Delaware, 


448 .  T  H  E  RE  A  L  EST  AT  E 

Illinois,  Minnesota,  New  Jersey,  New  York,  North  Dakota,  Pennsylvania, 
Washington  (state,)  and  Wyoming. 

February  22.  Washington's  Birthday:  In  all  states  (including 
the  District  of  Columbia,  Arizona,  and  Oklahoma,)  except  Mississippi, 
where  it  is  observed     by  exercises  in  the  public  schools  only. 

March  2.     Anniversary  of  Texan  Independence:     In  Texas. 

March  4,  in  the  District  of  Columbia,  when  it  falls  on  the  day  the 
president  is  inagurated. 

April  1,  1904.  Good  Friday:  In  Alabama,  Delaware,  Louisiana, 
Maryland,  Pennsylvania,  Tennessee. 

April  19.     Patriots'  Day:     In  Massachusetts. 

April  21.     Anniversary  of  the  Battle  of  San  Jacinto :     In  Texas. 

April  26.  Confederate  Memorial  Day:  In  Alabama,  Florida, 
Georgia  and  Mississippi. 

May  10.  Confederate  Memorial  Day:  In  North  Carolina  and 
South  Carolina. 

May  (Second  Friday.)     Confederate  Day:     In  Tennessee. 

May  20.  Anniversary  of  the  Signing  of  the  Mecklenburg  Declar- 
ation of  Independence :     In  North  Carolina. 

May  30.  Decoration  Day:  In  all  the  states  and  territories  (and 
District  of  Columbia)  except  Florida,  Georgia,  Idaho,  Louisiana,  Miss- 
issippi, North  Carolina,  vSouh  Carolina,  Texas.  In  Virginia,  known  as 
"Confederate  Memorial  Day." 

May  (last  Friday)  Pioneer  Day:  In  Montana,  observed  in  public 
schools. 

June  (first  Monday,)  even  years,  general  state  election  in  Oregon. 

June  3.  Jefferson  Davis'  Birthday:  In  Florida,  Georgia  and 
Alabama.     In  Louisiana,  known  as  "Confederate  Decoration  Day." 

July  4.  Independence  Day :  In  all  the  states.  District  of  Columbia, 
and  territories. 

July  24.     Pioneer's  Day:     In  Utah. 

August  16.     Bennington  Battle  Day:     In  Vermont. 

vSeptember  5,  1904.  Labor  Day:  In  all  the  states  and  territories 
(and  District  of  Columbia,)  except  Arizona,  Mississippi,  Nevada  and 
North  Dakota.     In  Louisiana,  observed  in  Orleans  Parish. 

September  9.     Admission  Day :     In  California. 

November  1.     All  saints' Day:     In  Louisiana. 

November. — General  Election  Day:  In  Arizona,  California,  Colo- 
rado, Delaware,  Idaho,  Indiana,  Iowa,  Kansas,  Kentucky,  Louisiana, 
Maryland,  Minnesota,  Missouri,  Montana,  Nevada,  New  Hampshire, 
New  Jersey,  New  Mexico,  New  York,  North  Dakota,  Ohio,  Oklahoma, 
Oregon  (vote  for  presedental  elections  only,)  Pennsylvania,  Rhode 
Island,  South  Carolina,  South  Dakota,  Tennessee,  Texas,  West  Virginia, 
Washington,  Wisconsin,  and  Wyoming,  in  the  years  when  elections  are 
held  therein.  In  1904  in  states  holding  such  elections  the  date  was 
November  8. 


BROKER'S   C  Y  C  LP  P  E  D  I  A . 449 

November. — 1905.  Thanksgiving  .day  (usually  the  fourth  Thurs- 
day in  November:)  Is  observed  in  all  the  states,  and  in  the  District  of 
Columbia,  Arizona,  New  Mexico  and  Oklahoma,  though  in  some  states 
it  is  not  a  statutory  holiday. 

December  25.  Christmas  Day:  In  all  the  states,  and  the 
District  of  Columbia,  Arizona,  New  Mexico  and  Oklahoma. 

Sundays  and  fast  days  are  legal  holidays  in  all  the  states  which 
designate  them  as  such. 

There  are  no  statutory  holidays  in  Mississippi,  but  by  common 
consent  the  Fourth  of  July,  Thanksgiving  and  Christmas  are  observed 
as  holidays.  In  Kansas  Decoration  Day,  Labor  Day  and  Washington's 
Birthday  are  the  only  legal  holidays  by  legislative  enactment;  other 
legal  holidays  are  so  only  by  common  consent.  In  New  Mexico, 
Washington's  Birthday,  Decoration  Day,  Labor  Day  June  (14,)  and 
Arbor  Day  are  holidays  when  so  designated  by  the  governor. 

Arbor  Day  is  a  legal  holiday  in  Arizona,  Maine,  Minnesota,  New 
Mexico,  Wisconsin  and  Wyoming,  the  day  being  set  by  the  governor; 
in  Texas,  February  22;  Nebraska,  April  22;  Utah,  April  15;  Rhode 
Island,  May  11;  Montana,  second  Tuesday  in  Ma.y;  Florida,  first  Friday 
in  February;  Georgia,  first  Friday  in  December;  Colorado  (school  holiday 
only,)  third  Friday  in  April;  in  Oklahoma,  the  Friday  following  the 
second  Monday  in  March. 

Every  Saturday  after  12  o'clock  noon  is  a  legal  holiday  in  New 
York,  New  Jersey,  Pennsylvania,  Maryland,  Tennessee,  Virginia,  the 
District  of  Columbia,  and  the  city  of  New  Orleans,  and  in  Newcastle 
county,  Del.,  except  in  St.  George's  Hundred;  in  Louisiana  and  Missouri 
in  cities  of  100,000. or  more  inhabitants;  in  Ohio  in  cities  of  50,000  or 
more  inhabitants;  and  June  1  to  August  31  in  Denver,  Colo. 

National  and  Special  Holidays. 

There  is  no  national  holiday,  not  even  the  Fourth  of  July.  Congress 
has  at  various  times  appointed  special  holidays.  In  the  second  session 
of  the  Fifty-third  congress  it  passed  an  act  making  Labor  day  a  public 
holiday  in  the  District  of  Columbia,  and  it  has  recognized  the  existence 
of  certain  days  as  holidays  for  commercial  purposes,  but,  with  the 
exception  named,  there  is  no  general  statute  on  the  subject.  The  pro- 
clamation of  the  President  designating  a  day  of  Thanksgiving  only 
makes  it  a  legal  holiday  in  the  District  of  Columbia  and  the  terri- 
tories, and  in  those  states  which  provide  by  law  for  it. 


450 


T  H  E   RE  A  L   ESTATE 


CHAPTER    XXIII. 

Partnership-Promotion-Stocks. 


PARTNERSHIP. 

1 — What  is  Partnership? 

2 — Kinds  of  Partnership. 

3 — Kinds  of  Partners. 

4 — How  to  form  a  Partnership. 

5 — How  soon  is  a  Partnership  in  force. 

6 — Use  of  name  in  Partnership. 

7 — Sueing  Partners. 

8 — How  to  dissolve  a  partnership. 

9 — Notice  to  be  given. 
10 — Authority  of  Partners. 
11 — Liability  of  Partners. 
12 — Individual  debts  of  Partners. 
.13 — Liability  of  a  new  Partner. 
14 — Sale  of  Partners  interest. 
15— Special  Suggestions.     • 
PROMOTION. 

1 — The  Art  of  Promotion. 


2 — Duties  of  a  Promoter. 

3 — Where  the  Promoter  usually  lives. 

4 — Old  Line  Promoters. 

5 — How  a  promoter  gets  his  pay. 

STOCKS. 

1— What  is  Capital  Stock? 
2— What  is  Unissued  Stock? 
3 — What    is    Issued    and    Outstanding 
Stock? 

4— What  is  Full  Paid  Stock? 
5 — What  is  Treasury  Stock? 
6 — What  is  Common  Stock. 
7— What  is  Preferred  Stock? 
8— What  is  Watered  Stock? 
9— What  is  a  Certificate  of  Stock? 
10 — What  is  Subscription  to  Stock? 


Partnership. 

1.  What  is  Partnership? 

A  PARTNERSHIP  is  the  contract  relation  subsisting  between 
persons  who  have  combined  their  property,  labor  or  skill  in  a  lawful 
enterprise  or  business  for  their  common  profit. 

The  partners  make  up  the  firm  which  is  commonly  held  to  be  an 
entity  the  same  as  a  corporation,  though  the  law  generally  regards  the 
partners  as  joint  owners  of  the  firm  property. 

2.  Kinds  of  Partnership. 

A  general  partnership  is  one  in  which  the  parties  thereto  agree  to 
enter  into  a  specified  business,  no  limitations  or  conditions  being  fixed. 

A  special  or  limited  partnership  is  one  in  which  there  may  be  general 
partners  with  unlimited  liability  and  special  partners  whose  liability 
is  limited  upon  the  compliance  with  certain  requirerqents. 

3.  Kinds  of  Partners. 

An  ostensible  partner  is  one  who  is  known  to  the  world  as  such. 
.  A  secret  partner  is  one  who  is  not  openly  or  generally  so  declared. 

He  is  not  liable  for  debts  contracted  after  his  retirement,  although 
he  has  given  no  notice  of  the  same. 

A  dormant  or  silent  partner  is  one  who  takes  no  part  in  the  trans- 
action or  control  of  the  business,  but  shares  in  the  profits  and  losses 
according  to  certain  agreements. 

A  nominal  partner  is  held  out  to  the  world  as  such  without  actually 
participating  in  the  profits  and  losses  of  the  business. 


BROKER'S   C  Y  C  LP  P  E  D  I  A  451 

4.  Formation  of  Partnerships. 

All  persons  who  are  legally  competent  to  do  business  for  them- 
selves may  enter  into  partnership  which  may  be  formed  by  a  mere 
verbal  agreement  and  stand  in  law,  but  a  written  agreement  is  the  one 
to  be  preferred. 

The  parties  may  agree  as  they  please  as  to  sharing  profits  or  losses, 
but  in  the  absence  of  writing  to  prove  the  contrary  the  law  will  assume 
that  partners  share  profits  and  losses  equally. 

The  articles  of  agreement  should  be  drawn  up  with  special  care  in 
writing  the  details  of  conditions,  liabilities  and  proportionate  share  of 
profits  or  loss  fully  stated. 

5.  How  Soon  a  Partnership  is  in  Force. 

It  is  presumed  that  a  partnership  commenced  at  the  time  the 
articles  of  copartnership  are  drawn  unless  otherwise  stated. 

6.  Use  of  Name  in  Partnership. 

When  a  partner  withdraws  from  a  firm,  but  allows  his  name  to  be 
used  as  before,  or  if  one  lends  his  name  to  a  firm,  in  either  case  he  is  held 
responsible  to  third  persons  as  a  partner. 

7.  Sueing  Partners. 

It  is  generally  supposed  that  one  partner    cannot  sue  another. 

This  is  not  wholly  true. 

The  partner  can  sue  for  a  balance  due  him  after  settlement  of  gen- 
eral accounts  or  for  a  balance  due  him  on  some  specific  account. 

It  is,  however,  best  to  appeal  to  a  court  of  equity,  for  that  court  can 
do  for  partnership  what  the  law  cannot  do. 

8.  Dissolution  of  Partnership. 

A  partnership  may  be  dissolved  by  mutual  consent,  by  expiration 
of  predetermined  time,  Hy  death  of  one  of  the  partners,  by  insanity,  by 
the  bankruptcy  of  either  partner,  or  by  the  court  for  any  good  cause, 
such  as  dishonesty  caused  by  habitual  drunkenness  or  conviction  of 
any  crime. 

A  partner  may  withdraw  at  any  time  if  no  time  for  the  continuation 
of  the  partnership  is  mentioned  in  the  articles  of  agreement,  but  he  must 
give  due  notice  of  his  intention  to  the  other  partners. 

If  the  time  for  the  continuance  of  the  partnership  is  mentioned,  a 
partner  can  nevertheless  withdraw  at  any  time,  but  he  is  responsible 
to  the  firm  for  damages  caused  by  the  breach  of  his  promise. . 

If  a  partner  dies  the  surviving  partners  alone  have  the  right  to 
settle  up  the  business. 

To  his  heirs  and  legal  representatives  they  need  only  to  render  an 
account  of  the  business. 


452 THE  REAL  ESTATE 

9.  Notice  to  be  Given. 

Upon  the  dissolution  of  a  partnership  by  mutaal  consent  it  should 
be  indorsed  on  the  articles  of  copartnership  and  a  notice  given  in  some 
prominent  newspaper. 
f     Special  notice  should  also  be  sent  to  each  one  of  the  creditors  of 
the  firm. 

10.  Authority  of  Partners. 

As  a  general  rule  the  whole  firm  and  each  member  of  it  is  bound  by 
the  acts  and  contracts  of  one  partner,  because  in  law  the  act  or  contract 
of  one  is  regarded  as  the  act  of  all. 

Each  is  regarded  as  the  agent  of  all  without  any  express  authority 
being  given. 

Thus,  loans,  purchases,  sales,  assignments,  pledges,  or  mortgages 
effected  by  one  partner  on  the  partnership  account,  and  with  good 
faith  in  the  third  party,  are  binding  on  all  the  firm. 

So  is  also  release  by  one  a  release. 

Notice  to  one  is  notice  to  all. 

Demand  of  one  is  demand  of  all. 

In  matters,  however,  not  connected  with  partnership,  but  intended 
for  his  own  personal  interests,  the  firm  is  not  bound. 

1 1 .  Liability  of  the  Several  Partners. 

For  the  payment  of  partnership  debts  the  property  of  the  firm, 
both  real  and  personal,  as  also  that  of  each  individual  partner,  is  held 
responsible  for  amount  of  the  unpaid  partnership  debt. 

12.  Individual  Debts  of  Partners. 

A  partner  having  individual  debts  makes  the  firm  liable  for  such 
debts  for  his  interest  in  the  firm  after  the  firm  debts  are  deducted,  the 
firm  liabilities  always  having  precedence. 

13.  Liabilities  of  a  New  Partner. 

A  new  partner  entering  a  firm  cannot  be  held  for  firm  debts  con- 
tracted previous  to  his  admission. 

14.  Sale  of  Partner's  Interest. 

An  assignment  of  interest  by  one  partner  must  be  assented  to  by 
the  other  partner  or  partners. 

15.  Special  Suggestions  on  Partnership. 

Each  and  every  partner  is  liable  for  the  debts  and  losses  of  the 
concern. 

A  partnership  may  bind  one  or  more  partners  to  bear  losses  and 
exempt  another  partner,  or  other  partners  from  losses. 


BROKER'S   CYCLOPEDIA 453 

This  agreement  is  perfectly  valid  between  the  partners  but  it  is, 
not  good  against  creditors,  unless  such  creditors,  in  dealing  with  the  firm 
are  aware  of  this  agreement,  and  base  their  transactions  on  it. 

The  act  of  one  partner  binds  all  others. 

Thus,  if  one  partner  gives  a  negotiable  note  for  the  use  of  the  firm, 
anci  signs  it  with  his  individual  name,  such  signature  binds  all  the  other 
partners. 

Each  partner  is  absolutely  responsible  to  every  creditor  of  the  firm 
for  the  whole  amount  of  the  debt. 

If  his  agreement  with  them  limits  the  amount  of  his  responsibility 
he  may  proceed  agaiast  them  to  recover  his  loss. 

A  person  lending  his  name  to  a  firm,  or  causing  or  allowing  it  to  be 
published  as  one  of  the  partners  in  a  concern,  or  allowing  it  to  be  used 
as  a  partner  after  he  has  withdrawn  from  the  concern,  is,  in  the  meaning 
of  the  law,  a  partner  as  regards  the  claims  of  creditors. 

The  death  of  a  partner  dissolves  the  firm,  and  its  affairs  must  be 
adjusted  as  soon  as  possible  thereafter. 

The  interest  of  a  partner  in  a  business  may  be  attached  by  the 
creditors  for  his  private  debts. 

Such  attachment  operates  as  a  dissolution  of  the  firm. 

A  person  who  contributes  his  money  to  a  firm  and  shares  its  profit 
without  allowing  his  name  to  be  used,  is  termed  a  secret  or  silent  partner. 

A  person  contributing  to  the  capital  and  sharing  the  profits  of  the 
concern,  but  taking  no  active  part  in  its  management,  is  termed  a  sleep- 
ing or  dormant  partner. 

Both  of  these  are  liable  to  the  creditors  for  the  debts  of  the  concern, 
even  though  creditors  did  not  know  them  to  be  members  of  the  firm. 


Promotion. 

1.  The  Art  of  Promotion. 

The  promoter  has  been  defined  as  the  man  who  can  make  two  and 
two  equal  five. 

This  does  not  mean  that  chicanery  is  part  of  his  make-up. 

The  first  real  impression  one  gets  who  examines  promoters'  business 
methods  is  that  absolute  honesty  will  win  out  every  time  and  that  the 
promoter  who  cannot  be  honest  must  expect  to  be  unsuccessful. 

He  must  make  himself  worthy  of  the  confidence  of  many  men,  or 
he  would  better  run  a  street  car  than  try  to  promote  anything. 

2.  Duties  of  a  Promoter. 

His  duties  are  to  effect  judicious  combination  of  capital  and  ex- 
perience, capital  and  capital,  experience  and  experience. 

When  you  read  that  scores  of  manufacturing  plants  have  been 
consolidated  you  may  know  that  the  promoter  has  been  at  work.  He 
is  the  combiner,  the  adjuster. 


454  THE   REAL   ESTATE 

He  welds  divergent  interests  together,  makes  old  business  prosper, 
and  sets  new  ones  on  their  feet. 

And  although  he  does  not  invest  his  own  money  he  draws  down  fat 
fees  and  is  often  the  object  of  envy. 

In  other  days  the  promoter  grew  up  by  himself. 

At  the  present  day  in  large  cities  there  are  business  schools  and 
business  systematizing  houses  that  are  graduating  promoters. 

3.  Where  the  Promoter  Usually  Lives. 

To  live  at  the  best  hotels,  to  drive  the  fastest  horses,  to  wear  the 
most  expensive  clothes,  and  to  eat  the  most  costly  dinners  are  parts  of 
a  fate  that  not  many  men  would  fly- from. 

Add  to  them  the  opportunity,  the  duty,  of  meeting  the  brightest 
and  the  richest  men  in  the  country,  and  of  -having  their  finger  always 
upon  the  pulse  of  events,  and  there  at  once  is  a  combination  distinctly 
alluring. 

It  is  the  promoter  that  does  all  these  things. 

His  star  just  now  is  upon  the  rise. 

It  has  been  said  that  Chicago,  as  even  most  New  Yorkers  will 
attest,  is  the  cjty  which  has  developed  more  and  shrewder  promoters 
than  any  any  other  city  in  the  world. 

4.  Old  Line  Promoters. 

The  old  line  promoters,' the  men  who  have  made  Chicago  famous 
as  a  hothouse  of  new  and  bold  and  successful  plans,  finds  no  more  fitting 
type  than  the  Moore  brothers. 

Lawyers  they  were  in  the  beginning,  and  their  legal  skill  was  of 
much  use  to  them  in  bringing  about  the  combinations  with  which  their 
names  are  so  closely  linked  in  the  industrial  world. 

J.  Pierpont  Morgan  and  his  great  assistant,  George  W.  Perkins, 
have  done  wide  and  successful  promoting,  and  some  that  has  not  been  so 
successful. 

But  there  are  many  promoters  who  are  not  so  widely  known  yet 
who  earn  great  commissions  and  sometimes  large  salaries  through  their 
ability  to  make  deals  with  conflicting  interests  and  to  bring  strong, 
well  organized  and  productive  organizations  out  of  chaotic  conditions. 

Often  the  promoter  will  be  idle,  sometimes  willingly,  sometimes 
involuntarily. 

But  there  will  come  a  transaction  in  which  he  will  make  more  money 
than  he  could  have  made  in  many  months  of  working  upon  a  good 
salary. 

5.  How  the  Promoter  Gets  His  Pay. 

He  gets  his  pay  usually  in  stock. 

This  stock  is  that  of  new  corporations  he  has  formed  out  of  several 
old  ones,  or  the  new  one  he  has  created  out  of  nothing  but  money  and 
his  skill. 

"It  dosen't  make  any  difference  whether  he  knows  many  business 
men  or  not". 


BROKER'S   CYCLOPEDIA 455 

Let  him  get  a  proposition  that  will  appeal  to  business  men  and  a 
small  fortune  is  made. 

"The  ability  to  reduce  another  man's  expenses  or  to  increase  his 
income  is  the  best  possible  letter  of  introduction. 

A  promoter  who  can  do  either  of  these  things,  or  who  can  sljow  a 
business  man  how  their  business  can  be  bettered  is  always  sure  of  an 
audience  and  a  respectful  hearing. 

"No  man  is  ever  too  busy  to  listen  to  good  suggestions. 

He  is  never  too  economical  to  refuse  to  pay  for  them." 

Stocks. 

1.  Capital  Stock. 

The  capital  stock  of  a  company  is  the  amount,  as  estimated  by  the 
incorporation,  required  for  the  purposes  of  the  business. 

Authorized  and  fixed  by  the  charter,  it  can  be  changed  only  by 
amendment  of  the  instrument. 

It  is  divided  into  shares,  the  face  value  of  which  is  usually  one 
hundred  dollars,  though  the  matter  is  discretional  with  the  incorporators 
and  other  amounts  are  often  chosen. 

Generally  the  state  laws  require  that  a  certain  minimum  amount 
of  the  capital  stock  be  subscribed  and  in  some  states  paid  in,  before  the 
corporation  may  begin  business;  thereafter  additional  stock  may  be  is- 
sued as  required,  up  to  the  charter  limit. 

2.  Unissued  Stock. 

This  is  in  itself  a  nullity. 

It  is  merely  the  right  to  issue  stock  if  subscribers  can  be  found,  and 
until  so  issued  represents  nothing-. 

3.  Issued  and  Outstanding  Stock. 

This  is  stock  actually  subscribed  for  and  the  subscriptions  ac- 
cepted by  the  company,  and,  usually,  for  which  stock  certificates 
have  been  duly  made  out  and  delivered  to  the  subscribers. 

It  is  a  liability  of  the  company  and  the  subscriptions  or  the  cash 
and  property  received  should  be  an  equivalent  asset. 

4.  Full  Paid  Stock. 

Stock  which  has  been  subscribed,  issued,  and  fully  paid  is  termed 
full  paid  vStock,  and  the  words  "Full  paid  and  Non-assessable"  should 
always  appear  plainly  printed  upon  the  face  of  its  certificates. 

5.  Treasury  Stock. 

This  term  is  commonly  but  erroneously  applied  to  unissued  stock, 
or  even  to  stock  subscribed  but  unpaid. 

Strictly  speaking,  it  is  sucTi  stock  which  has  been  issued,  paid  for — 
usually  in  full — and  then  by  gift  of  purchase  has  come  back  into  possess- 
ion of  the  company. 


456  THE   REAL   ESTATE^ 

It  may  be  taken  in  the  name  of  the  treasurer,  or  of  a  trustee,  or  may 
be  held  in  the  name  of  the  corporation  itself. 

In  either  case  it  is  accounted  an  asset  of  the  company  and  may  be 
held  or  sold  at  the  discretion  of  the  board  of  directors. 

When  sold  below  par  the  purchaser  incurs  no  liability,  for  the  stock 
if  once  full  paid,  remains  so. 

So  long  as  held  by  the  company,  it  can  neither  vote  nor  partcipate 
in  dividends,  but  remains  lifeless  and  without  rights  or  powers. 

It  is  issued  stock,  but,  being  in  the  treasury,  is  not  outstanding 
stock. 

This  distinction  does  not,  however,  exempt  such  stock  from  the 
franchise  taxes  imposed  under  the  laws  of  certain  states,  as  New  Jersey 
and  Delaware. 

6.  Common  Stock. 

Stock  issued  without  special  privileges  or  restrictions — general 
or  ordinary  stock — is  embraced  in  the  term  common  stock. 

Unless  special  stock  of  some  kind  is  issued  by  the  company,  all  its 
stock  is  common  stock. 

The  owner  of  common  stock  has  the  right  to  attend  and  vote  at  all 
meetings  af  stockholders,  to  share  in  the  profits  of  the  business,  and  on 
the  dissolution  of  the  company,  to  have  his  due  proportion  of  the  final 
assets. 

7.  Preferred  Stock. 

This  is  a  stock  issued  under  an  agreement  that  it  is  to  receive  a 
stated  dividend  from  the  profits  before  anything  is  allotted  to  the  com- 
mon stock. 

It  is  sometimes  called  guaranteed  stock,  though  this  term  is  more 
applied  to  stock  issued  by  one  company  with  a  certain  dividend  guar- 
anteed by  another  company. 

Preferred  stock,  unlike  a  bond,  does  not  in  any  way  represent  a 
debt  or  liability  of  the  corporation. 

It  is  merely  an  investment. 

Its  owners  are  but  stockholders. 

Its  dividends,  while  payable  before  anything  is  given  the  common 
stock,  may  be  paid  only  out  of  profits,  and  the  failure  of  dividends  gives 
no  grounds  of  action  against  the  corporation. 

For  these  reasons  preferred  stock,  if  it  can  be  sold,  is  much  prefer- 
able to  bonds  as  a  means  of  raising  money. 

Should  the  corporation  become  insolvent,  usage  as  to  preferred 
stock  is  not  uniform. 

Under  the  laws  of  New  Jersey  and  certain  other  states,  should 
the  assets  be  sufficient,  it  is  redeemed  at  its  face  value,  after  the  debts 
are  paid,  and  before  the  common  stock  receives  anything. 


BR  O  KE  R'  S   C  Y  C  LP  P  ED  I  A  457 

8.  Watered  Stock. 

That  which  purports  to  represent,  but  does  not  represent  in  good  faith, 
money  paid  into  the  treasury  of  the  company,  or  money's  worth  actually 
contributed  to  the  working  capital  of  the  corporation,  is  watered  stock. 

For  instance,  if  a  certain  stock  is  paying  annual  dividends  of  10 
per  cent,  as  much  more  stock  may  be  issued,  giving  each  stockholder 
twice  as  many  shares  of  stock  bearing  5  per  cent. 

Companies  having  municipal  franchises  for  lighting,  water  supply 
street  railways,  transportation  and  other  semi-public  functions,  always 
as  a  matter  of  policy,  issue  sufficient  "fictitious"  stock  to  keep  their 
dividends  down  to  an  apparently  low  figure. 

In  many  cases,  corporations  judiciously  "water"  their  stock  to 
prevent  rivals,  or  possible  competitors,  from  knowing  the  real  profits  of 
the  business. 

Generally  there  is  no  legal  prohibition  against  the  "watering"  of 
stocks,  provided  no  one  is  defrauded  thereby. 

In  many  states,  all  such  issues  of  "fictitiously  paid-up"  stock  are 
prohibited. 

These  statutes,  however,  are  frequently  evaded. 

9.  Certificates  of  Stock. 

The  stock  certificate  is  documentary  evidence  of  ownership  of 
stock  in  the  corporation  issuing  such  certificate,  by  certifying  that 
the  person  named  therein  is  the  owner  of  record  of  a  certain  number  of 
shares  of  the  company's  stock. 

The  ownership  of  the  stock  goes  with  the  certificate  and  its  signed 
indorsement,  but  the  ownership  of  the  record  remains  with  the  original 
holder  till  the  transfer  is  made  upon  the  books  of  the  company. 

In  the  meantime  the  original  holder  has  power  to  exercise  all  the 
rights  of  a  stockholder. 

For  this  reason  transfers  should  be  made  without  delay. 

10.  Subscriptions  to  Stock. 

A  subscription  to  the  stock  of  a  corporation  is  an  agreement  on 
the  part  of  the  subscriber  to  take  a  specified  number  of  its  shares 
and  if  unqualified,  is  held  to  mean  at  par  and  for  cash. 

Stock  subscriptions  may  be  paid  in  property,  and  in  most  of  the 
states,  in  labor  or  services  when  it  has  been  so  agreed. 

Stock  may  be  issued  in  this  way  for  mines,  factories,  patent  rights, 
the  good  will  and  other  assets  of  a  business,  and  for  any  other  kind  of 
property  that  might  be  purchased  for  cash. 

The.  privilege  of  safely  issuing  stock  for  property  is  often  of  the 
greatest  importance  in  the  exploitation  of  mines,  inventions  and  other 
speculative  enterprises. 

It  is  often  abused  that  in  some  states  it  is  most  rigorously  hedged 
about,  and  any  over-valuation  is  made  dangerous  for  both  the  officials 
of  the  company  and  the  holders  of  the  stock. 


458 


THE  REAL  ESTATE 


CHAPTER  XXIV. 

Hints-Helps-and-Headlines. 


1— HINTS  FOR  THE  REAL  ESTATE 
SALEiiMAN. 

(a)  Give  your  best. 

(b)  Service. 

(c)  Down  on  his  luck. 

(d)  Lead  don't  follow. 

(f)  Make  the  right  impression. 

(g)  Be  prepared, 
(h)         Building  Homes. 

(i)  Why  it  pays  to  be  a  Real  Estate 

Specialist. 

(j)         Mistakes. 

(k)         Dig  up  your  hidden  ability. 

(1)         Sparks  just  oflf  the  rail. 
2— HELPS     ON    HOW   TO    BUILD    A 
BIGGER  BUSINESS. 

(a)  Keep  your  own  counsel. 

(b)  You  make  your  own  opportunity 

(c)  He  CAN  who  THINKS  he  can, 

(d)  You  are  just  what  you   think, 
not  what  you  think  you  are. 


Successful  men  go  in  herds. 

Concentration. 

Never  say  "DIE." 

Expect  better  things. 

Demand  forgetfulness. 

Fear  creates  worry. 

Avoid  the  thoughts  of  trouble. 

Integrity. 

Opportunity. 

Perseverance. 

Pluclf. 

Self-reliance. 

Courage. 

Industry. 

Honesty. 

Cheerfulness. 

Every  real   Estate   Broker  can 
succeed  if  he  thinks  he  can. 

(v)         The   difference   between  Horse- 
power and  Man-power. 

(w)        How  to  save  money, 
(x)         How  to  determine  the  value  of 
office  buildings. 

(y)        Qualifications   of  an  Appraiser, 
(z)         Why  corner  lots  are  worth  more 
than  inside  lots. 


(e) 
(f) 
(g) 
(h) 
(i) 
(J) 
(k) 

(1) 
(m) 

(n) 

(o) 

(P) 

(q) 

(r) 
(s) 
(t) 
(u) 


(aa)  The  first  Real  Estate  dealjn'the 
United  States. 

(bb)  Agent  representing  both  buyer 
and  seller. 

(cc)  Immediate  notice  should  be 
given  the  Insurer. 


Invention  contracts  must  be  in 
Attractive  office  fixtures  an 
Who    is     the    most    successful 


Sale  of  "good  will." 
Sales  at  Auction. 
Preparing  a  booklet. 
How    contracts   must 


be 


per- 


(dd) 
writing. 

(ee) 
asset. 

(ff) 
agent  ? 

(gg) 
(hh) 

(ii) 

(jj) 

formed. 

(kk)      Consent  of  Insurance  Companies 
should  be  obtained. 

(11)         What  a  tenant  may  carry  away. 

(mm)     How  contracts  are  construed. 

(nn)      The  amount  of  commission  that 
can  be  collected  in  an  exchange. 

(oo)       The  object  of  a  deed. 

(PP)      Why  a  Real  Estate  agent  should 
always  give  a  receipt. 

(qq)      A    bad    title    does    not  prevent 
collecting  your  commission. 

(rr)       What  makes  Real  Estate  values. 

(ss)       How  to  buy  Real  Estate. 
3— ADVERTISING     PHRASES       AND 

HEAD  LINES  FOR    THE    SOUTH 

AND  SOUTHWEST. 


An  amazing  decline. 
Photographs  tell  the  story. 
Buy    seed  corn  instead  of  full 

There's  a  reason  why. 
Why  pay  rent? 
Mother  earth. 
Facts. 


(a) 

(b) 

(c) 

grown. 

(d) 
(e) 
(f) 
(g) 
4— MISCELLANEOUS. 


(a) 

(b) 

(c) 

Brokers. 


A   Real  Estate  Collector's  code. 

The  Real  Estate  Alphabet. 

Ten     rules     for     Real      Estate 


S 


(A  Poem.) 


A  Business-Getting  decalogue. 
Own  the  soil  beneath  your  feet 


Hints. 
1 .    Hints  for  Real  Estate  Salesmen. 


Essentials  of  Real  Estate  Sales- 
man ship  are : 

Personality. 

Presentation  of  the  property 
you  offer. 


Avoidance  of  mis-statements. 

Perserverance  in  the  right  dir- 
ection. 

Securing  the  balance  between 
what  the  Owner  will  take  and  the 


BROKER'S   CYCLOPEDIA 


459 


Buyer  will  give. 

Ability  to  draw  up  and  secure  the 
signing  of  a  contract  the  moment 
the  two  minds  are  in  agreement. 
PUSH. 

Every  man  has  in  him  the  germ 
of  success. 

This  germ  cannot  expand. 

This  germ  cannot  propogate. 

This  germ  cannot  increase, 

Unless  nurtured. 

This  germ  must  be  encouraged. 

SHOW  CONFIDENCE. 
You  must  have  confidence  in 
the  proposition  you  are  selling. 

You  must  have  confidence  in 
your  ability. 

You  must  understand  your  pro- 
position. 

Arm    yourself    with    confidence. 

The  first  requisite  of  success  in 
selling  is  confidence  in  what  you 
are  doing. 

SINCERITY  IN  BUSI- 
NESS. 

Get  the  reputation  of  being  re- 
liable. 

Fair  dealing  is  indispensable 
to  every  man  who  is  engaged  in 
the  selling  of  Real  Estate. 

It  actually  pays  better  to  be 
honest  than  otherwise. 

It  actually  pays  better  to  have 
the  confidence  of  those  with  whom 
you  deal  than  their  distrust. 

It  actually  pays  better  to  work 
under   the   law    of   increasing   re- 
turns    than      diminishing     possi- 
bilities. 
■   Sincerity     begets     confidence. 

Confidence  is  the  life  of  the 
Real  Estate  Business. 

Confidence  is  the  very  soul  of 
any  Business. 

Be  sincere. 


a.     Give  your  Best. 

Don't  consider  a  sale  made 
when  its  only  made  on  one  side. 

Turn  it  over  or  some  one  may 
turn  it  down. 

Be  loyal  to  your  task. 
I       Study     constantly     to     become 
I  more  proficient. 

The  only  way  to  keep  pace 
with  the  constantly  increasing  de- 
mands of  modern  Salesmanship 
is  by  studious  application. 

Greater  efficiency  is  what  you 
need. 

Give    every    demand    eager    re- 
I  sponse. 

I  Tomorrow  is  too  late  in  the 
I  keen  competition  of  today. 
i  Don't  put  off  until  another  hour 
'  the  thing  that  might  be  done  now. 
I  Some  other  salesman  may  see 
the  same  opportunity  and  step 
in  ahead  of  you. 

Every  task  assigned  you  give 
it  your  supreme  effort. 

The  half-hearted  try  will  not  do. 
The  moderate  effort  is  not  suf- 
ficient. 

The    more    difficult    your    task 
j  the    more    necessary    that    super- 
human effort  be  put  forth. 

If  you  expect  the  greatest  ach- 
;  ievements     you     must     never     be 
\  satisfied     with     less    than    giving 
your  very  best  in  everything. 
Be  loyal. 


b.     Service. 

Through  service  The  Real  Es- 
i  tate  Salesman  is  given  an  oppor- 
':  tunity  to  grow. 

To  expand. 

To  express  his  inborn  possi- 
j  bilities. 

I       Service    is     the     expression     of 
i  character. 


460 


THE   REAL   ESTATE 


If  your  service  is  careless  and 
cheap  you  should  give  it  im- 
mediate attention. 

If  your  service  tails  to  win  the 
confidence  of  those  who  you  deal 
with,  strengthen  that  weak  spot. 

Some  Salesmen  are  what  cir- 
cumstances make  them. 

Some  Salesmen  are  what  they 
make  of  circumstances. 

Some  Salesmen  are  graspers  of 
opportunities. 

Some  Salesmen  are  graspers  of 
success. 

Salesmanship  is  not  a  matter  of 
luck. 

Salesmanship  is  a  SCIENCE 
unerring  in  cause  and  effect. 

If  you  violate  the  laws  of  Sales- 
manship Science  you  may  not 
bring  upon  yourself  immediate 
disaster,  but-  you  will  surely  impair 
your  ability  and  cripple  your 
capacity. 

The  most  successful  salesman 
is  the  salesman  who  sells  service. 

Who  sells  satisfaction. 

Who  gives  ^nd  gets  value  re- 
ceived. 


c.     Down  on  his  Luck. 

A  Real  Estate  Salesman  who 
says  that  he  is  down  on  his  luck 
and  just  as  sure  as  the  sun  is 
coming  up  in  the  morning  his  luck 
will  be  down  on  him. 

So  long  as  you  are  in  that  frame 
of  mind  you'll  not  be  able  to  put 
through  anything  you  strive  to 
accomplish. 

Store  up  enough  sunshine  in 
your  heart  to  carry  you  over  the 
dark  days. 

Fill  your  lungs  with  pure  air. 

Fill  your  eyes  with  sunshine. 

Fill  your  head  with  optimistic 


thoughts. 

The  unsuccessful  salesman  says 
the  successful  salesman  is  lucky. 

Its  not  "lucky"  at  all. 

Its  "plucky." 

Just  one  letter  difference. 

Never  give  up  until  the  best 
card  is  played. 

Many  a  salesman  has  won  on  the 
last  play. 

Study  every  man  you  deal  with. 

Study  men. 

Study  human  nature. 

Learn  to  know  men. 

Then  you'll  have  the  first  prin- 
ciples of  successful  Salesmanship. 

Learn  to  approach  a  prospect 
properly. 

There  is  no  one  way. 

There  are  thousands. 

Use  the  one  that  will  make  a 
good  impression  on  the  man  you 
are  trying  to  interest. 

Never  allow  or  let  your  private 
troubles  crop  out  in  your  conver- 
satioii. 

Look  as  though  you  were  going 
to  sell. 

Feel  as  though  you  were  going 
to  sell. 

Then  sell. 

Gain  knowledge  of  yourself. 

Gain  knowledge  of  your  fellow 
men. 

Gain  knowledge  of  the  business 
of  living. 

Gain  knowledge  of  how  to  apply 
knowledge. 

Develop  endurance. 

The  man  who  truly  merits  suc- 
cess in  life  does  with  all  his  might 
what  his  hand  finds  to  do,  whether 
it  be  wholly  in  accord  with  his 
tastes  or  not. 

Discharge  each  obligation  faith- 
fully. 


BROKER'S   CYCLOPEDIA 


461 


What  you  do  depends  upon  the 
energy  behind  the  effort. 

Nothing  of  great  vahie  is  to  be 
had  in  this  world  except  as  the 
result  of  strong  effort. 

Never  complain  when  necessity 
lays  upon  you  its  heavy  hand. 

Start  out  every  morning  think- 
ing that  you  can  do  better  work 
than  you  did  yesterday  and  watch 
your  business  grow. 

If  you  are  a  Real  Estate  Broker 
be  ONE  of  the  best  Real  Estate 
Brokers'  in  town. 

Whatever  you  do,  do  a  clean 
job. 

Do  your  best  in  everything. 

Try  to  be  the  BEST  in  your  line. 


d.     Lead  Don't  follow. 

If  you  want  to  progress  and  be 
of  any  substantial  assistance  to 
those  who  you  seek  to  serve 
(Sell)  :— 

You  must  look  up. 

Not  down. 

You  must  not  be  content  to 
simply  supply  existing  demands. 

You  must  create  new  demands. 

You  must  create  greater  de- 
mands. 

You  must  create  new  ideas. 

You  must  seek  to  express  them. 

The  SPIRIT  with  which  you 
work  determines  whether  you  go 
forward  or  whether  you  have  reach- 
ed the  limit  of  your  possibilities. 

Whether  you  are  going  to  be  a 
leader  or  a  follower. 

Whether  you  are  going  to  be 
just   a   plain   every-day   follower. 

Now  then : 

Which  are  you? 

A  LEADER  OR  A  FOLLOWER? 


e.     Make  the  right  Impression. 

Be  careful  how  you  impress  the 
owner  at  the  first  meeting. 

Unfavorable  impressions  created 
the  first  five  minutes  can  never  be 
over  come. 

By  your  personality  you  create 
the  impressions  that  you  are : 

Intelligent, 

Energetic 

And 

Persevering. 

Dress  in  such  a  manner  that 
your  client  will  think  that  you 
are  not  sporty  or  frivolous. 

In  showing  property  don't  talk 
too  much. 

Leave  something  to  the  pur 
chasers  imgination. 

Don't  insult  your  client  by  mak- 
ing him  feel  that  you  think  he 
doesn't  know  anything. 

Give  him  a  chance  to  let  his 
own  mind  play  on  the  property. 

Give  him  a  chance  to  establish 
his  own  convictions. 

Never  misrepresent  facts. 

Misrepresentation  of  facts  may 
invalidate  a  contract. 

Be  straight. 

Be  clean  in  all  your  dealings. 

By  all  means  never  buy  and 
sell  Real  Estate  for  yourself. 

If  it  be  known,  purchasers  get  the 
the  idea  that  you  snap  up  the  good 
thing's  and  only  offer  what  you 
don't  want. 

If  you  own  property  and  want 
to  sell  it  give  it  to  another  Broker 
to  vSell. 

If  you  want  to  buy  property- 
employ  some  other  Broker  to  make 
the  purchase. 

Never  dictate  an  important  letter 
in  haste. 

There  are  many  sales  (commis- 


462 


THE  REAL  ESTATE 


sions)  lost  through  un tactful  "fol- 
low-up." 

The  most  expensive  information 
is  that  which  is  gotten  free  of 
charge. 

WHY? 

Because  it  is  never  complete. 

To  make  money  in  the  Real 
Estate  Business  you  must  spend 
money. 

The  difference  between  a  rut 
and  the  grave  is  the  length  and 
the  breadth. 

The  successful  Business  Men 
can  see  faults  without  blinding 
themselves  to  virtues. 

View  other  peoples  ideas  with 
out  prejudice. 

Be  Confident  but  not  over 
confident. 

Optimistic  but  not  reckless  be- 
lieving in  luck  and  chance. 

Abominate  Red  Tape. 

Do  things  in  a  simple  way. 

A  Real  Estate  Broker  should: 

Avoid  unprofitable  circularizing 
and  the  misuse  of  advertising. 


f.     Be  Prepared. 

See  your  proposition  as  the 
buyer  sees  it. 

Be  prepared  to  handle  his  ob- 
jections. 

Prepare  for  the  interview  by 
putting  yourself  in  his  place. 

Look  at  your  proposition  as  he 
will  look  at  it. 

Figure  out  the  objections. 

Make  up  your  mind  in  advance 
that  he  is  going  to  be  against  your 
proposition. 

Don't  believe  that  he  is  going  to 
believe  as  you  do  until  you  have 
converted  him  to  your  view. 

Take  a  good  look  at  your  pro- 
position from  the  Buyer's  side. 


Tell  him  yourself  at  the  outset 
the  objections  you  know  are  in 
his  mind  and  answer  those  ob- 
jections before  he  has  a  chance 
to  state  them. 

Don't  let  him  spring  them  on 
you  as  surprises. 

Take  the  wind  out  of  his  sails. 

Knock  them  out  before  he  forces 
them. 

Lead  your  prospect  around  to 
your  view. 

Make  him  think  as  you  think. 

Then  its  easy  sailing. 

Study  your  customer. 

Be  ever  on  the  alert  for  the 
change  in  your  customer's  attitude. 

Never  persist  in  un-necessary 
details. 

Establish  a  fact,  get  your  pros- 
pect to  admit  it,  then  stop  on  that 
point. 

Never  address  the  Jury  until 
the  evidence  is  all  in. 

Therefore  never  sum  up  the 
facts  until  you  have  established 
enough  to  win  your  case.  (The 
signature.) 

Avoid  trying  to  close  a  sale 
before  your  customer  is  ready  to 
sign. 

Keep  your  fingers  on  the  pulse 
of  his  emotions. 

Summarize. 

Summarize  carefully. 

Remember    each    conclusion 
which  your  client  admitted. 

Remember  each  point  scored  in 
your  favor. 

The  points  scored  are  what 
counts. 

Catalogue  these  points  in  your 
mind. 

Then  you  know  all  his  pre- 
judices. 

You  know  his  doubts. 


BROKER'S   CYCLOPEDIA 


463 


You  know  his  objections. 

Never  try  to  close  until  all  the 
obstacles  have  been  removed. 

Get  your  prospect  in  a  receptive 
state  of  mind. 

Refer  to  favorable  admissions 
on  part  of  your  client. 

Refer  to  them  in  such  a  manner 
as  to  suggest  they  were  voluntary 
expressed  opinions. 

Enumerate  all  the  strong  points. 

Make  each  point  stand  out 
clearly. 

Focus  all  the  favorable  im- 
pressions so  that  each  shall  seem 
related  to  the  rest. 

Prepare  the  mind  of  your  cus- 
tomer systematically  for  the  close. 

Summarize  forcefully. 

The  ability  to  close  sales  is  the 
ability  to  convince. 

All  that  goes  before  is  surely 
preliminary. 

Necessary  of  course. 

But  preliminary  after  all. 

A  man  under  the  influence  of 
conviction  is  bound  to  act. 

Never  ask  your  client  to  sign 
until  you  have  him  convinced. 

Convince  your  man  as  soon  as 
you  can. 

Do  it  in  3  minutes  if  possible. 

Don't  try  to  sign  him  until  you 
have  done  so. 

Convert  your  prospect  with  evi- 
dence. 

Convert  your  prospect  with  rea- 
sons. 

Have  your  reasons  vividly  drawn. 

Have  them  perfectly  grouped. 

Have  them  thoroughly  organ- 
ized. 

Have  them  harmoniously  ar- 
ranged. 

Have  them  drawn,  grouped, 
organized  and  arranged  that  they 


will  appeal  to  the  eye  of  the  mind 
as  a  painter's  master-piece  ap- 
peals to  the  human  eye. 

Have  in  your  own  mind  a  men- 
tal image  of  the  real  value  and 
merit  of  your  proposition. 

Don't  forget  that  your  picture 
of  this  mental  image  is  made  of 
many  parts. 

Photograph  all  those  parts  that 
complete  the  picture  upon  the 
mind  of  your  prospect. 

Don't  beg. 

Don't  coax. 

Be  a  man. 

Give  your  prospect  to  understand 
that  if  he  doesn't  buy  that  he  loses 
more  than  you. 

A  salesman  should  learn  to 
SIZE-THINGS-UP. 

Get  the  personal  side  of  your 
prospect. 

Habits  of  thought. 

Habits  of  living. 

Likes. 

Dislikes. 

Needs. 

Desires. 

Ability  to  gratify. 

Ability  to  buy. 

Find  out  what  he  reads. 


There  are  three  ways  of  securing 
Prospective  Buyers  for  Real  Estate. 

1— By  waiting  for  customers  to 
come  into  your  office. 

2 — By  hoping  that  the  people 
for  whom  you  did  business  last 
year  will  send  their  friends  in  this 
year. 

3 — By  hustling — not  waiting — 
not  hoping  but  by  going  out  after 
them. 

All  waiting  propositions  are 
unsatisfactory. 

Waiting  propositions  are  not  the 


464 


THE  REAL  ESTATE 


kind  that  builds  up  a  Real  Estate 
Business. 

Hoping  propositions  never  give 
prompt  results. 

The  one  best  way  to  get  buyers 
is  to  hustle  while  your  competitor 
waits. 

ADVERTISE  but  do  it  judici- 
ously. 

The  Real  Estate  Broker  who 
advertises  every  day  in  the  year 
is  the  Broker  who  gets  the  business. 

Results  are  more  effective  than 
words. 

How  much  money  did  you  lose 
last  year? 

The  difference  between  what  you 
make  and  what  you  could  make 
represents  your  loss. 

How  much  better  could  your 
"ads"  pull? 

Who  buys? 

How  reached? 

Study  the  mind  of  the  Buyer. 

h.     Building  Homes. 

Building  Homes  and  Selling  them 
on  the  Rent  Paying  plan  is  the 
most  profitable  branch  of  the 
Real  Estate  Business. 

Establish  the  reputaton  of  being 
an  honest  Builder  and  \^ictory  is 
yours. 

You'll  find  10  people  who  will 
buy  a  home  on  the  Rent  Paying 
Plan  to  one  who  will  buy  a  vacant 
lot. 

Don't  build  rows,  when  build- 
ing in  the  suburbs. 

Build  different  style  houses. 

What  you  or  your  architect 
might  consider  cozy,  comfortable 
and  convenient  might  not  please 
but  perhaps  one  out  of  10  cus- 
tomers. 

Advertise  and  get  Home  Buyers 


into  your  office. 

Get  their  ideas  of  the  kind  of  a 
home  they  want. 

Find  out  their  wants  or  what 
they  think  they  want. 

Make  notes. 

Compare  notes. 

Have  your  architect  draw  plans 
along  the  lines  suggested  by  pros- 
pective Buyers. 

Build  a  house  that  is  different 
from  the  rest. 

Every  time  you  lose  the  sale  of 
a  house  just  because  it  lacked  this 
convenience  or  that  convenience 
make  a  note  of  it. , 

In  the  course  of  time  you  can 
construct  a  home  that  will  suit  the 
most  fastidious  and  the  most  cur- 
ious. 

Just  because  the  art  glass  in  the 
front  door  pleased  the  wife  has 
sold  a  number  of  houses. 

Cozy  corners  have  sold  homes. 

Convenient  kitchens  have  sold 
houses. 

A  closet  here,  a  cupboard  there, 
a  drawer  here,  a  shelf  there  does 
wonders. 

Glass  doors  outside,  sleeping 
porches,  easy  stairways,  wide 
stairways  are  convincing  selling 
points. 

Build  houses  of  distinction. 

Build  homes  with  broad  door- 
ways. 

Build  homes  that  can  be  easily 
ventilated. 

Build  homes  with  store  rooms. 
Put  in  a  cedar  chest. 

Build  easy — house  -  keeping 
homes. 

Build  homes  with  no  waste 
space. 

Build  homes  with  no  dark  cor 
ners. 


BROKER'S  CYCLOPEDIA 


465 


Build  homes  that  are  cheerful. 

Build  homes  with  oak  trim. 

Build    houses    that    are    easily 
kept-in-order. 

Build    houses    with    every    im- 
aginable improvement. 

Build  houses  with  parquet  floors. 

Build  houses  with  burglar  proof 
doors. 

Build     houses     with     hardwood 
trim. 

Build   houses   with   extra  large 
closets. 

Build  houses  with  mirror  doors. 

Build    houses    with    large    well- 
lighted  cellars. 

Build  houses  with  built-in  china 
closets. 

Build  homes  with  spacious  halls. 

Build  homes  with  lockers. 

Build  homes  with  storage  rooms. 

Build  homes  with  sun  porches. 

Build  homes  with  beamed  ceil- 
ings. 

Build  homes  with  window  seats. 

Built  homes  with  built-in  book 
cases. 

Build  homes  with  radiators  in 
bay. 

Build  homes  with  gravity  coal 
chutes. 

Build  homes  with  outside  closet 
windows. 

Build    homes    with    plenty    of 
radiation. 

Build  homes  with  linen  chutes. 

Build  homes  with  trunk  rooms. 

Build  homes  with  large  solariums. 

Build  homes  with  cellar  ceiling 
plastered. 

Build  homes  with  dinner  ware 
closets. 

Build    homes    to     please     the 
wives,    they    are    the    ones    who 
should  be  considered. 

Build  homes  that  are  different. 


Build  homes  with  art  glass 
mullioned  windows. 

Build  semi-suburban  sun-light 
houses. 

Build  air-lite  houses. 

Build  homes  with  every  luxury 
of  convenience  known  to  archi- 
tects. 

Build  homes  and  put  in  man's 
size  bath  tubs. 

Build   houses   that   will   please. 

Build  houses  that  will  sell. 
.   Build  houses  that  will  stand  the 
test. 

Build  houses  which  when  stam- 
ped with  your  name  means  per- 
fection. 

Build  houses  with  a  "Tiffany 
Setting. ' ' 

Build  homes  so  arranged  as 
to  save  the  wife  unnecessary  steps. 

One  hundred  steps  a  day  saved 
means  36,500  steps  saved  in  one 
year. 

The  wife  is  the  person  to  please 
in  bifilding  a  home. 

Every  Broker  knows  that  when 
a  wife  says  "I  like  this  house," 
it  means  a  sale. 

Keep  the  wife's  idea  of  a  model 
home  uppermost  when  drawing 
your  plans  for  a  home. 

It  will  mean  a  home  that  will 
sell  quickly. 

It  will  mean  satisfaction. 

Satisfaction  means  more  houses 
to  build.      • 

More  houses  to  build  means  more 
sales. 

More  sales  means  more  profit. 

Sell  satisfaction. 

Have  a  suggestion  box. 

Get  each  prospective  customer 
you  show  a  house  too  to  make  a 
suggestion,  comment  or  criticism 
and  put  in  the  suggestion  box. 


466 


THE   REAL   ESTATE 


Suggestions  of  any  kind  either 
for  or  against  the  construction  of 
the  house. 

Suggestions  how  to  improve  the 
plan  of  the  house. 

Suggestions  how  to  improve  the 
conveniences. 

Make  note  of  each  suggestion 
received. 

Save  these  suggestions. 

Study  them. 

In  time  you'll  hit  on  a  sug- 
gestion that  will  be  valuable  to 
you. 

Perhaps  several. 

In  the  meantime  you'll  not  be 
imder  any  obligation  to  use  any  of 
them  unless  they  suit  your  fancy. 


i.     Real  Estate  Specialists. 

The  Real  Estate  Broker  who 
makes  a  specialty  of  selling  farms 
usually  makes  more  money  than 
the  Real  Estate  Broker  who  does 
a   General   Real   Estate   Business. 

This  is  an  age  of  specialists. 

The  farm  specialist  gets  bigger 
commissions. 

The  Rent  specialist  gets  bigger 
commissions. 

The  store  specialist  gets  bigger 
commissions. 

The  Business  Broker  gets  bigger 
commissions. 

The  Broker  that  makes  central 
business  property  his  specialty 
gets  bigger  commissions. 

The  sub-division  specialist  gets 
bigger  commissions. 

The  Broker  who  will  take  up 
one  branch  of  the  Real  Estate 
Business  and  make  it  a  specialty 
and  stick  to  it  is  bound  to  win. 

There  is  a  demand  for  Special- 
ists. 

There    is    a    demand    for    Real 


Estate  specialists. 

Select  one  branch  and  become  a 
Specialist  and  you'll  make  money. 

A  list  from  which  you  can  make 
a  selection. 

1— Farm  Specialist — "Ten:acre 
farms." 

2 — Land  Specialist — "Five-acre 
farms." 

3 — Subdivision  Specialist — "One- 
acre  farms." 

4 — Suburban    Homes. 

5 — High-grade  Homes. 

6 — Vacant  Lots. 

7 — Country  Homes. 

<S— Renting    Business    property. 

9 — ^Renting  Offices  in  Office 
Buildings. 

10 — Renting  Residences  only. 

11 — Renting  Stores. 

12 — Renting  Flats  and  Apart- 
ments. 

13 — Room  Renting  Agency. 

14 — Promoting. 

15 — Securing  Partners. 

16 — Furnishing  Capital  for  Busi- 
ness enterprises. 

17 — Loaning  money  on  First 
mortgages. 

18 — Loaning  money  on  Second 
mortgages. 

In  large  cities  any  one  branch 
of  the  Real  Estate  Brokerage  Busi- 
ness if  made  a  specialty  will  pay. 

Double  up  according  to  size  of 
the  town  in  which  you  are  doing 
business. 

In  Law  the  Specialist  gets  the 
biggest  fee. 

In  Medicine  the  Specialist  de- 
mands the  biggest  fee. 

In  Architecture  the  Specialist 
draws  the  biggest  salary. 

In  Manufacturing  the  Specialist 
Commands  the  biggest  trade. 

In  Merchandising  the  Specialist 


BROKER'S  CYCLOPEDIA 


467 


secures  the    most   profitable   pat- 
ronage 

In  Photography  the  Specialist 
gets  the  better  class  of  trade. 

In  Advertising  the  Specialist 
gets  his  own  price. 

In  any  business  the  Specialist 
makes  the  most  money. 

Why  not  in  the  Real  Estate 
Business  ? 

Become  a  Specialist  in  your  own 
line  and  you  can't  help  but  win. 

When  I  say  Specialist  I  mean 
that  you  must  be  a  Specialist,  who 
knows  all  there  is  to  be  known 
in  your  line,  and  about  your  special 
line. 

If  you  are  a  farm  Specialist  and 
sell  farms  only  and  a  client  comes 
in  to  your  office  and  has  a  store  to 
sell,  refer  him  to  a  Broker  who 
makes  the  selling  of  stores  a  spec- 
ialty. 

If  you  are  a  store  Broker  vice 
versa. 

If  you  are  a  Farm  Specialist : 

Keep  a  2,  3  or  4  line  "ad' '  in 
the  daily  papers  that  you  sell  farms 
and  farms  only. 

Keep  an  "ad"  in  every  day. 

Put  in  a  10  or  15  line  "ad" 
Sunday. 

Do  this  until  your  Business 
grows  and  it  demands  more  ad- 
vertising space. 

Publish  lists  of  all  the  property 
you  have  to  sell. 

Insert  in.  each  "ad"  "send  for 
my  farm  list." 

Make  this  list  attractive  brief 
and  newsy. 

Keep  your  name  before  the 
public  in  such  a  way  that  every 
time  any  man  or  woman  thinks 
of  buying  or  selling  a  farm  they 
think  of  you  in  the  same  breath. 


Then  when  in  the  market  they 
will  come  to  you  unconscious  of  the 
reason  why. 

Advertise  in  local  papers. 

Advertise    in    county    papers. 

Advertise  in  a  few  foreign  papers. 

In  sending  out  your  lists,  be 
careful  to  give  a  correct  and  truth- 
ful description,  underestimate  it 
possible.  (See  chapter  on  "How 
to  Advertise  farms.") 

The  day  for  the  Real  Estate 
Specialist  is  here. 

Get  in  the  game. 


j.     Mistakes. 

Every  mistake  can  be  converted 
into  an  asset. 

Every  mistake  has  a  value. 

The  hardest  thing  in  the  world 
to  say  is 

"I  WAS  WRONG." 

The  man  who  admits  freely  and 
frankly  that  he  was  wrong,  just 
watch  the  balance  sv/ing  in  his 
favor. 

When  you  make  a  mistake  don't 
turn  it  over  and  over. 

Don't  play  with  it. 

Don't  coddle  with  it. 

Find  out  the  reason. 

Impress  that  reason  on  your 
mind. 

Burn  it  on  your  mind. 

Then  look  forward   and 
the  past. 

You  can't  change  the  past. 

The  future  is  in  your  hands. 

Every  mistake  carries  a  penalty 

Every  mistake  carries  a  reward. 

Never  try  to  hide  your  mistakes. 

If  you  do,  you  only  take  on  a 
car  load  of  secret  worries. 

When  you  try  to  hide  your 
mistakes. 

You  impair  your  efficiency. 


forget 


468 


THE   REAL   ESTATE 


You  do  harm  to  yourself. 

Don't  wast  time  trying  to  hide 
or  cover  up  your  mistakes. 

Play  the  game  as  it  should  be 
played. 

Avoid  mistakes  if  you  can. 

Making  mistakes  only  prove 
that  you  are  human. 

Apply  judgment  in  all  you  do 
and  say. 

Don't  be  guilty  of  covering  up 
the  other  fellows  mistakes. 

Don't  associate  with  the  man 
who  never  makes  a  mistake. 

He  is  a  dangerous  creature. 

Keep  away  from  him. 

The  man  who  never  makes  a  mis- 
take will  die  of  mental  tuberculosis. 

From  failures  comes  wisdom. 

The  way  to  find  out  what  to  do 
is  to  discover  what  will  not  do. 

The  man  who  never  made  a  mis- 
take is  a  man  who  never  made  a 
discovery. 

"Face  your  deficiencies  and 
acknowledge  them,  but  do  not  let 
them  master  you." 


k.    Dig  up  your  hidden  ability. 

Some  one  has  said  "SALESMEN 
ARE  BORN  NOT  MADE." 

Wouldn't  it  give  the  Real  Estate 
Fraternity  a  better  chance  and 
make  us  all  feel  better  to  say 
"SALESMEN  ARE  BORN  AND 
MADE." 

Salesmanship  is  a  science — we 
might  say  a  science  of  service, 
therefore,  any  man  who  posesses 
the  DESIRE  and  WORKS  may 
become  proficient. 

Don't  rely  on  your  natural  ability 

Don't  depend  on  your  good 
fellowship. 

Don't  promise  then  fail  to  per- 
form. 


Don't  belittle  your  competitor. 

Don't  be  satisfied  with  the  "good 
old  way." 

But:— 

Get  a  systematic  knowledge  of 
your  business. 

Learn  to  know  everything  about 
what  you  are  selling. 

Learn  to  know  the  Public. 

Learn  to  know  your  customers. 

Give  your  customers  new  ideas. 

Show  them  new  ways  of  doing 
old  things. 

Learn  to  supply  and  meet  chang- 
ing needs. 

Live  in  the  present. 

The  future  depends  only  on  what 
you  make  out  of  the  present. 

Forget  the  Past. 

One  of  the  prime  requisites  of 
good  Salesmanship  in  selling  Real 
Estate  is  to  know  all  that  is  to  be 
known  about  the  property  you  are 
selling. 

The  salesman  who  profits  most 
is  the  salesman  who  serves  best. 


I.    Sparks  just  off  the  rail. 

When  business  gets  dull,  don't 
just  sit  around  and  mourn. 

This  life  is  no  funeral. 

There  are  Real  Estate  Brokers 
who  think  so. 

Don't  try  to  save  what  runs  out 
at  the  spigot. 

Watch  the  waste  at  the  Bung. 

Change  your  "ads"  daily. 

What  would  you  think  of  a 
preacher  delivering  the  same  ser- 
mon every  Sunday. 

Why  do  some  Real  Estate 
Brokers  run  the  same  "ad"  week 
after  week? 

Change  'em! 

Dress  them  differently  each  time 
they  appear. 


BROKER'S  CYCLOPEDIA 


469 


Tell  the  people  something  new. 

Give  them  news. 

Put  spice  into  yor  "ads." 

Put  ginger  into  your  "ads." 

Put  life  into  your  "ads." 

If  fortune  seems  opposed  to  thee 

Faint  not. 

Neither  give  thyself  to  despair. 

Use  your  failures  as  spurs  to 
help  you  on  to  success. 

Fear  failure  and  you'll  bring 
failure  on  yourself. 

Keep  away  from  rash  specu- 
lations. 

Run  not  thyself  into  debt. 

Small  debts  doutle  themselves. 

Make  no  bargains  over  the 
wine  cup. 

Employ  no  base  methods  to 
gain  your  ends. 

Forget  not  to  praise  him  who 
serves  thee  well. 

Reward  him  for  his  services. 

The  Real  estate  Salesman  who 
is  satisfied  with  what  comes  to 
him  unsolicited  answers  few  knocks 
at  the  door. 

Don't  be  satisfied  with  to-day's 
business. 

Get  more. 

Lay  out  a  new  plan. 

Lay  out  a  new  campaign  for 
new  business. 

Go     after  new  business. 

Exhaust  every  source. 

Swing  every  inquiry  into  line. 

Don't  let  your  competition  dic- 
tate the  boundaries  of  your  busi- 
ness. 

Don't  let  custom  hold  you  down. 

Get  away  from  your  office. 

Get  out  of  that  easy  chair. 

Opportunities  are  in  perpetual 
metier. 

Go  out  after  them. 

More  customers. 


More  "come  backs." 

More  business. 

When  you  get  a  prospect, 
keep  on  his  trail. 

When  you  tree  one,  don't  let 
him  forget  where  he  belongs. 

When  you  lose  a  prospect — go 
after  him  again — also  his  neighbor. 

Keep  after  them. 

Nudge  them. 

Remind  them. 

Don't  lose  sight  of  your  client. 

Don't  let  him  forget. 

Go  gently. 

Go  cleverly. 

Aggressiveness  is  what  sells  Real 
Estate. 

You  may  be  smart. 

You  may  be  quick. 

You  may  have  good  address. 

You  may  know  the  Real  Estate 
Line. 

But  you'll  never  succeed  unless 
you  get  out  and  dig. 

Hustle  to-day. 

Hustle  every  day. 

The  salesman  who  succeeds  is 
the  salesman  who  finishes  his  task. 

Finish  your  task. 

Stick  to  it. 

Persist. 

Prove  your  case. 

Study  your  prospects  needs. 

Analyze  your  prospects  case. 

Show  your  prospect  that  you 
know  your  business. 

Prove  it. 

Concentrate. 

Go  to-day. 

Go  another  day. 

Go  with  new  arguments. 

Go  with  new  persuasion. 

Keep  up  with  your  task. 

Do  it  better. 

What  was  well  done  yesterday 
is  pooT  enough  for  to-day. 


470 


THE  REAL  EST  A  TE 


Don't  let  well  enough  alone. 

Do  it  better. 

Put  your  wits  in  motion. 

Reach  out. 

A  thing  done  wrong  is  just  be- 
gun. 

It  will  bob  up  serenely  some  day. 

Save     yourself    embarrassment. 

vSettle  to-day. 

Do  your  work  right. 

Systematize. 

The  way  to  secure  "come  backs" 
is  to     sell  satisfaction. 

Every  cent  gained  by  mis-rep- 
resentation is  lost  in  patronage. 


Remember  there  is  a  "come 
back"  on  every  sale  if  the  sale  is 
made  right. 

Don't  drift. 

Analyze  your  business. 

Analyze  your  field. 

Strike  at  the  psychological  mo- 
ment. 

Build  confidence. 

Keep  at  it. 

Throw  on  the  light. 

Have  a  plan. 

Keep  your  ear  to  the  ground. 

KEEP  YOUR  EYE  ON  THE 
RAIL. 


2. 


Helps. 

Helps  How  to  Build  a  Bigger  Business. 


SUCCESS  in  liie  is  due  entirely 
to  the  personality  of  the  individual. 

PERSONALITY  CONSISTS  OF 

CONFIDENCE. . 

JUDGMENT 

DECISION 

DETERMINATION 

ASPIRATION 

AND 

TRUTH. 

Thoughts  are  vital  things. 

Thoughts  are  living  things. 

Thoughts  are  actual  things. 

One  thing  at  a  time. 

Keep  on  doing  one  thing  at  a 
time. 


a. 


Keep  your  own  counsel. 

Keep  still. 

Develop  strength. 

Develop  courage. 

Develop  power. 

Develop  force. 

Develop  push. 

Develop  good-will. 

Don't  be  afraid. 

Do  your  duty  each  monient. 


Do  it  as  well  as  you  can. 

Do  it  the  best  you  can. 

Hope  for  better  things. 

Expect  better  things. 

Practice  economy. 

Don't  be  stingy. 

SPEND  YOUR  MONEY  FOR 
NEEDFUL  THINGS. 

Remember  every  thing  wanted 
is  not  always  needed. 

The  present  is  the  result  of  the 
past. 

The  future  will  be  the  result  of 
the  present. 

Expect  poverty  and  you'll  get  it. 

Expect  failure  and  you'll  get  it. 

People  think  of  you  just  as  you 
think  of  yourself. 

If  you  think  you  are  worthless 
to  yourself  and  the  world  others 
think  the  same. 

You  are  as  much  needed  in  your 
place  as  any  other  man  is  needed 
in  his. 

Have  respect  for  yourself. 

Gloom  brings  despondency. 

Hate  brings  ill  health. 


BROKER'S  CYCLOPEDIA 


-471 


Fear  of  poverty  brings  des- 
titution. 

Hope  brings  happiness. 

Hope  brings  elasticity. 

Courage  brings  success. 

Determination  brings   success. 

Energy  brings  success. 

There  are  no  mistakes  in  the 
operation  of  natural  laws. 

Every  man  gets  what  he  draws 
to  himself. 

Your  present  position  is  the 
result  of  past  thoughts. 

Your  future  position  will  be  the 
result  of  your  present  thoughts. 


b.     You    make   your   own    oppor- 
tunity. 

Show  me  a  calm  man. 

Show  me  a  determined  man. 

Show  me  a  self-reliant  man. 

Show  me  an  aspiring  man. 

AND  YOU'LL 

Show  me  a  man  BEYOND  need. 

THEN 

Show  me  a  weak  man. 

Show  me  a  whining  man. 

Show  me  a  melancholy  man. 

Show  be  a  morbid  man. 

Show  me  a  nervous  man. 

Show  me  a  fretful  man. 

Show  me  a  vacillating  man. 

Show  me  a  man  pushing  one 
thing  to-day. 

Show  me  the  same  man  pushing 
another  thing  tomorrow, 

AND  YOU'LL 

Show  me  a  man. 

Physically. 

Morally. 

Mentally. 

And 

Financially  a  wreck. 


Coiu-age 

Peace 

Strength 

Power 

Justice 

Good-will 

Decision 

Force 

Confidence  and 

Determination  before  you. 

Live  in  it. 

Dwell  on  it. 

Demand  it. 

Pray  for  it. 

Improve  the  character  of  your 
thoughts. 

You'll  naturally  gravitate  to 
something  better. 

You'll  come  in  contact  and  in 
touch  with  opportunities  that  never 
would  have  been  yours  under  old 
conditions. 

Don't  seek  money. 

Don't  seek  prosperity. 

Choose  the  occupation  you  like. 


c.     "He  can  who  thinks  he  can." 
Keep  the  thought  of 


d.     You  are  just  what  you  think. 

Not 

WHAT  YOU  THINK  YOU 
ARE. 

Think  right  and  prosperity  will 
seek  you. 

The  determined  man  does  not 
try  to  force  things. 

The  determined  man  seeks  the 
easiest  possible  road  to  the  goal. 

The  determined  man  never  loses 
sight  of  his  purpose. 

The  determined  man  calculates. 

The     determined  man  reasons. 

The  determined  man  seeks  new 
ideas. 

The  determined  man  seeks  those 
ideas  which  seem  better  than  his 
own. 

Don't  allow  others  to  determine 


472 


THE  REAL  ESTATE 


what  you  shall  do. 

Have  determination. 

Be  determined  and 

You'll  succeed. 

Remember  that  buUheadedness 
is  not  determination. 

The  most  obedient  boy  in  school 
often  becomes  a  clerk  for  the 
worst  rascal. 

The  man  who  is  the  most  anx- 
ious to  obtain  money  usually  gets 
the  least. 

The  man  who  is  satisfied  with  a 
cottage  gets  no  more. 

The  man  who  hates  the  most  is 
loved  the  least. 

The  man  who  tries  to  frighten 
others  is  himself  afraid. 

The  man  who  is  educated  and 
an  independent  thinker  is  the  best 
man. 

e.    Successful  men  go  in  herds. 

Un-successful  men  go  in  dif- 
ferent herds. 

The  man  who  swears  the  loudest 
runs  the  quickest. 

The  size  of  the  man  (physical) 
has  nothing  to  do  with  the  ac- 
complishment of  his  object. 

The  condition  of  the  mind  and 
the  desire  is  what  attracts. 

"Know  thyself"  is  the  deepest 
•  and  best  advice  ever  given  to  man. 
•  GET  RID  OF 

Jealousy, 

Envy, 

Distrust, 

Ill-will, 

Anger, 

Haste, 

Fear. 

If  you  want  a  better  position  in 
life  make  mental  pictures  of  a 
better  position. 

Circumstances    will     CHANGE 


as  your  MIND  changes. 

f.     Concentration. 

Concentration  is  the  power  of 
holding  thought  entirely  focused 
on  one  subject  about  which  you 
desire  to  think. 

Don't  try  to  do  two  or  three 
things  at  once. 

Your  mind  only  has  ability  to 
do  one  thing  at  a  time. 

Concentration  is  only  possible 
to  courageous  people.' 

Nervousness  is  nothing  more  than 
the  lack  of  concentration. 

Calmness  comes  from  courage 
and  concentration. 

Develop  good-will  to  all. 

See  yourself  mentally  as  suc- 
cessful. 

Be  a  man  and  results  will  take 
care  of  themselves. 

g.     Never  say  die. 

Do  not  try  to  shape  your  own 
life  at  all. 

No  great  success  ever  came 
through  forced  effort. 

Success  comes  easily. 

Success  comes  gently. 

Success  comes  happily. 

Don't  waste  your  energy  in 
fruitless  expectations. 

Don't  be  too  hasty. 

A  scattered  condition  of  your 
mind  leads  you  to  shun  your 
present  position. 

Advice,  logical  or  illogical  is  a 
useless  waste  of  energy,  unless 
you  desire  to  change  your  mode 
of  thought. 

Seek  courage. 

Seek  peace. 

Seek  wisdom. 


h.     Expect  better  things. 

Demand  more  wisdom. 


BROKER'S   CYCLOPEDIA 


473 


Determine  to  have  more  wisdom. 

Don't    insist,    however,       upon 
something  that  will  harm  you. 
,  Determine  to  know  your  inner 
self. 

Do  not  force  yourself 

Forget  self. 

Give  yourself  up  to  the  thing 
you  are  doing. 

Think  of  yourself  of  being  rich 
and  you'll  grow  rich. 

But  back  up  your  thought  by 
force  of  character  and  energy. 

Anger  is  a  species  of  insanity. 

Anger  produces  sickness  of  the 
body. 

Anger  produces  indigestion. 

Anger  produces  headaches. 

What  you  do  is  more  important 
than  how  much  you  do. 

One  man  can  make  a  hundred 
dollars  just  as  easy  as  another  can 
make  one  dollar. 

The  one  man  thinks  about  hun- 
dreds of  dollars. 

The  other  man  thinks  about  one 
dollar  bills. 

The  one  man  is  broad-minded, 
self-reliant  and  forceful. 

The  other  man  is  weak,  narrow- 
minded  and  feeble. 

Helping  others  helps  yourself. 

FORGET  YOUR  TROUBLES. 

Rest  yourself  and  gather  strength 
for  renewed  effort. 

The  power  of  forgetting  is  the 
best  test  of  mental  strength. 

When  everything  looks  gloomy 
get  it  off  your  mind. 

When  the  sunshine  is  hidden  by 
clouds  of  distrust  forget  it. 

When  everything  looks  like  a 
failure,  get  it  off  your  mind. 

When  everything  looks  like  the 
world  was  a  mistake  forget  it. 

Interest    yourself   in    something 


light  and.  happy. 

Worry  weakens  the  mind. 

Happy  employment  of  the  mind 
strengthens  it. 

Don't  take  your  business  home 
with  you. 

Your  mind  requires  food. 

Determine  to  leave  your  business 
at  your  office. 

Study  your  home  life. 

Attend  wholesome  places  of  a- 
musement. 

Forget  your  troubles  if  your 
mind  is  strong  enough. 

If  not  strong  enough, 

DEMAND  FORGETFUL- 
NESS. 

Think  thoughts  that  will  make 
you  happy. 

Worry  is  a  mental  disease  and 
comes  from  FEAR. 

Banish  all  fear  from  your  mind. 

The  world  is  overrun  with  de- 
pendents. 

The  world  is  overrun  with  human 
top-toads. 

The  world  is  overrun  with  leeches 

Every  one  trying  to  find  some 
one  to  whom  to  cling  for  support. 

Fear  of  failure  brings  failure  to 
you. 


j.     Fear  creates  worry. 

Worry  drives  many  a  business 
man  to  an  early  grave. 

Develop  courage. 

Courage  insures  health. 

Courage  insures  success. 

Courage  enables  you  to  over- 
come difficulties. 

Courage  enables  you  to  look  at 
new  and  better  projects  squarely 
without  flinching. 

Courage  dissects  difficulties. 

Courage  dismisses  them  from 
your  mind. 


474 


THE  REAL  ESTATE 


Courage  enables  you  to  forget 
business  when  at  home  with  family 
and  friends. 
k.     Avoid  the  thought  of  trouble. 

Avoid  the  thought  of  poverty. 

Avoid  people  who  are  failures. 

No  one  can  stand  still  in  men- 
tality. 

Its  just  as  easy  for  the  forceful 
man  to  attract  millions  as  for  the 
peanut  vendor  to  attract  nickels. 

Build  up  your  business  to  expect 
thousands. 

And  thousands  you'll  get. 

Be  honest. 

An  honest  man  is  seldom  cheat- 
ed. 

Cultivate  honesty. 

One  idea  carried  to  a  successful 
conclusion  will  produce  larger  re- 
turns, than  a  half  dozen  im- 
perfectly carried  out. 

DEVELOP  CALMNESS. 

COURAGE. 

Push. 

Confidence. 

Determination. 

Concentration. 

Justice. 

Truth. 

And  you'll  develop  personality. 

Develop  any  quality  in  which 
you  are  deficient. 

Ideas  for  making  money  will 
come  to  you  unsought. 

The  natural  thing  for  you  to  do 
is  always  to  do  the  right  thing. 

Every  thought  is  an  effort. 

Every  effort  brings  some  effect. 

Determined  thought  in  the  dir- 
ection of  success  brings  it  to  you. 

STUDY  YOURSELF. 

Therein  lies  all  the  power. 


L     Integrity. 

Integrity  without  knowledge  is 


weak. 

Knowledge  without  integrity  is 
dangerous. 

Knowledge  without  integrity  is 
dreadful. 

The  successful  business  man  is 
honest. 

Sound  from  center  to  cir- 
cumference. 

True  to  the  hearts  core. 

Steady. 

The  successful  Business  Man  will 
stand  for  the  right. 

Tell  the  truth. 

Look  at  the  truth  square  in  the 
eye. 

Look  the  devil  straight  in  the 
face. 

NEVER  BRAG. 

NEVER  RUN. 

NEVER  FLINCH. 

The  successful  business  man 
knows  his  own  business. 

The  successful  Business  Man 
does  not  lie. 

The  successful   Business  Man 
avoids  all  base  methods. 
The    successful     Business     Man 
avoids  all  servile  methods. 

Avoids  all  underhand  methods. 

Avoids  all  sneajking  methods. 

m.    Opportunity. 

The  neglected  oppox'tunity  never 
comes  back. 

The  past  life  never  comes  back. 

The  spoken  word  never  comes 
back. 

The  sped  arrow  never  comes 
back. 

Opportunity  has  hair  in  front. 

Opportunity  is  bald  behind. 

Seize  opportunity  by  the  fore- 
lock. 

Those  who  have  no  opportun- 
ities despise  small  ones. 


BROKER'S   CYCLOPEDIA 


476 


Those  who  despise  small  oppor- 
tunities never  get  large  ones. 

What  may  be  done  at  any  time 
will  be  done  at  no  time. 

Take  time  while  time  is. 
n.     Perseverance. 

To  overcome  one  difficulty  gives 
you  greater  ability  to  overcome 
the  next. 

It  is  cowardice  to  grumble  about 
circumstances. 

More  depends  upon  perseverance 
than  upon  genius. 

Work  is  the  order  of  the  day. 

The  slow  penny  is  surer  than 
the  quick  dollar. 

The  slow-trotter  will  out-travel 
the  fleet  racer. 

GENIUS  DARTS. 

GENIUS  FLUTTERS. 

GENIUS  TIRES. 

PERSEVERANCE  WEARS. 

PERSEVERANCE  WINS. 

The  all-day  horse  wins  the  race. 

The  afternoon-man  carries  off 
the  laurels. 

The  last  blow  finishes  the  nail. 

Brains  grow  from  constant  use. 

The  greatest  Business  Man  is 
the  man  who  uses  his  brains  the 
most. 

If  competition  troubles  you, 
work  away. 

Your  competitor  is  only  a  man. 

You  ought  to  be  beaten,  if  you 
shrink  from  the  contest  like  a 
coward. 

A  Business  Man  can  get  what  he 
wants  if  he  is  not  flint  hearted. 

Toil  is  the  price  of  success. 
o!    Pluck. 

If  you  want  fortune. 

If  you  want  success. 

If  you  want  fame. 

vStick  to  your  job  piously. 

Stick  to  your  job  determinedly. 


Stick  to  your  job  bravely. 

If  you  want  to  be  anybody. 

If  you  want  to  be  anything. 

Carry  your  project  through  to 
completion. 

Believe  that  you  were  made  for 
that  particular  job. 

Believe  that  no  one  else  can  do 
it  but  yourself. 

Put  forth  your  whole  energy. 

ELECTRIFY  YOURSELF. 

Go    forth    to    its    completeness. 

After  your  work  is  completed, 
you'll  think  more  of  yourself  and 
so  will  others  think  more  of  you. 

The  world  loves  a  determined 
doer. 

Drive  right  along  whatever  you 
undertake. 

Consider  yourself  fully  capable. 

You'll  succeed. 


p.    Self  Reliance. 

He  who  begins  with  crutches 
will  usually  end  with  crutches.    . 

Intelligence  is  capital. 

Energy  is  capital. 

Industry  is  capital. 

The  path  to  success  in  business 
is  simply  the  path  of  common 
sense. 

Outside  help  is  a  curse. 

Outside  helps  handcuffs  effort. 

Outside  help  stifles  aspiration. 

Outside  help  turns  the  key  on 
energy. 

Poverty  sometimes  is  a  greater 
blessing  than  prosperity. 
Work. 

All  work  that  is  honest  is  hon- 
orable. 

The  noblest  thing  in  the  world 
is  honest  work. 


Energy. 

The  difference  between  the  feeble 
and  the  powerful  is  energy. 


476 


.     THE  REAL   ESTATE 


The  difference  between  the  great 
and  the  insignificant  is  energy. 

Invincible    determination    wins. 

Never  suffer  your  energies  to 
stagnate. 

It's  pluck  that  weaves  the  web 
of  life. 

It's  pluck  that  turns  the  wheel 
of  fortune. 

It's  pluck  that  amasses  wealth. 

It's  pluck  that  crowns  men  with 
honors. 

It's  pluck  that  forgets  the  lux- 
uries of  life. 

Good  pluck  is  good  luck. 

BAD  PLUCK  IS  BAD  LUCK. 

Avoid  late  morning  naps. 

Avoid  late  evening  hours. 

Be  careful  of  how  much  time 
)'OU  spend  in  the  bar  room. 

Don't  spend  too  much  time  in 
the  public  ball  room. 

You  can  base  your  good  pluck  in 
folly. 

.You  can  lose  your  good  pluck  in 
fashion. 

You  can  lose  your  good  pluck  in 
idleness. 

You  can  lose  your  good  pluck  in 
high  living. 

You  can  lose  your  good  pluck 
in  dishonesty. 

You  can  lose  your  good  pluck  in 
brawls. 

You  can  lose  your  good  pluck  in 
sensualism. 

Bad  Management. 

You  can  lose  yoiu  pluck  in  bad 
management. 

Bad  management  is  at  the  bot- 
tom of  nearly  all  bad  pluck. 

It's  bad  management  to  drink 
liquor. 

It's  bad  management  to  eat 
tobacco. 


It's   bad    management  to   burn 
tobacco. 

It's    bad    management    to    lose 
your  temper 

It's  bad  management  to  abuse 
people. 

It's  bad  management  to  mind 
other  people's  business. 

It's  bad  management  to  neglect 
your  own  business. 

It's  bad  management  to  expose 
your  health. 

It's  bad  management  to  over- 
tax your  powers. 

It's  bad  management  to  get  sick. 

It's   bad   management   to   take 
drugs. 

It's  bad  management  to  be  idle. 

It's    bad    management    to    be 
mean. 

It's  bad  management  to  be  dis- 
honest. 

Idleness  is  death. 

Activity  is  life. 

The  man  who  works  is  the  hero. 

It's  the  man  with  an  indomitable 
"will"  that  succeeds. 

It's  the  man  with  an  inflexible 
purpose  that  wins. 

A    double-minded    man    is    un- 
stable in  his  methods. 

DON'T    BE    A    WEATHER- 
COCK MAN. 

Decide  promptly. 

It  requires  purpose. 

It  requires  will. 

It  requires  oneness  of  aim. 

It  requires  invincible  determin- 
ation to  succeed. 

Nothing   is    impossible    to    him 
who  wills. 

"Will"  is  the  Root. 

Knowledge    is    the    stem      and 
leaves. 

Feeling  the  flower. 

Learn! 


BROKER'S   CYCLOPEDIA 


477 


Do! 
Try! 


q.     Courage. 

The  successful  business  man  has 
courage. 

The  right"  kind  of  courage  en- 
dures pain  firmly. 

The  right  kind  of  courage  com- 
bats difficulties  manfully. 

The  right  kind  of  courage  sus- 
tains misfortunes  bravely. 

The  right  kind  of  courage  sup- 
ports poverty  nobly. 

The  right  kind  of  courage  en- 
counters disappointments  courage- 
ously. 

Success  is  the  child  of  confidence 
and  perseverance. 

Success  is  the  best  test  of  cap- 
acity. 

Constant  application. 

Regular  application. 

Habitual  application. 

Systematic  application  to  busi- 
ness must  in  time  if  properly 
directed  produce  great  results  arid 
will  lead  to  wealth. 

Idleness  leads  to  poverty. 

Inattention  leads  to  want. 


r.     Industry. 

Whatever  is  useful  in  art  comes 
from  industry. 

Whatever  is  usefid  in  science 
comes  from  industry. 

Whatever  is  useful  in  human 
attainment  comes  from  industr3^ 

Industry  defies  want. 

Industry  defies  poverty. 

Industry  travels  the  same  road 
with  enjoyment. 

Industry  travels  the  same  road 
with  duty. 

Progress  is  impossible  without 
industry. 


Industry    wisely    applied    com- 
mands success. 

Industry    vigorously    applied 
never  fails  of  success. 

Industry  carries  a  man  onward. 

Industry  carries  a  man  upward. 

Industry    brings    out    your    in- 
dividual character. 

Industry   stimulates   the   action 
of  others. 

Industry  is  the  heir  of  Fortune. 

Industry   is   the    companion   of 
Honesty. 

Industry  is  the  partner  of  honor. 

Industry  is  the  beauteous  sister 
of  Temperance. 

Industry  is  the  wholesome  bro- 
ther of  health. 

Industry  has  a  physical  blessing. 

Industry  strengthens  the  limbs. 

Industry  braces  the  sinews. 

Industry    keeps    the    blood    in 
circulation. 

Industry  repels  disease. 

Industry  creates  an  appetite. 

Industry  renders  welcome  rest. 

Industry  discovered  the  oceans. 

Industry  discovered  the  rivers. 

Industry  discovered  the  deserts. 

Industry    fills    the    world    with 
monuments. 

Industry   fills   the  world      with 
memorials. 

Industry  renders  life  delightful. 

Industry  exalts. 

Industry  embellishes. 

Industry  beautifies    the    whole 
earth. 

Industry  proves  the  world. 


s.     Honesty. 

Honesty  is  greatness. 

Don't  try  to  be  honest  just  be- 
cause its  good  policy. 

Be  honest  because  it  makes  you 
feel  better  for  being  honest. 


478 


THE   REAL   ESTATE 


Character  is  better  than  capital. 

Honesty  produces   a  clear  con- 
science. 
■  Honesty  produces  a  pure  mind. 

Honesty  produces  rectitude  with 
in. 

Honesty      produces       rectitude 
without. 

Character  is  stock  in  trade. 

Character  is  power. 

Character  is  influence. 

Character  makes  friends. 

Character  creates  funds. 

Character  draws  patronage. 

Character  opens  a  sure  way  to 
success. 

Character  opens  an  easy  way  to 
wealth. 

Character  opens  an  easy  way  to 
happiness. 

Character  is  what  you  are. 

Reputation    is  what  the  people 
say  you  are. 

Character  is  the  true  standard  of 
man. 

RIGHT  vs.  MIGHT. 

There  are  good  men. 

There  are  bad  men. 

Good   men  do   what   they  ought 
to  do. 

Bad  men  do  what  they  can  do. 

Good  men  are  right. 

Bad  men  are  sometimes  mighty. 

Right  is  loyal. 

Might  is  tyrannical. 

Right  gains  victories  by  Peace. 

Might  conquers  by  U  ar. 

Right  rules  by  invitation. 

Might  rules  by  compulsion. 

Right  is  for  the  whole. 

Might  is  for  one. 

Right  is  unassuming. 

Might  is  pompous. 

Right  reasons. 

Might  stalks. 

The    road    ambition    travels    is 


too  narrow  for  friendship. 

Too  crooked  for  love,  too  rug- 
ged for  honesty,  too  dark  for  sci- 
ence, and  too  hilly  for  happiness. 

t.     Be  Cheerful. 

Cheerfulness  is  to  Business  what 
the  sun  is  to  nature. 

Cheerfulness  is  too  business  what 
the  stars  are  to  night. 

Be  cheerful  and  nature  will  smile 
upon  you. 

Cheerfulness  makes  the  air 
balmy. 

Cheerfulness  makes  the  sky  clear. 

Cheerfulness  makes  the  grass 
have  a  brighter  green. 

Cheerfulness  makes  the  trees 
have  a  richer  foliage. 

Cheerfulness  makes  the  flowers 
have  a  more  fragrant  smell. 

Cheerfulness  makes  the  birds 
sing  more  sweetly. 

Cheerfulness  makes  the  sun, 
moon  and  stars  more  beautiful. 

Look  on  the  bright  side. 

Don't  allow  the  shadow  of  dis- 
couragement to  fall  across  your 
path. 

The  harder  the  task,  the  more 
need  of  singing. 

A  gloomy  and  sad  countenance 
don't  make  things  any  easier. 

There's  more  virtue  in  one  sun- 
beam than  a  whole  hemisphere 
of  cloud  and  gloom. 

The  cheerful  are  the  busy. 

When  trouble  knocks,  cheerful- 
ness sends  word  "engaged." 

Frogs  don't  croak  in  running 
water. 

The  active  mind  is  seldom 
troubled  with  gloomy  forebod- 
ings. 

Let  come  what  will,  NEVER  DE- 
SPAIR 


BROKER'S   CYCLOPEDIA 


479 


Despair   is    death    of   the    soul. 


Trials  of  life  strengthen. 

You  never  know  how  strong 
you  are  until  you  are  thrown  in  a 
kettle  of  hot  water. 

Discouragements     are    stepping 
,  stones. 

Disappointments  are  stepping 
stones. 

Misfortunes  are  stepping  stones. 

Failures  are  stepping  stones. 

Adversities  are  stepping  stones. 

Calamities  are  stepping  stones. 

The  ripest  fruit  grows  on  the 
roughest   wall. 

The  small  wheels  of  a  carriage 
comes  in  first. 

Adversity    flattereth    no    man. 

Adversity  exasperates  fools. 

Adversity  dejects  cowards. 

Adversity  makes  the  idle  in- 
dustrious. 

Every  failure  is  a  step  to  suc- 
cess. 

Persevere  and  you  are  sure  to 
conquer. 

Yield  not  to  the  influence  of 
sadness. 

Yield  not  to  the  blighting  pow- 
er of  dejection. 

Quench  the  stings  of  slander. 

Bury  despondency  in  oblivion. 

Fling  melancholy  to  the  winds. 

Let  no  cloud  darken  thy  spirit 

Arouse  ambition's  smouldering 
fires. 


Cling  to  hope. 

Burst  the  trammels  that  im- 
pede your  progress. 

Place  high  your  standard. 

Press  steadily  onward  and  vic- 
tory is  yours. 


EVERY  REAL  ESTATE  BROK- 
ER CAN  SUCCEED  IF  HE  THINKS 

HE  CAN. 

To  accomplish  anything,  abil- 
ity is  required. 

"He  CAN  who  THINKS  he  can." 

When  you  think  that  you  can 
succeed,  you  cause  your  business 
ability  to  develop. 

Persistence  is  required. 

Concentration  of  thought  is  nec- 
essary. 

Thought  is  creative. 

Thought  makes  you  what  you 
are. 

Give  your  whole  mind  tO  one 
faculty,  that  faculty  becomes  re- 
markable. 

Persistence  is  the  secret. 

Decide  what  you   want  to   do. 

Begin  to  think  that  you  can. 

Continue  to  think  you  CAN 
without  ceasing. 

Pay    no    attention    to    failures. 

Know  that  you  can. 

Continue  to  think  that  you  can. 

Keep  constantly  before  your 
mind. 

"HE  CAN  WHO  THINKS  HE 
CAN." 

Have  faith. 

Self-confidence. 

Perseverance. 

Persistence. 

Do  things. 

Try  to'  do  bigger  things. 

Practice  what  ability  you  pos- 
sess. 

Think  you  can  do  more. 

Think  that  you'll  succeed. 

Think  success. 

Become  saturated  with  the  very 
life  of  success. 

Nothing   succeeds   like   success. 

Fill  your  system  with  the  spirit 
of  success  and  you'll  never  fail. 


480 


THE   REAL   ESTATE 


Whatever  you  have  abiUty  to 
do. 

DO. 

What  you  want  to  do, 

Think  that  you  can  do. 

Think  you  CAN  and  you'll  over- 
come,  everything. 

Think  you  CAN   and   you'll 
change  everything. 

Think  you  CAN  and  you'll  im- 
prove everything. 

Everything  you  imagine  you 
impress  upon    your  mind. 

Through  imagination  you  can 
work  yourself  into  almost  any 
condition  or  state  of  being. 

PICTURETHEBETTERSIDE. 

Keep   your   mind   steadily   on 
that  picture. 

Change  your  thoughts  for  the 
better. 

Keep  your  eye  single  upon  the 
idea)  pictures  (the  better  side). 

Refuse  absolutely  to  think  of 
the  dark  side. 

Live  and  work  as  you  think. 

Let  go  completely  of  every- 
thing that  has  served  its  purpose. 

Acquire  the  art  of  letting  go. 

Live. 

Be  what  you  are  and  all  you  are. 

Don't  try   to   be  someone   else. 

Don't  imitate. 

Continue  to  be  your  real   self. 

Bring  out  your  own  INDIVID- 
UALITY. 

Express  your  OWN  individual- 
ity 

Be  satisfied  to  be  what  you  are. 

Don't  be  satisfied  to  De  less 
than  ALL  that  you  are. 

Self  is  inexhaustable. 

There  is  no  end  to  the  possi- 
bilities that  exist  in  your  own  life. 

Acquire  the  art  of  letting  go 
those    things    that    you    do    not 


want. 

Acquire  the  art  of  improving 
upon  those  that  you  do  want. 

The  "world"  with  all  its  per- 
versions and  obstacli^s  is  simply 
the  raw  material. 

THE  STRONG  MIND  BUILDS 
WHAT  HE  CHOOSES. 

Work  with  the  idea  before  3'ou 
constantly  that  "he  can,  who 
thinks  he  can." 

Develop  interior  insight. 

Develop  your  mind. 

Develop  your  mind  into  a  strong 
mind. 

Develop  the  attitude  of  self- 
supremacy. 

Every  event  that  transpires  in 
your  daily  life  contains  an  oppor- 
tunity. 

Develop  the  insight  to  see  it. 

Develop  the  power  to  employ  it. 

Be  a  model  character  that  does 
things. 

Give  your  best  to  everybody. 

Every  element  in  your  life  is 
governed  by  thought. 

Every  element  in  your  life  is 
directed  by  thought. 

Changed  by  thought. 

Modified  by  thought. 

AS  THOUGHT  GOES,  YOU 
GO. 

As  thought  improves  you  im- 
prove. 

As  thought  moves  upward  you 
move  upward. 

A  discouraged  mind  is  impressed 
with  failure. 

A  discouraged  mind  is  impressed 
with  weakness. 

A  discouraged  mind  is  impressed 
with  inferiority. 

A  discouraged  mind  is  impressed 
with  tendency  to  go  down  grade. 

The    strong    mind    who    thinks 


BROKER'S  CYCLOPEDIA 


481 


"he  can  who  thinks  he  can"  must 
go  the  other  way.   (Upward.) 

Turn  your  attention  upon  the 
ideal  you  desire  to  reach. 

Try  to  see  the  ideal  of  yourself 
as  well. 

Like  attracts  like. 

The  ideal  of  yourself  is  you. 

You  are  the  ideal  side  of  your- 
self. 

The  ideal  side  of  yourself  is  the 
complete  side. 

The  complete  side  is  you. 

BE  YOURSELF. 

Bring  out  all  that  exists  in  your- 
self. 

Ideal    freindship    brings       ideal 
friends. 

Refinement  in  action  brings  re- 
fined people. 

Refined  thought  brings  refined 
thought  people. 

Greater    ability    brings  greater 
results. 

Give  your  best  to  the  world. 

And  the  world  will  give  its  best 
in  return. 


V.    The  difference  between  Horse 
Power  and  Man  Power. 

Mental  Power 

vs. 
Physical  Power 
Better  service— Get  the  Habit. 
POWER 
Two  kinds: 
HORSE  POWER. 
MAN  POWER. 
The    Real    Estate    Salesman 
should  use  man  power.     (Mental 
power.) 

Horse   power   requires    physical 
Energy. 
Man  power  none. 
"Every    Real    Estate    Broker 
needs    more    power     more    man 


power,  more  mental  power. 

How  to  get  it? 

Give  beter  service  to  your  clients 
to-day  than  you  did  yesterday. 

Give  better  service  to  youf 
clients  tomorrow  than  to-day. 

Think   high — (not  high  living.) 

Thinking  right,  thinking  high 
generates  man  power. 

Do  the  right  thing. 

Work  hard. 

You'll  win. 

Don't  stop  too  soon. 

Put  on  the  "finishing  touch. 

Plan  well. 

START  WELL. 

Keep  going  well. 

FINISH  WELL. 

There  are  thousands  of  fairly 
good  Real  Estate  Salesmen. 

A  little  extra  effort  would  make 
them  excellent. 

If  you  are  a  fairly  good  salesman 
make  a  litle  extra  effort,  put  on 
that  one  final  "Spurt." 

Let  yourself  out. 

You'll  soon  find  things  coming 
your  way. 

WHY? 

Why  don't  more  Real  Estate 
Salesmen  and  more  Real  Estate 
Advertisers,  keep  up  to  date  and 
take  the  professional  view  of  their 
work. 

How  many  Real  Estate  Sales- 
men read  magazines  and  books 
covering  their  special  field  of  en- 
deavor. 

The  slow  sale  of  such  publi- 
cations prove  the  lack  of  prep- 
aration among  the  Real  Estate 
and  Advertising  fraternity. 

There's  a  science  of  salesman- 
ship. 

There's  a  science  of  advertising. 

Wake  up. 


482 


THE  REAL   ESTATE 


Be  more  earnest. 

NEVER  MISREPRESENT. 

When  it  becomes  necessary  to 
misrepresent  its  time  to  quit  the 
business. 

If  you  are  right  you  can  prove 
it. 

If  you  can't  prove  it  the  chances 
are  you  are  not  right. 

Every    Real    Estate    Broker 
should  be  able  to  write  the  word 
"SERVICE"  after  his  name. 

Don't  kill  time. 

Time  is  precious. 

Don't  wait  for  the  crowd  to  pass 
by. 

Walk  around. 

Climb  over. 

Tunnel  straight  through. 

Analyze  self. 

Sum  up  your  ability. 

Discard    the    improper    ballast. 

Let  "ONWARD"  and  "UP- 
WARD" be  your  motto. 

KEEP  THE  END  IN  VIEW. 

Don't  work  for  the  praise  of  the 
world. 

Keep  in  mind  honest  self-en- 
,couragement. 

Eternally  hustle  for  it. 

A  character  built  of  bricks  with 
flattery  for  mortar  is  sure  to  fall. 

Put  the  best  that  is  in  you  in 
your  daily  work. 

Tear  yourself  to  pieces. 

Tear  your  work  to  pieces. 

Compare. 

Analyze. 

Think. 

Don't  be  satisfied  until  you  have 
done  your  best. 

Do  one  think  at  a  time. 

Get  through  with  it. 
Forget  it. 

Then  take  up  the  next  thing 
and  repeat  the  performance. 


GET  THE  HABIT. 

Get  the  habit  of  deciding  to  do 
things. 

Do  things  even  if  you  begin 
wrong. 

Every  time  you  decide  to  do 
something  and  fail  to  do  it  you 
weaken  the  force  called  "WILL." 

Keep  every  resolution. 

Put  every  wish  into  action. 

Decide  to  drop  a  bad  habit. 

Do  it  now. 

Decide  to  form  a  good  habit. 

Do  it  now. 

Decide  to  increase  your  business. 

Do  it  now. 

Do  things  you  decide  to  do  and 
your  work  becomes  easier  every 
day  that  follows. 

A  Business  Getter  is  not  always 
a  Business-Builder. 

A  Business-Builder  however  is 
always  a  Business-Getter. 

Business  is  like  a  machine. 

Dead  and  worthless  without  the 
guidance  of  Brain  Capitalization. 

Speaking  the  English  language 
correctly  is  a  BUSINESS  ASSET. 

Failures  are  stepping  stones  to 
success  and  for  strong  hearts  deter- 
mined to  persevere. 


w.    How  to  save  Money. 

Economists  tell  us  that  a  man's 
capital  is  a  fund  of  wealth  through 
which  he  expects  to  receive  an 
income. 

The  acquisition  of  wealth  im- 
plies certain  moral  and  intellectual 
qualities. 

The  power  of  saving  and  post- 
poning enjoyment  is  necessary  to 
the  formation  of  capital. 

A  man  who  desires  to  accu- 
cumulate  capital  will  have  to  pur- 


BROKER'S   CYCLOPEDIA 


483 


sue  the  object  steadily  and  under 
difficulties  for  a  considerable  length 
of  time,  and  he  must  have  a  will 
strong  enough  to  curb  his  ap- 
petite and  an  imagination  broad 
enough  to  foresee  the  advantages 
which  will  accrue  from  the  pos- 
session of  capital;  and  that  by 
means  of  capital  he  can  lessen  his 
toil  and  cease  active  efforts  with  a 
sense  of  comparative  security  in 
his  declining  years. 

TO     ACQUIRE    PROPERTY, 
ONE     MUST      HAVE     SOME 
MONEY. 

It  is  difficult  to  save  money  and 
still  more  difficult  to  invest  it 
profitably. 

A  man  must  succeed  in  some- 
thing to  be  happy. 

HE  MUST  SAVE  TO  SUCCEED. 

He  can  save,  if  he  will  make  it  a 
fixed  rule  and  principle  of  his  life  to 
invariably  spend  less  than  he  earns. 

If  a  man  will  do  this,  he  will 
begin  to  accumulate  capital. 

In  regard  to  saving,  there  is  no 
time  so  opportune  as  the  present 
in  which  to  begin. 

If  a  man  neglects  to  save  in  his 
earlier  years,  he  may  not  have 
as  good  an  opportunity  to  do  so 
later  in  life. 

"No  morning  sun  lasts  the  whole 
day." 

The  habit  of  saving  must  be 
formed. 

HABIT  is  the  regular  perfor- 
mance of  an  act  until  it  becomes 
almost  involuntary  or  a  second 
nature,  requiring  but  little  effort 
or  thought. 

The  man  or  woman  who  ac- 
quires the  habit  of  saving  early  in 
life  has  a  most  valuable  asset. 

Begin  to  save,  repeat  the  act  a 


few  times  regularly  and  the  habit 
will  do  the  rest. 

When  one  first  begins  to  save, 
he  should  place  his  money  in  a 
savings  bank,  where  it  will  draw 
interest,  and  thus  set  the  money 
to  work. 

All  reputable  savings  banks  pay 
about  the  same  rate  of  interest, 
and  such  being  the  case,  there  are 
but  two  points  for  the  intending 
depositor  to  consider. 

One  is  the  safety  of  the  deposit 
and  the  other  is  the  selection  of  a 
bank  where  his  business  relations 
will  be  pleasant  and  agreeable. 

SAVINGS  BANKS  are  required 
to  publish  statements  annually, 
and  an  idea  of  the  safety  of  a 
particular  bank  can  be  obtained 
from  its  statement. 

Its  resources  should  be  in  cash 
or  in  items  readily  convertible  into 
cash,  such  as  coupon  bonds  and 
corporate  stocks. 

It  should  have  a  fair  portion  of 
its  assets  in  ready  cash. 

Its  liabilities  should  show  a 
good  paid-up  cash  capital  and 
proportionate  deposits. 

There  should  be  an  item  of 
surplus  or  undivided  profits,  v/hich 
will  indicate  that  the  bank  is  pros- 
perous and  is  making  money. 

Its  directors  and  its  principal 
shareholders  should  be  men  who 
have  accumulated  a  fortune  in 
reputable,  legitimate,  non-spec- 
ulative lines  of  business. 

Or,  the  budding  capitalist  may 
invest  his  savings  in  the  stock  of  a 
building  and  loan  association  of 
known  worth. 

He  should  examine  the  annual 
statement,  and  inquire  into  the 
standing    of    the    directors       and 


484 


THE  REAL   ESTATE 


principal  stockholders  of  the  as- 
sociation, and  also  make  inquiry 
among  outsiders  as  to  the  rep- 
utation of  the  association. 

Such  an  association  loans  the 
monies  collected  from  its  stock- 
holders on  improved  real  estate, 
the  appraised  value  of  which  is 
generally  made  by  men  of  ex- 
cellent judgment,  and  the  rule  is 
to  loan  not  over  fifty  per  cent  of 
the  appraised  valuation. 

The  loans  made  by  the  associa- 
tion are  distributed  over  a  large 
number  of  properties,  so  that  the 
security  is  apparently  much  safer 
than  if  the  individual  were  himself 
to  loan  his  money  on  one  parcel 
only,  and  the  rate  of  interest  is 
usually  higher  than  that  paid  by 
a  savings  bank,  being  from  6  per 
cent  to  10  per  cent  paid  by  the 
association  as  against  4  per  cent 
paid  by  the  bank. 

Mr.  Russell  Sage,  in  his  life  time 
laid  down  the  following  rules: 

"Thrift  is  the  foundation  of  suc- 
cess in  society. 

Out  of  every  dollar  earned, 
save  twenty-five  cents. 

Save  Seventy- five  cents,  if  you 
can,  but  never  less  than  twenty- 
five  cents. 

DON'T  GAMBLE. 

Be  circumspect  in  your  amuse- 
ments. 

Be  courteous  in  your  manners. 

Bad  manners  often  spring  from 
a  bad  heart. 

Be  honest. 

Always  have  the  courage  to 
speak  the  truth. 

Don't  depend  on  others. 

Even  if  you  have  a  rich  father, 
strike  out  for  yourself. 

Cultivate  independence  at     the 


very  outset. 

LEARN  THE  VALUE  OF 
MONEY. 

Realize  that  it  stands,  when 
honestly  made,  as  a  monument  to 
your  value  as  a  citizen." 

This  is  a  tremendously  practical 
world,  and  no  man  can  get  the  most 
out  of  the  world  who  is  hampered 
by  a  constant  want  of  money. 

Every  married  man  should  make 
a  vigorous  effort  to  own  a  home. 

As  soon  as  he  has  accumulated 
sufficient  money,  he  should  invest 
in  a  home,  where  his  family  may 
live  permanently. 

A  HOME  owned  is  more  than 
mere  property. 

It  speaks  to  the  heart,  enlists 
the  sentiments  and  ennobles  the 
possessor. 

Viewed  as  a  matter  of  economy, 
a  man  can  occupy  a  home  of  his 
own  at  less  expense  than  he  can 
rent,  and  avoid  the  inconvenience 
and  expenses  of  frequent  removals. 

In  addition,  if  he  buys  right,  he 
may  have  the  satisfaction  of 
knowing  that  his  property  is  stead- 
ily increasing  in  value  while  he 
occupies  it. 

TWO  CLASSES  OF  MEN : 

In  one  Class  stand  the  men  who 
rule. 

In  the  other  class  the  men  who 
are  ruled. 

Man  is  a  bundle  of  habits. 

SAVING  IS  A  HABIT. 

Impulsive    investments    make 
poor  men. 

Ready  money  spends  itself. 

Are  you  money  deaf? 

Do  you  understand  what  money 
says  when  it  talks  ? 

Who  doubts  nothing,  knows 
nothing. 


BROKER'S   CYCLOPEDIA 


485 


MORTGAGES. 

First  decide  to  save. 

Then  select  an  investment. 

Investments  differ. 

Select  with  care. 

To  see  ahead,  look  back. 

Be  guided  by  the  experience  of 
others. 

Safeguard  your  savings  by  First 
Mortgage. 

Secure  mortgages  on  IM- 
PROVED REAL  ESTATE. 

On  the  best  income  Real  Estate 
in  the  city. 

On  city  property  where  you 
can  see  it. 

IN  YOUR  OWN  CITY. 

Make  your  own  selection  of  the 
men  to  manage  it. 

Have  a  guarantee  of  a  fixed 
rate  of  interest. 

Have  a  share  of  the  excess  profit. 

Then  your  DOLLARS  WORK 
FOR  YOU,  as  hard  as  you  worked 
to  get  them. 

Money  saved  is  money  earned. 


BUY  UNITS. 

You  must  save  while  you  are 
young  or  be  a  pauper  in  old  age. 

vSave  thirty- five  cents  a  day. 

The  accumulation  of  thirty- five 
cents  a  day  will  absolutely  secure 
you  against  poverty  in  old  age. 

100,000,000  persons  in  America. 

Each  person  should  save  from 
3  to  35  cents  a  day  to  provide  for 
the  necessities  of  advancing  years. 

If  your  savings  can  be  made  to 
earn  6%  interest  instead  of  3% 
and  be  equally  as  safe,  the  increased 
savings  of  each  will  provide: — 

Two  loaves  instead  of  one. 

Woolen  garments  instead  of  cot- 
ton. 

Car  fare  instead  of  walking. 

Two  fish  instead  of  one. 

Warm  rooms  instead  of  cold. 

Ease  instead  of  drudgery. 

The  ordinary  person  needs  an 
incentive  to  stimulate  punctuality 
in  saving. 


ACCUMULATIVE  POWER  OF  u  y^. 
The  wonderful    accumulative   power   of   6%    compound  interest  is 
shown  in  the  following  table: 

$  2.20  saved  monthly  for  20  years  amounts  to $1000.00 

$  2.10  saved  monthly  for  30  years  amounts  to 2000.00 

$  3.47  saved  monthly  for  15  years  amounts  to 1000.00 

$  4.40  saved  monthly  for  20  years  amounts  to 2000.00 

$  4.20  saved  monthly  for  30  years  amounts  to 4000.00 

$  9.80  saved  monthly  for    7  years  amounts  to 1000.00 

$10.41  saved  monthly  for  15  years  amounts  to 3000.00 

$11.00  saved  monthly  for  20  years  amounts  to 5000.00 

$10.40  saved  monthly  for  30  years  amounts  to 10000.00 

$14.60  saved  monthly  for    5  years  amounts  to 1000.00 

$19.60  saved  monthly  for    7  years  amounts  to 2000 .  00 

$18.45  saved  monthly  for  10  years  amounts  to 3000.00 

$20.82  saved  monthly  for  15  years  amounts  to 6000.00 

$19.80  saved  monthly *f or  20  years  amounts  to 9000.00 

$20.80  saved  monthly  for  30  years  amounts  to 20000.00 


486 


THE  REAL  ESTATE 


You  can  save  35  cents  a  day 
can't  you. 

Every  self-respecting  person 
must  save  that  much  or  face 
poverty  just  around  the  corner  of 
sixty  or  sixty- five  years  of  age. 

SAVE  or  you'll  be  a  burden  on 
your  friends. 

No  matter  how  much  you  are 
making,  or  how  good  a  business 
you  have. 

If  you  are  a  banker  SAVE. 

If  you  are  a  street  cleaner  SAVE. 

If  you  are  a  Real  Estate  Broker 
SAVE. 

You  can't  afford  not  to  SAVE. 

No  matter  how  steady  your 
position. 

No  matter  how  regular  ydur  in- 
come. 

SAVE  while  you  earn. 

Unless  you  save  while  you  earn, 

You  cannot  hope  to  meet  em- 
ergencies. 

Its  the  man  with  a  small  salary 
and  a  steady  job  who  is  usually 
most  careless  in  saving  money. 

Every  man  knows  something 
about  Real  Estate  values. 

The  richer  the  people  the  more 
Real  Estate  they  own. 

James  A.  Patten  has  saved 
millions  of  dollars  by  putting  them 
into  improved  Real  Estate. 

The  power  of  accumulation  of 
compound  interest  is  simply  won- 
derful. 

Follow  the  example  of  James  A. 
Patten,  the  Goulds,  Vanderbilts 
and  the  other  rich  people  of  to-day 
and  save  money. 


X.     How  to  determine  the  value  of 
office  buildings— points  to  consider. 

1 — Height  an  area  of  building. 
2 — Fire-proof  or  non  fire-proof 


3— Quality  of  construciton,  fin- 
ish and  equipment. 

4— Cost. 

5 — Expense  of  maintenance  and 
rimning  expenses. 

6 — Income. 

7 — Architectural  features. 

8 — Location. 

9 — Does  the  building  suit  the 
site. 


y.     Qualifications  of  an  Appraiser. 

1 — -A  solid  experience  in  buying 
and  selling  Real  Estate  covering 
a  period  of  several  years. 

2 — A  thorough  familiarity  with 
neighborhood  condition  and  neigh- 
borhood history. 

3 — A  broad  knowledge  of  prevail- 
ing industrial  and  social  develop- 
ments at  large. 


z.     Corner  Lots. 

A  corner  lot  is  worth  more  than 
an  inside  lot. 

Why? 

1 — Superior  situation  with  ref- 
erence to  light  and  air. 

2 — Greater  frontage  for  purpose 
of  display  and  contiguity  to  pass- 
ing crowds  or  possible  Buyers. 

3 — Objective    prominence    for 
advertising  advantage. 


aa.     First  Real  Estate  Deal    in  the 
United  States. 

Here's  a  good  illustration  of 
"Getting  There  Ahead  of  the 
Crowd." 

On  the  sixth  day  of  May,  1626, 
Peter  Minuet  purchased  the  site 
of  the  City  of  New  York  for  which 
he  paid  in  present  United  States 
currency  value,  the  sum  of  $24.00 
or  Ninety  cents  per  Thousand  Acres. 

The  valuation  of.  this  property 


BROKER'S   CYCLOPEDIA 


487 


in  1905  for  the  purpose  of  taxation 
was  $4,389.  144,  971.00. 


bb.     Agent  representing  both  Buy- 
er and  Seller. 

If  an  agent  represents  both 
buyer  and  seller,  without  their 
knowledge  of  such  double  repre- 
sentation, their  interests  being 
antagonistic,  he  cannot  recover  a 
commission  from  either. 


cc.     Immediate   notice   should    be 
given  the  Insurer. 

Immediate  notice  should  be 
given  to  the  insurer  of  any  change 
in  interest  in  the  property,  and 
circumstances  affecting  the  risk. 


dd.     Invention  Contracts  must  be 
in  writing. 

Any  contract  made  respecting 
an  invention  or  any  assignment 
of  the  whole  or  part,  must  be  in 
writing,  and  the  written  instru- 
ment must  be  recorded  in  the 
Patent  Office  to  protect  the  rights 
of  him  who  has  contracted  with, 
the  inventor  and  who  has  acquired 
an  interest  in  the  invention. 


ee.     Attractive  Office  Fixtures. 

Remember  that  attractive  office 
fixtures  and  decorations  count 
nearly  as  much  as  the  property 
you  have  to  sell,  and  the  system- 
atic methods  of  your  business  will 
show  your  prospective  customer 
your  superior  knowledge. 


ff.     Who    Is    the    most   successful 
Agent  ? 

The  most  sucessful  agent  is  one 
who  treats  a  possible  customer 
with  the  utmost  deference,  and 
will  extend  the  same  courtesies  to 


a  small  buyer  that  he  would  to  a 
large  one. 

GET  A  DEPOSIT. 

Be  sure  to  get  a  deposit  (no 
matter  how  small)  from  every  pro- 
spective purchaser,  as  any  de- 
posit will,  in  most  cases,  insure  a 
sale. 

By  "good-will"  is  meant  a  man's 
business  of  the  business  of  a  firm 
as  distinguished  from  the  stock  in 
trade  or  capital. 

It  is  the  reputation  which  a  firm 
acquires  by  their  business  meth- 
ods. 

A  purchaser  of  a  business  in- 
cluding the  "good- will"  should  in- 
sist upon  a  contract  specifying  the 
amount  he  shall  receive  as  damages 
should  the  Seller  become  interested 
in  a  competing  business. 


hh.     Sales  at  Auction. 

A  public  sale  of  property  to  the 
highest  bidder  is  an  auction  sale 
and  must  be  so  conducted  that 
fair  and  free  competition  may  be 
had. 

By-bidding    and    combination 
bidding   is   unlawful    and   renders 
the  sale  void  at  the  option  of  an 
honest  buyer. 


II.     In  preparing  a  booklet     con- 
sider. 

Form. 

Composition. 

Proportion. 

Balance. 

Harmony. 

Symmetry. 

Tone. 

Perspective. 

Color. 

Light. 

Shade. 


488 


THE  REAL   ESTATE 


jj.     How  contracts  must  be  per- 
formed. 

Contracts  must  be  performed 
according  to  their  terms. 

If  one  of  the  parties  thereto  fails 
to  perform  his  part,  the  other  may 
bring  suit  for  damages,  provided 
he  himself  has  performed  his  own 
part,  unless  he  has  been  prevented 
from  doing  so  by  the  other  party. 


kk.     Consent   of   Insurance   Com- 
pany should  be  obtained. 

Consent  of  the  Insurance  Coiji- 
pany  should  be  obtained  to  leave 
a  dwelling  house  vacant  and  to 
make  any  substantial  alterations 
in  the  property. 

No  notice  need  be  given  of 
ordi  lary  repairs. 


ee.  What  a  tenant  may  carry 
away. 

In  a  number  of  states  a  tenant 
may  carry  away  before  the  end  of 
the  term  of  lease  all  things  of  a 
personal  character  which  he  has 
himself  erected  upon  the  leased 
premises,  for  ornament,  domestic 
convenience  or  in  order  to  carry 
on  trade. 

The  right  to  remove  does  not 
turn  on  the  fact,  as  is  commonly 
supposed,  whether  the  article  is 
attached  by  nails  or  screws. 

In  some  States  May  1st,  is  the 
only  time  in  the  year  when  a  land- 
lord can  obtain  possession  of  pre- 
mises on  less  than  five  day's  notice. 

At  this  time  possession  can  be 
obtained  on  twenty-four  hours' 
previous  notice. 

All  landlords  should  make  their 
rentals  due  and  payable  on  the 
first  of  each  month. 


Where  a  tenant  has  a  lease  not 
expiring  within  a  term  of  five 
years,  and  the  landlord  has  ob- 
tained possession  of  the  premises 
through  dispossess  proceedings  for 
non-payment  of  rent,  the  tenant 
has  a  legal  right  to  redeem  the 
premises  on  tendering  to  the  land- 
lord all  arrears  ot  rent  due  to  the 
time  of  redemption. 


mm.     How    contracts    are       con- 
strued. 

Contracts  are  construed  from 
the  language  of  the  instrument  it- 
self, and  no  verbal  explanation 
will  contradict  the  Written  terms. 

What  is  an  Abstract. 

An  abstract  of  title  is  a  history 
of  a  title  showing  how  it  was 
originally  acquired  and  all  suc- 
cessive changes  of  ownership  as 
well  as  all  outstanding  mortgages, 
restrictions  and  encumbrances  up- 
on it  and  trusts,  if  any,  affecting 
it. 


nn.     Amount  of  commission  that 
can  be  collected  in  an  Exchange. 

In  case  of  exchange  of  property 
by  agent,  full  commission  shall  be 
paid  on  each  side. 

A  MORTGAGE. 

May  be  given  to  secure  the  per- 
formance of  a  contract  as  well  as 
the  payment  of  a  debt. 


00.     The  object  of  Recording     a 
Deed. 

The  object  of  recording  a  deed 
is  to  preserve  the  evidence  of  it 
and  to  give  notice  to  all  persons 
who  thereafter  desire  to  deal  with 
the  property. 


BROKER'S  CYCLOPEDIA 


489 


All  fixtures  belonging  to  the 
tenant  which  are  not  removed  by 
him  before  the  end  of  his  term 
becomes  the  property  of  his  land- 
lord. 


pp.  Why  a  Real  Estate  agent 
should  always  give  a  receipt. 

A  Real  Estate  agent  renting 
property  should  give  receipt  for 
deposit,  subject  to  owner's  ap- 
proval and  references. 

When  is  Brokerage  cost  earned? 

Brokerage  cost  shall  be  earned 
when  buyer  and  seller  sign  the 
contract. 


qq.    A  Bad  Title  does  not  prevent 
collecting  your  commission. 

Should  the  title  of  property 
prove  imperfect  whereby  a  sale 
cannot  be  made,  the  claim  for 
commission  shall  not  be  void 
thereby. 

If  the  building  upon  the  prop- 
erty is  a  substantial  part  of  the 
purchase  and  is  destroyed  by  fire 
before  the  day  the  purchaser  is 
to  take  the  title,  the  contract  is 
at  an  end  unless  it  is  otherwise 
agreed. 


rr.    What  makes  Real  Estate  val- 
ues. 

POPULATION  makes  Real 
Estate  values. 

Mrs.  Hettie  Green's  fortune  is 
estimated  at  $80,000,000. 

Mrs.  Sage  has  more  money  to 
invest  than  any  other  woman  in 
in  world. 

W.  H.  Vanderbilt,  left  a  fortune 
of  $200,000,000 

Real  Estate  is  the  steadiest 
thing  on  earth. 

Real    Estate   values   can't      be 


watered. 

A  deed  for  one  lot  cannot  be 
made  over  into  a  deed  for  twenty 
lots. 

A  financial  panic  can't  possibly 
destroy  a  city  lot. 

As  your  neighbor's  lot  across 
the  street  increases  in  value  your 
.lot  Advances  also. 

Three  out  of  five  of  your  well-to- 
do  friends  have  made  their  money 
from  planting  their  savings  in 
Real  Estate. 

Real  Estate  values  add  up  higher 
than  big  dividends. 

Real  Estate  is  the  source  of  all 
wealth. 

Real  Estate  is  the  Backbone  of 
all  safe  investments. 

A  Real  Estate  investment  is  as 
Safe  as  a  Government  Bond. 

Safer  than  National  Banks. 

When  poptilation  doubles  Real 
Estate  values  quadruple. 

Transportation  doesn't   create 
population. 

It  locates  it. 

Your  daed  to  a  piece  of  Real 
Estate  cannot  be  destroyed  by  a 
panic. 

Real  Estate  cannot  burn  up. 

Real  Estate  can  not  be  blown 
away  by  a  cyclone. 

Real  Estate  is  increasing  in 
value  all  over  the  world. 

Real  Estate  cannot  run  away. 

Real  Estate  cannot  be  stolen. 

Real  Estate  is  the  best  money- 
maker in  the  world. 

Real  Estate  is  the  safest  and 
surest  money-maker  in  the  world. 

It  is  not  unusual  for  real  estate 
to  double  in  value  every  ten  years. 

A  Real  Estate  investment  is 
the  safest. 

A    Real    Estate    investment    is 


490 


THE   REAL   ESTATE 


the  surest. 

A  Real  Estate  investment  is 
the  best. 

An  investment  in  well-selected 
real  estate  is  better  than  Govern- 
ment Bonds,  a  Savings  Bank  Pass 
Book  or  an  Automobile. 

An  investment  in  Real  Estate 
marks  a  safe  and  sane  mind  with 
the  hall  mark  of  Progressive  Per- 
spicacity. 


ss.     How  to  buy  Real  Estate. 

.  Eight  important  points  to  con- 
sider before  Duying  a  home. 

When  property  is  purchased  for 
a  home,  it  is  important  to  con- 
sider. 

1 — The  general  character  of  the 
neighborhood. 

2 — The   reputation    of   the   im- 
mediate neighbors. 
3— The  healthfulnass   of  the   lo- 
cality. 

4 — The  proximity  to  school  and 
to   the   church   edifice   which   the 


family  will  attend. 

5 — The  distance  from  the  home 
of  the  business  office  of  the  head 
of  the  family. 

6 — The  situation  of  the  house 
with  respect  to  receiving  the  sun 
in  front  in  the  morning  or  in  the 
afternoon. 

7 — The  convenience  of  the  in- 
terior arrangement  of  the  house. 

8 — The  cheerful  or  gloomy  as- 
pect of  the  structure,  and  numer- 
ous other  points  favorable  and 
unfavorable. 

In  buying  real  estate,  for  invest- 
ment, the  buyer  should  keep  in 
mind  four  important  points,  viz : 

1 — The  object  or  end  for  which 
the  property  is  intended. 

2 — If  the  property  in  question 
fulfills,  or  will    fulfill,  that  object. 

3 — Can  the  property  be  pur- 
chased at  the  minimum  of  cost. 

4 — Is  the  property  readily  sal- 
able at  cost. 


3. 


HEADLINES. 

Advertising  Phrases  and  Headlines  for  selling 
Real  Estate  in  the  south  and  southwest. 


The  call  of  opportunity. 

Nature  laughs. 

Buy  land  where  sunshine   and 
water  make  Dollars  grow. 

The  best  all-year-round  climate 
on  the  Continent. 

No  blizzards. 

No  snow. 

No  sunstrokes. 

No  extreme  heat. 

No  extreme  cold. 

Just  the    spot  for  people  suffer 
ing  with  Catarrh. 

Weak  lungs  made  strong. 


Where  you  can  sleep  out  on  the 
porch. 

No  drafts  of  air  to  bother  you. 

Where  you  sleep  like  a  log. 

Oh!   that  breeze. 

The  dry  ozone  laden  air. 

Dries  up  catarrh. 

Heals  the  shattered  lung. 

No  moisture. 

Its  not  sticky. 

Its  not  nasty. 

The  atmosphere  is  tempered  by 
the  delightful  salt-laden  sea  breeze 
blowing  off  the  Gulf. 


BROKER'S  CYCLOPEDIA 


491 


No  brush. 

No  cactus. 

In  the  rain  belt. 

High  elevation. 

Inexhaustible  supply  of  fresh 
water. 

Excellent  drainage. 

Water  from  wells  and  river. 

Beautiful  open  prairie. 

The  Home  of  the  Bermuda  onion. 

The  home  of  semi-tropical  fruits. 

No  swamps. 

No  malaria. 

No  mosquitos. 

The  bright  spot  of  Texas. 

Attractive  literature  for  the  ask- 
ing. 

If  the  least  bit  interested  write. 

No  better  farm  lands  on  earth. 

The  Home  of  Corn.  i  ._ 

Cane. 

Cotton. 

Alfalfa. 

Clover. 

Peanuts. 

Potatoes. 

Onions. 

And  all  kinds  of  truck. 

Soil  sandy  loam. 

Who'd  insure  your  house  after 
it  is  burned. 

Who'd  insure  your  life  after 
you  are  dead. 

Who'd  knowingly  buy  land  with- 
out a  good  title. 

Ideal  homes  for  particular  people. 

Buy  a  home  where  you  don't 
have  to  fuss  over  the  fuel  question 
6  months  of  each  year.  • 

Make  up  your  mind  that  you 
want  the  best. 

Investigate  the  tremendous 
profit  possibilities. 

Don'  t  pass  this  proposition  as 
an  "impossible  dream." 

Not  a  "paper  proposition. 


But  a  convincing  reality. 

It  has  a  future. 

It  has  a  great  future. 

It's  so  great  that  any  reasonable 
prediction  made  now  will  not  do 
it  justice. 

Located  on  one  of  the  most 
magnificent  land-locked,  deep 
water  harbors  in  the  world. 

$5.00  a  month  means  wealth  to 
you. 

This  is  no  wild  speculation. 

Learn  the  facts. 

The  big  southwest. 

Big  in  extent. 

A  small  investment  insures  a 
beginning. 


a    The  inexorable  law  of   supply 
and  demand. 

Has  passed  the  experimental 
stage. 

Anything  worth  while  has  a 
cash  value. 

If  you  are  in  a  Target  match; 

Aim  at  the  Bull's  eye. 

Don't  shoot  up  in  the  air. 

We  always  have  time  to  attend 
to  all  our  clients,  present  or  pro- 
spective. 

Standing  still  is  just  as  good  as 
going  backwards. 

Any  man  of  average  ability, 

Can  own  as  good  a  home  as  he 
can  aff"ord  to  rent. 

Co-operation  is  the  key  to  big 
profits. 

b.     Photographs  tell  the  story. 

Money  is  safety. 

Money  saved  multiplies. 

Ability  to  recognize  oppor- 
tunities and  courage  to  take  ad- 
vantage of  them  brings  success. 

Never  again! 

Remember  never  again. 


492 


THE   REAL   ESTATE 


May  fortune  knock  at  your  door. 

Don't  be  foolish 

Don't  be  short-sighted. 

Don't  be  obstinate. 

Don't  refuse  to  accept  absolutely 
irrefutable  facts. 

If  you  do,  you  don't  deserve 
success. 

We  have  done  business  here  for 
25  years. 

We  expect  to  do  business  with 
your  children  when  you  are  gray- 
haired. 

We  cannot  afford  to  mislead  you. 

Now  for  goodness  sake  act  and 
act  quick. 

The  man  that  makes  the  money 
is  the  man  who  anticipates  the 
future  and  puts  his  money  to  work. 

The  next  best  thing  to  cash  is 
credit. 

Get  one  of  the  most  desirable. 

Location  cannot  be  excelled. 

Will  satisfy  the  most  exacting 
critic. 

Houses  for  particular  people. 

Do  you? 

Do  you  want  to  improve  your 
condition? 

Do  you  want  to  live  among 
earnest  people  ? 

Do  you  want  to  live  among 
honest  people? 

Do  you  want  to  live  in  a  locality 
where  your  efforts  will  bring  max- 
imum returns? 

Do  not  form  an  opinion  until 
you  have  seen  our  property. 

Rent  paying  terms. 

All  Real  Estate  takes  its  values 
from  the  density  of  population. 

The  highest  priced  Real  Estate 
in  any  country  is  in  the  cities  that 
are  on  the  ocean  or  near  the  ocean. 

Little  minds  do  little  things. 

One  fourth  of  a  wage  earner's 


wages  go  to  pay  rent. 

Get  in  before  the  spring  rush, 

A  Real  Estate  boom  seems  to 
carry  a  veil  in  front  of  it. 

The  solidity  of  Real  Estate  values 
is  the  wonder  of  the  Business  world. 

Think  what  it  means  to  be  in- 
dependent. 

Think  what  it  means  to  quit 
working  for  a  small  salary. 

Think  what  it  means  to  be  a 
land  owner. 

Turn  these  things  over  in  your 
mind. 

Be  honest  with  yourself. 

Do  something  with  yourself. 

Make  a  certain  future  from  this 
hour. 

Don't  trust  uncertainties  of 
chance. 

Population  increasing. 

Acres  of  land. 

A  man  with  a  poor  top  piece  is 
like  a  house  with  a  cheap  cover. 

Big  in  population. 

Big  in  resources. 

Big  in  agriculture  pursuits. 

Big  in  business  activities. 

Big  in  selling  possibilities. 

Here's  the  proof. 

Here's  the  actual  proof. 

Why  not  come  to  our  city? 

All  eyes  are  on  our  city. 

Do  you  know  our  city  leads. 

As  a  city  in  which  to  live. 

As  a  city  in  which  to  trade? 

As  a  distributing  centre? 

As  a  city  offering  good  in- 
vestments? 

As  a  city  of  rapid  growth? 

As  a  city  with  a  brilliant  future? 

As  a  city  of  fine  water? 

As  a  city  of  fine  schools? 

As  a  city  of  magnificent  churches 

We  give  you  credit  without  in- 
terest. 


BROKER'S   CYCLOPEDIA 


493 


It's  up  to  you. 

Don't  wait  do  it  now. 

No  man  can  get  rich  from  sav- 
ing alone ! 

Invest  your  money  where  it  will 
grow. 

$5.00  down  "That's  all." 

$5.00  a  month  "That's  Easy." 

Everything  will  work  for  your 
interest. 

The  greatest  resource  in  the 
southwest  today. 

Put  your  money  in  something 
already  developed. 

Put  your  money  in  something 
that  is  growing. 

c.    Buy  Seed  Corn. 

Instead  of  buying  full  grown  corn. 

BUY  INCUBATORS. 

Instead  of  buying  full  grown 
chickens. 

Invest  where  your  money  will 
grow. 

There  is  no  better  time  than  the 
present. 

It  is  as  much  your  interest  as  ours. 

Therefore  mutual. 

Our  system  is  not  an  experiment. 

The  Blue  Ribbon  Investment 
of  the  Great  Southwest. 

In  40  months  you  pay  for  your 
little  farm 

Then  it  pays  you. 

Not  imaginary. 

Not  problematical. 

But  proven. 

Accepted  facts. 

The  truth  is  good  enough. 

Those  who  know  the  property 
best, 

Are  the  most  enthusiastic. 

This  industry,  as  yet,  only  in 
its  infancy. 

What  faith  and  energy  accom- 
plished in  5  years. 


An  interesting  story. 

The  Company's  plan  is  simple. 

Every    element    of    speculation 
eliminated. 

An  investment  of  real  worth. 

An  opportunity  of  exceptional 
profits. 

Eminently  safe. 

Without  sacrifice. 

Individual    ownership    under 
centralized  operation. 

Modern    business    methods    ap- 
plied. 

The  greatest  of  nature's  resour- 
ces. 

The  largest  margin  of  profit. 


d.    There's  a  reason  why. 

Investigate  for  yourself. 

We  can  show  you. 

We  have  the  property. 

We  have  the  experience. 

We  know  the  Real  Estate  Busi- 
ness. 

Do  your  own  thinking. 

Do  your  own  reasoning. 

Do  something. 

Buy  something. 

Let  us  show  you. 

Solve  the  purchase  problem. 

Remarkable  value  in  vacant 
lots. 

Why  live  in  squandery? 

Why  squander  your  money  pay- 
ing rent? 

Why  in  this  quandary? 


e.     Why  pay  rent? 

Are  you  renting  from  force  of 
habit? 

We  offer  elevation. 

We  offer  a  healthful  location. 

We  light  by  electricity. 

We  cook  with  gas. 

We  make  our  appointments  by 
telephone. 


494 


THE  REA LEST  ATE 


We  enjoy  all  the  comforts  of 
modern  plumbing. 

We  have  paved  streets. 

We  have  concrete  sidewalks.' 

We  have  10  minute  car  service. 

What  are  you  working  for? 

What  are  you  living  for? 

Not  thoughtlessly  but  to  set  you 
thinking. 

Don't  work  all  your  life  and 
leave  a  legacy  of  hard  work  for 
yoiu:  children. 

Buy  Real  Estate. 

Unusual  values  in  modern 
homes. 

Three  months  out  of  each  year 
the  Rent  payer  works  for  his  land- 
lord exclusively. 

Three  months  hard  work  each 
year  goes  for  rent. 

Three  months  salary  each  year 
goes  for  staying  in  another  man's 
house. 

Just  think  of  this  Human-life- 
energy- wasting  habit. 

A  habit  holding  thousands  of 
people  in  a  vise-like-grip. 

A  habit  that  absorbs  one-fourth 
of  your  Being. 

PAYING   RENT  IS  WRONG. 

A  thought  wave  is  pulling  at 
youi"  latch  string. 

It's  up  to  you, 

To  let  her  in. 

When  you  buy  land  you  can't 
lose. 

It's  a  good    sound    proposition. 

Consider  what  returns  you  are 
sure  of. 

Consider  the  security. 

Here's  the  Evidence. 

Here's  the  Proof. 

Here's  the  Verdict. 

Nearness  to  market  gives  you 
many  advantages. 

A     home     on     a    farm    means 


Liberty  from  your  Landlord. 

Economic  house  building  is  our 
specialty. 


f.    Mother  Earth.  (Southern  Talk) 

She's  a  liberal  old  soul. 

She  never  rests. 

Four  crops  a  year. 

Bountiful  crops  too. 

You  have  the  earth  to  back 
you. 

The  Real  Estate  sensation  of  the 
century. 

Interesting  facts. 

Facts  that  will  prove  mighty 
interesting  reading. 

Facts  with  the  greatest  of  all 
things. 

Facts. 

Achievements. 

The  workshop  of  the  world. 

Think  of  the  time  saving. 

There  is  not  a  single  thing  con- 
nected with  our  plan  that  can  ever 
work  against  your  interest. 

Eat  your  own  vegetables. 

Raised  by  your  own  hands. 

Hundreds  of  chickens  incubated, 

A  picture  no  artist  can  paint. 

There  are  no  drones. 

His  life  wouldn't  be  worth  a 
pea  "shooter." 

A  metropolitan  city  of  refine- 
ment and  culture. 

There  are  pleasures  to  be  en- 
joyed. 

Neither  money  or  influence 
could  PROVIDE  such  enjoyment 
elsewhere. 

You  have. 

H  anting. 

Fishing. 

Birds. 

Flowers. 

Sunshine. 

Boating. 


BROKER'S   CYCLOPEDIA 


495 


Bathing. 

Sports..  . 

Level  roads. 

Good  Fellowship. 

Everything  that's  good  to  eat. 

And   an   appetite   to   enjoy   it. 

No  insect  pests. 

No  sunstrokes. 

No  fevers. 

No  chills. 

No  malaria. 

No  catarrh. 

No  tuberculosis. 

Plenty  of  salt  water. 

Plenty  of  pine  timber. 

Plenty    of    disease    eradicators. 

TERMS  EASY. 

Cash  payment  to  suit  your  purse. 

Monthly  payments  to  suit  your 
income. 

NOW: 

You  are  strong  and  well-That's 
pleasant. 

You  hope  to  remain  so — That's 
natural. 

You  may  be  disappointed — 
That's  possible. 

Saving  a  little  money  each  pay- 
day won't    hurt    any    one    else — 

That's  certain. 

Get-rich  schemes  spell  poverty — 
That's  proven. 

The  only  man  who  does  anything 
is  the  man  who  begins  some- 
thing. 

There  can  be  no  CONTIN- 
UANCE without  a  BEGINNING. 

"We  sell  lots  and  lots  of  lots." 

Easy  to  reach. 

Why  not  decide  on  the  best? 

Why  not  buy  the  best? 

So  big. 

So  much  going  on. 

Everybody  so  busy. 

How  you  would  talk. 

How  values  would  jump. 


"Any  little  house  that's  a  nice 
little  house  is  the  right  little  house 
for  you." 

AN  UNPARALLED  ACHIE- 
VEMENT. 

"They  are  certainly  beautiful." 

"That's  what  they  all  say." 

Another  phenomenal  Seller. 

Selling  rapidly. 

Act  quickly. 


g.     Facts. 

Facts  are  sti:bborn  things. 

Facts  are  truths  that  cannot  be 
contradicted. 

Facts  are  certainties. 

No  person  can  deny  the  fact 
that  Real  Estate  is  the  basis  of  all 
wealth. 

No  person  can  oppose  the  fact 
that  its  only  sensible  and  right  to 
provide  or  lay  up  something  for 
the  rainy  day. 

No  person  can  deny  the  fact 
that  saving  money  is  necessary  to 
a  comfortable  existence. 

No  person  can  dispute  the  fact 
that  saving  money  is  an  art  that 
few  people  master. 

YOU  cannot  deny  the  fact  that 
it's  the  Dollar  saved — not  the 
Dollar  spent — that  leads  to  pros- 
perity and  Independence. 

YOU  dare  not  deny  the  fact 
that  living  under  your  own  roof 
in  a  home  of  your  own,  brings 
contentment — and  contentment 
is  the  most  prized  jewel  in  the 
firmament  of  man's  realm. 
MISCELLANEOUS. 

A  Collector's  code. 

A — No  attention  paid  to  us. 

B — In  bad  shape  now.  (State 
reason.) 

C — Can  not  locate. 

D — Disputes  account. 


496 


THE  REAL  ESTATE 


E — Managers    "Special"       may 
have  effect. 

F — Can  only  be  seen  at  place  of 
employment. 

G — Proposition  not  satisfactory. 
Trying  to  adjust  same. 

H — -Can  be  communicated  with 
by    phoning    evenings. 

I — Making    inquiries.       Future 
information  necessary. 

J— A  change  of  collectors  may 
bring  results. 

K — Can    not    advise    suit,     as 
debtor  has  no  resources. 

L — Left  collector's  notice. 

M — Moved.     Give  Address. 

N-M — No  money  today. 
,N-W— Not  working. 

O — Party  not  home.     Out. 

P — Promises  to  pay  very  soon. 

P-K — Promises,    but    does    not 
keep  them. 

Q — Will    pay    when    conditions 
improve. 

R — Refuses  to  pay  account. — 
(State  reason.) 

S — An  interview  with  the  Em- 
ployer may  bring  results. 

T — We    recommend    suit.     Has 
property. 

U — Old  customer — expects  pri- 
vileges. 

V — On  vacation— will  return. 

W— C— Will  call. 

X— All    efforts    fruitless.    Give 
over  for  collection. 

Y — Want    allowance.  On    what 
ground? 

Z — Trying  to   get   customer  to 
office. 


THE     REAL     ESTATE 
ALPHABET. 

A 

Are  you  a  renter? 


B 

Buy  a  home  today. 
C 

Can't  be  duplicated. 
D 

Desirable  homes. 
E 

Easy  terms. 
F 

Farm  life  is  healthful. 
G 

Good  homes' for  good  people. 
H 

How  to  own  a  home  of  your 
own. 
I 
In  reach  of  every  working  man. 

J 

Judge  not  until  you  have  seen 
our  property. 

K 

Keep  your  eyes  on  the  suburbs. 

L 

Look  before  you  leap. 

M 

Mission  finish  is  all  the  rage, 

N 

No  money  in  renting. 

O 

Opportunity    knocks    at    your 
door. 

P 

Particular,  people    can    be 
pleased. 

Q 

Quit  paying  rent. 

R  . 

Read    real    estate    advertise- 
ments. 

S 

Strictly  up-to-date. 

T 

This   is    a    snap. 

U 

Uniform   prices. 


BROKER'S  CYCLOPEDIA 


497 


Very  close-in. 

W 

Why  not  now? 

X 

Exactly  as  we  say. 


Yes  money  Talks. 
Z 

Zealous   buyers   will   be   pleas- 
ed with  our  property. 


OFFICE  RULES 

(Can  be   used   by   Real  Estate   Brokers), 


{Not  orignal  but  a  good  thing.) 

RULE  I.  Don't  lie--it  wastes 
my  time  and  yours.  I'm  sure  to 
catch  you  in  the  end  and  that's 
the   wrong   end. 

RULE  IL  Watch  your  work, 
not  the  clock.  A  long  day's  work 
makes  a  long  day  short,  and  a 
short  day's  work  makes  my  face 
long. 

RULE  in.  Give  me  more  than 
I  expect  and  I'll  pay  you  more 
than  you  expect. 

RULE  IV.  You  owe  so  much 
to  yourself  that  you  can't  afford 
to  owe  anybody  else.  Keep  out 
of  debt  or  keep  out  of  my  shop. 

RULE  V.  Dishonesty  is  never 
an  accident.  Good  men,  like  good 
women,  can't  see  temptation  when 
they  meet  it. 

RULE  VI.  Mind  your  own  bus- 
iness and  in  time  you'll  have 
a  business  of  your  own  to  mind. 

RULE  VII.  Don't  do  any- 
thing here  which  hurts  your  self- 
respect.  The  employee  who  is 
willing  to  steal  for  me  is  also 
capable  of  stealing  from  me.  . 

RULE  VIII.  It's  none  of  my 
business  what  you   do   at  night. 

But  if  dissipation  affects 
what  you  do  the  next  day  and 
you  do  half  as  much  as  I  demand, 


you'll  last  just  half  as  long  as 
you  hope. 

RULE  IX.  Don't  tell  me  what 
I'd  like  to  hear,  but  what  I  ought 
to  hear.  I  don't  want  a  valet  to 
my  vanity,  but  I  need  one  for 
my  dollars. 

RULE  X.  Don't  kick  if  I  kick 
— If  you're  worth  while  correcting 
you  are  worth  while  keeping.  I 
don't  waste  time  cutting  specks 
out  of  rotten  apples. 


A  BUSINESS  GETTING  DECA- 
LOGUE. 

(By  Graham  Hood.) 

I .  Thou  shalt  not  wait  for  some- 
thing to  turn  up,  but  thou  shalt 
pull  off  thy  coat  and  go  to  work, 
that  thou  mayest  prosper  in  thy 
affairs. 

II.  Thou  shalt  not  be  content 
to  go  about  thy  business  looking 
like  a  loafer,  for  thou  shouldst 
know  that  thy  personal  appear- 
ance is  better  than  a  letter  of  re- 
commendation. 

III.  Thou  shalt  not  try  to  make 
excuses,  nor  shalt  thou  say  to 
those  who  chide  thee,  "I  didn't 
think." 

VI.  Thou  shalt  not  wait  to  be 
told  what  thou  shalt  do,  nor  in 
what    manner    thou    shalt    do    it. 


498 


THE   REAL   ES  A  T  T  E 


for  thus  may  thy  days  be  long  in 
the  job  which  fortune  hath  giv- 
en thee.. 

V.  Thou  shalt  not  fail  to  main- 
tain thine  own  integrity,  nor 
shalt  thou  be  guilty  of  anything 
that  will  lesson  the  good  respect 
for  thyself. 

VI.  Thou  shalt  not  covet  the 
other  fellow's  job,  nor  his  salary, 
nor  the  position  that  he  hath 
gained  by  his  own  hard  labor. 

VII.  Thou  shalt  not  fail  to  live 
within  thy  income,  nor  shalt  thou 
contract  any  debts  when  thou 
canst  not  see  thy  way  clear  to 
pay  them. 

VII.  Thou  shalt  not  be  afraid 


to  blow  thine  own  horn,  for  he 
who  so  faileth  to  blow  his  own 
horn  at  the  proper  occasion  find- 
eth  nobody  standing  ready  to 
blow  it  for  him. 

IX.  Thou  shalt  not  hesitate  to 
say  "No"  when  thou  meanst" No," 
nor  shalt  thou  fail  to  remember 
that  there  are  times  when  it  is 
unsafe  to  bind  thyself  to  hasty 
judgment. 

X.  Thou  shalt  give  every  man 
a  square  deal.  This  is  the  last 
great  commandment,  and  there 
is  no  other  like  unto  it.  Upon 
this  commandment  hangs  all  the 
law  and  profits  of  the  business 
world. 


POPULATION  OF  THE  EARTH  ACCORDING  TO  RACE. 

(Based  on  estimate  by  John  Bartholomew,  F.  R.  G.  S.,  Edinburgh,  revised  to  1910.) 


Race 
Indo-Germanic  or  Aryan  (white) 

Location 

Europe,  Persia,  etc 

Greater  part  of  Asia 

North  Africa,  Arabia 

Central  Africa 

Number 
625,000,000 

Mongolian  or  Turainian  (yellow  and  brown) 
Semitic  or  Hamitic  (white) 

630,000,000 
65,000,000 

Negro  and  Bantu  (black)           .... 

150,000,000 

Hottentot  and  Bushman  (black)   . 

South  Africa 

150,000 

Malay  and  Polynesian  (brown) 

Australasia  and  Polynesia. . . 
North  and  South  America .  . 

35,000,000 

American  Indian  (red) 

15,000,000 

Total 

1,520,150.00 

POPULATION  OF  THE  EARTH  BY  CONTINENTS. 


Continental  Divisions 


Africa. 

America,  N 

America,  S 

Aias 

Australasia 

Europe 

Polar  Regions.  . , 

Total 


Area  in 
Square  Miles. 


11,513,579 
8,037,714 
6,851,306 

17,057,666 
3,456,290 
3,754,282 
4,970,265 

55,641,102 


Inhabitants 


Number 


127,000,000 

115,000,000 

45,000,000 

850,000,000 

5,200,000 

380,000,000 

300,000 

1,522.700,000 


Per  Sq. 
Mile 


11.00 
14.31 

6.70 
49.08 

1.50 
101.10 

0.06 

27.10 


BROKER'S   CYCLOPEDIA  499 


"OWN  THE  SOIL  BENEATH 
YOUR  FEET." 


Young  beginners  in  life's  morning, 

Don't  forget  the  rainy  day; 
Sunshine  cannot  last  forever, 

Or  the  heart  be  always  gay. 
Save  the  dime  and  then  the  dollar, 

Lay  up  something  as  you  roam. 
Choose    some    blooming    spot    of  beauty, 

Some    fair    spot,  and    plant   a  home 

You,  too,  who  have  babes  around  you. 

Coming  up  to  take  your  place; 
Give  them  something  to  remember, 

Homestead   memories   let   them  trace. 
Would  you  feel  the  pride  of  manhood, 

Let  the  sun  your  dwelling  greet; 
Breathe  the  blessed  air  of  freedom, 

Own  the  soil  beneath  your  feet. 

You,  too,  who  perhaps  have  squandered 

Life's  fair  morn—'tis  not  too  late. 
Start  at  once  to  woo  bright  fortune, 

Rail  no  more  at  so-called  fate. 
Sow  the  golden  seed  of  saving 

In  the  rich  and  quickening  loam, 
Spend   your   last    days   not   with    strangers, 

Enter   Heaven's   gate  from  Home. 


500 


THE   REAL   ESTATE 


CHAPTER  XXV. 

Selling  Sub-Divisions 


1 — How  to  sell  sub-division  property. 
2 — List  of  successful  Sale  names. 
3 — Appropriate  names  for  Sub-divisions 
and  Allotments. 


1 .    Selling  Subdivisions 

Brass  band  methods  are  ob- 
solete. 

Balloon  ascensions  are  a  thing 
of  the  past. 

Barbecues  extinct. 

Giving  away  cheap  jewelry  ex- 
terminated. 

Giving  away  lots  under  water 
a  non-entity. 

THE  COMING  METHOD. 
First,  The  buyer  now  says  "SHOW 
ME." 

Show    me    macadam    streets. 

Show    me    cement    sidewalks. 

Show    me    curb    and     Gutter. 

Show    me    shade    trees. 

Show   me  cool       sparkling 

water  running  through  the  pipes. 

Show  me  the  gas  pipes. 

Show  me  the  sewer  pipes. 

Show  me  the  abstract  of  title 
to  your  property. 

Show  me  some  building  plans. 

Show  me  some  houses  already 
built. 

Show  me  some  houses  ready 
for  occupancy. 

Show  me  the  contract  of  sale. 
Second,    A    FEW-  QUESTIONS. 

Can  you  build  me  a  house? 

Can  I  pay  for  it  just  like  rent? 

Can  you  secure  a  loan  for  me? 

The  Rent-payer  can  be  per- 
suaded much  easier  to  buy  a  home 
already  built  than  to  purchase 
a  vacant  lot. 


4 — Sales  record. 
5 — Office  record. 


(Form.) 
(Form.) 


To  develop  suburban  property 
rapidly, 

Begin  building. 

Sell  on  the  easy  monthly  rental 
plan. 

10%  down— 10%  a  month. 

10%  down  "That's  all." 

10%  a  month  "That's  easy." 

There  are  thousands  of  vacant 
lots  sold  yearly. 

There  will  be  thousands  of  va- 
cant lots  sold  yearly. 

But  not  under  the  old  methods. 

New  methods  must  be  devised 
for  the  future. 

The  Builder  of  Homes  has  the 
preference. 

The  Builder  of  Homes  makes  the 
most  money. 

The  Builder  of  Homes  makes 
the  most  friends. 

The  Builder  of  Homes  must  do 
honest  work. 

The  future  slogan  will  be. 

"Buy  something." 

"Build  something." 

"Buy  a  lot  on  the  savings  bank 
plan." 

Build  a  home  on  the  monthly 
Rental- Plan.'* 

Sell  your  customer  a  lot  $5.00 
down 

Balance  in  40  monthly  equal 
payments. 

Don't  charge  him  any  interest. 

Let  the  seller  pay  the  taxes  for 
the  40  months. 


BROKER'S   CYCLOPEDIA 


501 


Let  the  seller  pay  him  5%  in- 
terest on  his  payments. 

Try  it. 

You'll  sell  lots. 

If  he  puts  his  money  in  the 
Savings  Bank  he  draws  4%. 

Invest  in  a  Building  lot  and 
draw  5%. 

In  40  months  his  lot  ought  to  be 
worth  at  least  50%  more  than  he 
paid. 

Two  sources  of  profit. 

5%  on  his  payments. 

Increase  in  the  value  of  his 
purchase. 

The  Savings  Bank  Plan  has 
been  tried  and  proven  successful. 

(See  phrases  for  selling  subur- 
ban property  and  suburban  lots 
Chapter  1.) 

The  development  and  quick  sale 
of  sub-divisions  depend  largely  on 
the  advertising  campaign  given 
the  property. 

The  three  best  mediums  for  ad- 
vertising suburban  lots  are: 

Newspapers. 

Street  Cars, 

Booklets  (illustrated.) 

Interspersed  with 

Cards,  or  leaflets 

Circulars — personal  letters. 

Personal  calls  followed  up  sys- 
tematically and  continously  during 
campaign. 

The  booklet  informs  and  ed- 
ucates. 

The  street  car  reminds. 

The  newspaper  inspires  action. 

The   personal   letter  persuades. 

Your  advertising  fund  should  be 
figured  on  a  10%  basis,  then  try 
and  keep  it  under  5%  of  the  sales 
and  if  judiciously  handled  success 
will  crown  your  efforts  without 
doubt. 


2.    A  list  of  successful  sales 
names  for  Sub=divisions. 

A  Stupendous  10  day  sale. 

Honest  sale. 

Drastic  Clearance  Sale. 

Challenge  Sale. 

The   Great-End-of-the-Season- 
Sale. 

The  First  sale  of  the  Season. 
The  Sale  you  have  been  Waiting 
for. 

The    Great — Winning-Windup- 
Sale. 

Surprise  Sale. 

The  Seven  day  sale. 

The  47  Hour  Sale. 

Great  Determination  Sale. 

A  Sincere  Sale. 

A  Startling  Sale. 

Clean-up  Sale. 

Sensational  Sale. 

Attention  Sale. 

Grand  Opening  Sale. 

Great  Re-Opening  Sale. 

A  Gigantic  Sale. 

Unloading  Sale. 

Moonlight  Sale. 

Quick  Business  Sale. 

Balloon  Day  Sale. 

Combination  Sale. 

Now  or  Never  Sale. 

A  Persistent  Sale. 

An  Unforgettable-Sale. 

Dollar  Down-Dollar  a  Week  Sale. 

Prosperity  Sale. 

A  Clean-Sweep  Sale. 

A  Success  Sale. 

A  Necessity  Sale. 

One  Day  Sale. 

Money  Raising  Sale. 

Working  Man's  Sale. 

Extraordinary  Sale. 

Opening  Advance  Sale. 

A  Home  Folks  Sale. 


502 


THE  RE  A  L  EST  A  T  E 


3 .    Appropriate  Names  for  Sub= 
divisions  and  Allotments. 

Aspinwall  Hill. 
Academy  Hill, 
Alamo  Heights, 
Asherton, 
Arbor  Park. 
Agency  Heights, 
Algoa. 

Ansley  Park. 
Army  Terrace. 
Archmont  Heights. 
Arverne. 
Avondale. 

Audubon  Boulevard. 
Ardmore. 
Alta  Vista. 
Alberta. 
Belford. 
Beacon  Hill. 
Bright  Waters. 
Bon-Air. 
Beech-hurst. 
Beverly  Hills. 
Bronx  Place. 
Berkeley  Heights. 
Belle  Isle. 
Big  Tree  Park. 
Breu-Wood. 
Benonine. 
Britton. 
Belmont  Place. 
Bay  Grove  Place. 
Boimdbrook  I'ark. 
Black  Land  Farms. 
Beaumont  Place. 
Belvidere. 
Blue  Ridge  Park. 
Blue  Ridge  Heights. 
Beverly  Hills. 
Beautiful  Flo-Claire. 
Bay  Ocean. 
Battery  Court. 
Balboa  by  the  Sea. 
Belmar  Place. 
Belmont  Heights. 


Britton. 

Beaconsfield. 

Babcock. 

Brain  tree. 

Beech  Haven. 

Breezy  Heights. 

Corey  Hill. 

Chestnut  Hill. 

Corpus  Christi. 

Crosby  Heights. 

Campfield  Heights. 

Cedar  Hurst. 

Cheswolds. 

Clementon. 

Chester  Hill  Park. 

Carlyon. 

Chevy  Chase  Heights. 

Council  Crests. 

Cloudcroft. 

Centennial  Park. 

Crescent  Heights. 

Colonial  Place. 

Castle  Hill. 

Cedar  Rocks. 

City  Heights. 

Cannon  Beach. 

Chalmers. 

Crystal  Addition. 

Clairmont. 

College  Crest. 

College- Vue. 

Coleman  Highlands. 

Dinsmore  Park. 

Delmont. 

Delawanda. 

Dal  worth. 

Dingee  Park. 

Drexel  Park. 

Delawanda  Heights. 

Dover  Bay. 

Dumas. 

Emerson  Heights. 

Eastwood. 

Elm  Grove. 

Edson. 

Errol  Heights. 


BROKER'S   CYCLOPEDIA 


503 


Edgewood. 
Etzel  Heights. 
El-Reno. 
East  Lawn. 
Ernhurst. 
Euclid  Wickliffe. 
Eagle  Point. 
Forest  Hill. 
Fountain  Square. 
Forest  Cliff. 
Forest  View. 
Forest-Vue. 
Forest  Road. 
Fresno  Heights. 
Fenfield. 

Floristan  Heights. 
Fair  fax. 
Fairview  Lawn. 
Federal  Heights. 
Flatbush  Manor. 
Grainola. 
Gentility  Terrace. 
Gladstone. 
Gregory  Heights. 
Gallatin  Road. 
Grandview. 
Greenwood  Park. 
Glenwood. 
High  Point. 
Holly  Wood. 
Halstead  Park. 
Harlandale. 
Harlingin. 
Hudson  Heights. 
Highlawn. 
Holbrook  Gardens. 
Homewood.  Park. 
Inwood  Park. 
Irondale. 

Inspiration  Heights. 
Inglewood. 
Irvington. 
Jordonton. 
Junius  Heights. 
Lake  View  Gardens. 
Leland  Place. 


Loveland  Terrace. 
Lakota  Heights. 
Lomita  Farms. 
Lebanon  Heights. 
Larchmont. 
Longwood. 
Livingston  Heights. 
Laurel- Hurst. 
Longview  Park. 
Lumley  Heights. 
LincolnHeights. 
Linden  Heights. 
Linwood. 
Lacoda  Heights. 
Millis. 
Medfield. 
Mozart  Terrace. 
Melrose  Heights. 
Miami. 
Merlow. 
Morsemere. 
Marlowe. 

Mt.  Vernon  Heights. 
Mt.  Auburn. 
Mon-ma-wa-la. 
Meadow  Lake  Farms. 
Massapequa. 
Marshland  Boulevard. 
Munger  Place. 
Mayfield  Park. 
Maple  Heights. 
Manhattan  Beach. 
Mariday  Park. 
Mission  Heights. 
Monument  Annex. 
Mt.  Pleasant  View. 
Needham. 
Northport. 
Northwood  Park. 
North  Rugby. 
Norwood  Heights. 
Nueces  Valley. 
Norwaldo. 
Oak  Cliff. 
Oriental  Park. 
Outing  Park. 


504 


THE  REAL  ESTATE 


Overlook  Addition. 
Oak  Knoll  Addition. 
Overlook. 
Othello. 
Oak-Vue. 
Overlook  Park. 
Overlook  Heights. 
Overbrook. 
Oakland  Place. 
Potomac  Heights. 
Pinecroft  Terrace. 
Peone. 

Pelhamwood. 
Pines  Riverbank. 
Pulaski  Heights. 
Passadena  Park. 
Palisade  Park. 
Prospect  Park. 
Pine  Beach. 
Pomona  Heights. 
Roosevelt  Heights. 
Richland  Heights. 
Ross  Heights. 
Rosslyn. 
Rossvale. 
Rose  City  Park. 
Royal  Terrace. 
Rochester  Heights. 
Red  Plume. 
Rock  Ridge. 
Rudecinda. 
Ridgewood  Heights. 
Riverston. 
Rockwood. 
Runnymede. 
Rock  Hill  Ridge. 
Severna  Park. 
South  Hills. 
Southern  Slope. 
Scenic  Boulevard. 
Sterling  Heights. 
San  Leon. 
Southwick. 
Salem  Heights. 
Success  Heights. 
Southland. 


Speedway  Terrace. 

South  Moor. 

Silver  Valley. 

Swope  Ridge. 

Sunset  Beach. 

Stirling. 

Scenic  Addition. 

Sunnyvale  Acres. 

Sunny  dale. 

Sherborn. 

Shaker  Heights. 

Sunny  Side  Gardens. 

Telkwa. 

The  "Queen  Suburb." 

The  Switzerland  of  America. 

The  Uplands. 

Trotwood  Park. 

The  Lady  of  the  Lake. 

Toler  Heights. 

University  Heights. 

Ursuline. 

Union  Addition. 

Vera  Orchard. 

Vernon  View. 

Vernon  Place. 

Vinita  Park. 

Westmoreland. 

West  Edgewood. 

Warnall  Park. 

Wildwood. 

Wild  Wood  Crest. 

Wauneta  Park. 

Whitmore  Park. 

Waldemere. 

Washington  Heights. 

Waverleigh  Heights. 

Westhampton  Heights. 

West  Ravenswood. 

West  Okla. 

Waldo  Ridge. 

Walnut  Ridge. 

Woodland  Heights. 

Woodland  Park. 

Wollaston  Hills. 

Wrentham. 

Winthrop. 


BROKER'S  CYCLOPEDIA 505 

4.  Sales  Record. 

THE REALTY  CO. 

Date  of  Sale 

Lot  No Contract 

Name 

Street  Address 

Town State 

Price $ Premium  $ 

First  Payment  $ Discoimt  $ 

Payments  Weekly  $ Monthly  $     

Salesman 

5.  Office  Record. 

Date  of  Entry 

Sales  Record  Folio L.  B.  Folio. . . .  ; 

Number  of  Lots  previously  reported  sold,  

Number  of  Lots  Sold,  Contract  No 

Total  Number  of  Lots  sold  to  date $ 

Amount  Sales  previously  reported $ 

Amount  Sale,  Contract  No $ 

Total  Amount  Sales  to  date $ 

Journal  Folio Ledger  Folio Index 

Salesman  Folio Index . Report  No. . 


Bookkeeper. 


ASSESSABLE  VALUATION  OF  NEW  YORK  CITY  \9\\. 

New  York  City  in  1911  had  an  assessable  valuation  of  seven  billion 
nine  hundred  and  forty-one  million,  two  hundred  and  forty-one  thousand, 
three  hundred  and  fifty-seven  ($7,941,241,357.00)  dollars. 


506 


THE   REAL   ESTATE 


CHAPTER  XXVI. 

Money,   Currencies  and 
Practical  Measurements. 


MONEY  AND  CURRENCIES. 

1 — What  is  money? 

2 — What  is  coin? 

3 — United  States  money. 

4 — English  money. 

5 — French  money. 

6 — German  money. 
PRACTICAL  MEASUREMENTS. 

1 — Lumber,  boards,  timber,  etc. 

2 — Masonry  and  paving. 

3 — Capacity  of  bins,  cisterns,  etc. 

4 — Plastering,  painting,  kalsomining. 

S^Papering. 

6 — Carpeting. 

7 — Specific  Gravity. 

MEASURE,  ETC.,  ETC. 

1 — What  is  measure? 

2 — Measures  are  of  seven  kinds. 

3 — What  is  a  table  of  measure  ? 

4 — United    States    standard     sets     of 
weights  and  measures. 

5 — English  standards. 

6 — English  standard  of  extension. 

7 — English  standard  of  capacity. 

8 — English  standard  of  weights. 

9 — English  measures. 
10 — Measures  of  Extension. 


11 — Measures  of  Capacity. 

12 — United  States  measures. 

13 — Long  or  linear  measure. 

14 — Surveyors'  Long  measure. 

15 — Square  measure. 

16 — What  square  measure  is  used  for. 

17 — Metric  square  measure. 

18 — Metric  land  measure. 

19 — Surveyors'  square  measure. 

20— United  States  Land  measure. 

21 — French  Land  measure. 

22 — Spanish  Land  measure. 

23 — Cubic  measure. 

24 — Metric  Cubic  measure. 

25 — Metric  Wood  measure. 

26 — What  is  capacity. 

27 — Metric  Capacity. 

28 — Long  Ton  Table. 

29 — Table  of  Avoirdupois  pounds  in 
bushels. 

30 — Metric  weight. 

31 — How  to  measure  corn  in  the  crib. 

32 — How  to  estimate  the  weight  of 
hay  in  a  stack. 

33 — Measure  of  time. 

34 — How  the  calendar  year  is  divided. 

35 — Leap  year  and  the  cause. 


1 .  What  is  Money? 

Money  is  the  commodity  adopted  to  serve  as  the  universal  equivalent 
or  measure  of  value  of  all  other  commodities,  and  for  which  individuals 
readily  exchange  thfeir  surplus  products  or  their  services. 

2.  What  is  Coin? 

Coin  is  metal  struck,  stamped,  or  pressed  with  a  die,  to  give  t  t  a 
legal,  fixed  value,  for  the  purpose  of  circulating  as  money.  The  coins  of 
civilized  nations  consist  of  gold  silver,  copper,  nickel,  and  bronze. 

A  MINT  is  a  place  in  which  the  coin  of  a  country  or  government  is 
manufactured.  In  all  civilized  countries  mints  and  coinage  are  under 
the  exclusive  direction  and  control  of  the  government. 

An  ALLOY  is  a  metal  compounded  with  another  metal  of  greater 
value.  In  coinage,  the  less  valuable  or  baser  metal  is  not  reckoned  of 
any  value. 

Note. — Gold  and  silver,  in  their  pure  state,  are  too  soft  and  flexible 
for  coinage;  hence  they  are  hardened  by  compounding  them  with  an 
alloy  of  baser  metal,  while  their  color  and  other  valuable  qualities  are 
not  iTiaterially  impaired. 


BROKER'S   CYCLOPEDIA  ^  507 

An  ASSAYER  is  a  person  who  determines  the  composition  and 
consequent  value  of  alloyed  gold  and  and  silver. 

The  FINENESS  of  gold  is  estimated  by  carats  as  follows : 

Any  mass  or  quantity  of  gold,  either  pure  or  alloyed,  is  divided 
into  24  equal  parts,  and  each  part  is  called  a  carat. 

Fine  gold  is  pure,  and  is  24  carats  fine. 

Alloyed  gold  is  as  many  carats  fine  as  it  contains  parts  in  24  of  fine 
or  pure  gold.  Thus,  gold  20  carats  fine  contains  20  parts  or  carets  of 
fine  gold,  and  4  parts  or  carats  of  alloy. 

An  INGOT  is  a  small  mass  or  bar  of  gold  or  silver  intended  either 
for  coinage  or  exportation.     Ingots  for  exportation  usually  have  the 
assayer's  or  mint  value  stamped  upon  them. 
BULLION  is  uncoined  gold  or  silver. 

BANK  BILLS  OR  BANK  NOTES  are  bills  or  notes  issued  by  a 
banking  company,  and  are  payable  to  the  bearer  in  gold  or  silver,  at 
the  bank,  on  demand.  They  are  substitutes  for  coin,  but  are  not  legal 
tender  in  payment  of  debts  or  other  obligations. 

TREASURY  NOTES  are  notes  issued  by  the  general  government, 
and  are  payable  to  the  bearer,  on  demand. 

CURRENCY  is  coin,  bank  bills,  treasury  notes,  and  other  sub- 
stitutes for  money,  employed  in  trade  and  commerce. 

A  CIRCULATING  MEDIUM  is  the  currency  or  money  of  a  country 
or  government. 

A  DECIMAL  CURRENCY  is  a  currency  whose  denominations 
increase  and  decrease  according  to  the  decimal  scale. 

3.    United  States  Money. 

The  currency  of  the  United  States  is  decimal,  and  is  sometimes 
called  FEDERAL  MONEY.  The  unit  is  the  DOLLAR,  and  all  the 
other  denominations  are  divisors  or  multiples  of  it. 

TABLE. 

10  mills  (m.)  =  1  cent  (ct.) 

10  cents  =  1  dime  (d.) 

10  dimes  =  1  doUar  ($). 

10  dollars  =  1  eagle,  (e) 

Note. — Federal  Money  was  adopted  by  Congress  in  1786.  The 
character  $  is  supposed  to  be  a  contraction  of  U.  S.  (United  States,) 
the  U  being  placed  upon  the  S. 

The  coins  of  the  United  States  with  their  weight  and  fineness  as 
established  by  the  coinage  acts  in  force  June  30,  1893,  are  as  follows: 

COINS.  WEIGHT.  FINENESS. 

Double  Eagle  (gold) 616         grains.  .900 

Eagle  (gold) 258         grains.  .900 

Half  Eagle  (gold) 129         grains.  .900 

Quarter  Eagle  (gold) 64.5     grains.  .900 

Silver  Dollar  (silver) 412.5     grains.  .900 

Half  Dollar  (silver) 192.9     grains.  "    .900 

Quarter  Dollar  (Silver) 96.45  grains.  .900 

Dime  (silver) 38.4     grains.  .900 

Five  cent  piece  (nickel) ,  77 .  16  grains.  .  75  copper, 

.  25  nickel. 

One-cent  piece  (bronze) 48         grains.  .  95  copper, 

.  05  tin  and  zinc. 


508  THE   REAL   ESTATE 


Notes.— The  double  eagle  =  $20,  the  eagle  $10,  and  the  half  eagle 
$5.  Bank  bills  are  issued  in  denominations  of  $1,  $2,  $5,  $10,  $20,  $50, 
$100,  $500,  and  $1000. 

CANADA  MONEY. 

The  currency  of  the  DOMINION  OF  CANADA  is  decimal,  and  the 
table  and  denominations  are  the  same  as  those  of  the  United  States 
money. 

Note. — The  currency  of  the  whole  Dominion  of  Canada  was  made 
uniform  July  1,  1871.  Before  the  adoption  of  the  decimal  system, 
pounds,  shillings,  and  pence  were  used. 

COINS. — The  gold  coins  used  in  Canada  are  the  British  sovereign, 
worth  $4,8665,  and  the  half  sovereign. 

The  bronze  coin  is  the  cent. 

The  silver  coins  are  the  50  cent  piece,  25  cent  piece,  10  cent  piece, 
and  5  cent  piece.     The  20  cent  piece  is  no  longer  coined. 

The  intrinsic  value  of  the  50  cent  piece  in  United  States  money  is 
about  46.2  cents;  of  the  25  cent  piece,  23.1  cents;  of  the  10  cent  piece 
$.092;  of  the  5  cent  piece  $.046  and  of  the  1  cent  piece  $.01.  In  ordinary 
business  transactions  Canadian  coins  pass  the  same  as  United  States 
coins  of  the  same  denomination. 

GOVERNMENT  STANDARD.  The  silver  coins  consist  of  925 
parts  (.925)  pure  silver  and  75  parts  (.075)  copper.  That  is,  they  are 
925  fine. 

4.    English  Money. 

ENGLISH  or  STERLING  MONEY  is  the  currency  of  great  Britain, 
The  unit  is  the  pound  STERLING,  and  all  the  other  denominations 
are  divisors  of  this  unit. 

TABLE. 

4  farthings  (far.  or  qr.)  =  1  penny  (d.)  =   )?0.0202 
12  pence                               =  1  shilling  (s).  =$0.2433 
20  shillings                          =  1  pound  or  sover- 
eign (£  or  sov.)  =$4.8666 

Notes  1. — Farthings  are  generally  expressed  as  fractions  of  a  penny; 
thus,  1  far.,  sometimes  called  1  quarter  (qr.)  is  %&■;  3  far.  =  ^d. 

The  old  f,  the  original  abbreviation  for  shillings,  was  formerly 
written  between  shillings  and  pence,  and  d.,  the  abbreviation  for  pence 
was  omitted.  Thus,  2s.  6d.  was  written  2  f  6.  A  straight  line  is  now 
used  in  place  of  the  f ,  and  shillings  are  written  on  the  left  of  it  and  pence 
on  the  right.     Thus,  2-6,  10-3,  etc. 

COINS.— The  gold  coins  are  the  soveriegn  and  the  half-sovereign. 
The  silver  coins  are  the  crown  (=  5s.  =  $1,216,)  the  half-crown  (=2s.  6d. 
=  $.608,)  the  florin  (=2s.  =  $.486,)  the  shilling,  the  sixpence,  the  four- 
pence,  and  the  three  pence. 

The  copper  coins  are  the  penny  (=$.02,)  the  half  penny,  and  the 
'  farthing. 


BROKER'S  CYCLOPEDIA 509 

Note.— The  guinea  (=21s.  =  $5.11)  and  the  half-guinea  (=10s.  6d. 
sterling  =  $2,555)  are  old  gold  coins,  and  are  no  longer  coined. 

GOVERNMENT  vSTANDARD.  The  standard  fineness  of  English 
gold  coin  is  11  parts  pure  gold  and  1  part  alloy;  that  is,  it  is  '22  carats 
fine.  The  standard  fineness  of  silver  coin  is  11  oz.  2  pwt.  (=  11.1  oz.) 
pure  silver  to  18  pwt.  (=  9  oz.)  alloy.  Hence  the  silver  coins  are  11  oz. 
2  pwt.  fine;  that  is,  11  oz.  2  pwt.  pure  silver  in  1  lb.  standard  silver. 
This  standard  is  37  parts  (37-40  =  .925)  pure  silver  and  3  parts  3-40  = 
.075)  copper. 

Note. — A  pound  of  English  standard  gold  is  equal  in  value  to  14.2878 
lb.  =  14  lb.  3  oz.  9  pwt.  1.  727  gr.  of  silver. 

5.     French  Money. 

The  currency  of  FRANCE  is  decimal  currency.  The  unit  is  the 
FRANC,  of  which  the  other  denominations  are  divisors. 

TABLE. 

10  millimes     =  1  centime  =  $   .00193. 
100  centimes     =  1  franc        =   $   .  193 

Scale  uniformly  10. 

COINS. — The  gold  coins  are  the  40,  20,  10,  and  5  france  pieces 
The  silver  coins  are  the  5,  2,  and  1  franc  the  50,  20.  centime  pieces. 
The  bronze  coins  are  the  10,  5,  2,  and  1  centime  pieces. 

6    German  Money. 

The  currency  of  GERMANY  is  decimal,  the  unit  being  the  REICH- 
SMARK  or  MARK. 

TABLE. 
100  pfennigs  =  1   mark   =  $.2385. 
COINS.— The  gold  coins  are  the  20,  10,-  and  5-mark  pieces. 
The  silver  coins  are  the  2-mark  and  1-mark,  and  the  20-pfennig 
pieces. 

The  nickel  coins  are  the  10-pfennig  and  5  pfennig  pieces,  and  the 
copper  coins  are  the  2-pfennig  and  1 -pfennig  pieces. 

COMPARATIVE  TABLE  OF  MONEYS. 

ENGLISH.  U.  S.  FRENCH.         U.  S. 

1  penny  (d)  =  $.0202   +  1  Centime  (ct.)   =  $0.00193 

1  shilling  (s)  =      .2433+  1  decime  (dc.)     =     0.0193 

1  florin  (fl.)  =      .4866  +  1  franc  (fr.)         =        .193 

1  sovereign  (sov.)   =  4.8665  German. 

1  mark  (mk.)    =     0.2385 

The  act  of  1873,  provides  that  the  value  of  foreign  coin  as,  expressed 
in  United  States  money,  shall  be  that  of  the  pure  metal  of  such  coin  of 
standard  value. 

Practical  Measurements. 

1     Lumber,  Boards,  Timber,  etc. 

The  unit  of  measure  for  boards,  timber,  plank,  and  joist  is  a  square 
foot,  1  inch  in  thickness,  which  is  called  a  BOARD  FOOT. 


510       THE   REAL   ESTATE 

In  BOARD  MEASURE  all  boards  are  assumed  to  be  1  inch  thick 
unless  otherwise  specified.  All  boards  over  1  inch  in  thickness  to  1^ 
inches  are  reckoned  as  \%  inches,  over  IX  to  1^  inches  as  1^  inches; 
IX  to  2  inches  as  2  inches;  over  2  inches  according  to  their  thickness. 
Thus  a  board  IX  inches  thick  is  equal  to  IX  boards  of  the  same  size  1 
inch  thick;  and  a  board  2  inches  thick  is  equal  to  2  boards  of  the  same 
size  1  inch  thick. 

In  practice  the  width  of  a  board  is  reckoned  only  to  the  next  smaller 
half-inch.  Thus  a  width  of  5X  is  reckoned  as  5  inches;  a  width  of  5X 
is  reckoned  as  5X  inches. 

Since  a  board  foot  is  only  1-12  of  a  foot  thick,  it  contains  1x1x1-12 
=  1-12  cu,  ft.  hence  it  takes  12  board  feet  to  make  a  cubic  foot.  Board 
feet  are  therefore  changed  to  cubic  feet  by  dividing  by  12,  and  cubic 
feet  arc  changed  to  board  feet  by  multiplying  by  12. 

LUMBER  and  SAWED  TIMBER,  as  plank,  scantling,  etc.,  are 
usually  estimated  in  board  measure,  HEWN  and  ROUND  TIMBER  in 
cubic  measure. 

To  find  the  length  or  width  of  board  feet  when  one  dimension  is 
given. 

RULE. — 1.  When  timber  is  not  more  than  1  inch  thick,  multiply  the  length  in  feet  by  the 
width  in  inches,  and  divide  the  product  by  12. 

II.  When  it  is  more  than  1  inch  thick,  multiply  the  length  in  feet  by  the  product  of  the  width 
and  thickness  in  inches,  and  divide  the  continued  product  by  12. 

To  find  the  third  dimension  when  the  cubic  contents  and  the  other 
two  dimensions  are  given. 

RULE. — Multiply  the  number  of  board  feet  by  12.  Divide  the  product  by  the  width  .in 
inches  to  obtain  the  length  in  feet,  or  by  the  length  in  feet  to  obtain  the  width  in  inches. 

To  find  the  third  dimension  when  the  cubic  contents  and  the 
other  two  dimensions  are  given. 

RULE. — Multiply  the  contents  in  cubic  feet  by  1728;  divide  the  result  by  the  product  of  the 
two  known  dimensions  expressed  in  square  inches;  and  divide  this  quotient  by  12  to  express  the  answer 
in  feet. 

LOGS. 

ROUND  LOGS  are  estimated  by  the  square  lumber  that  can  be 
cut  from  them.  The  number  of  board  feet  in  a  log  16  ft.  or  less  in 
length  is  ascertained  as  follows. 

RULE. — From  the  square  of  the  diameter  of  the  smaller  end  subtract  twice  this  diameter. 
Take  21-400  of  the  remainder,  and  the  result  will  be  the  number  of  board  feet  in  a  log  1  ft.  long. 

Note. — The  diameter  of  the  smaller  end  is  always  taken  as  a  basis. 

2    Masonry  and  Paving. 

MASONRY  is  estimated  by  the  cubic  foot,  and  by  the  perch  also 
by  the  square  foot  and  the  square  yard. 

MATERIALS  are  usually  estimated  by  cubic  measure;  the  work 
by  cubic  or  square  measure. 

A  perch  of  stone  or  of  masonry  is  16X  ft.  long,  IX  ft.  wide,  and 
1  ft.  high,  and  is  equal  to  24.75  cu.  ft.  When  stone  is  built  into  a  wall, 
22  cu.  ft.  make  a  perch,  2X  cu.  ft.  being  allowed  for  mortar  and  filling. 


BROKER'S   CYCLOPEDIA  511 

EMBANKMENTS  and  EXCAVATIONS  are  estimated  by  the 
cubic  yard. 

A  cubic  yard  of  common  earth  is  called  a  load. 

BRICKWORK  is  generally  estimated  by  the  thousand  bricks; 
sometimes  in  cabic  feet.  In  walls,  brickwork  is  estimated  at  the  rate 
of  a  brick  and  a  half  thick. 

North  River  bricks  are  8  in.  x  3>^  x  2%;  Maine  bricks  are  7^2  x 
3  1^  X  2^;  Philadelphia  and  Baltimore  bricks  are  8X  in.  x  4>^  x  2^; 
and  Milwaukee  bricks,  8>8  x  4>^  x  2^. 

In  estimating  material,  allowance  is  made  for  doors,  windows,  and 
corners.  The  length  and  breadth  of  a  corner  are  each  equal  to  the 
thickness  of  the  wall. 

In  estimating  the  work,  masons  measure  each  wall  on  the  outside, 
and  ordinarily  no  allowance  is  made  for  doors,  windows,  and  corners; 
but  sometimes  an  allowance  of  one  half  is  made,  this  being,  however,  a 
matter  of  contract. 

To  find  the  number  of  bricks  in  a  cubic  foot  of  Masonry. 

RULE. — I.  Add  to  the  face  dimensions  of  the  kind  of  bricks  used  one  half  the  thickness 
of  the  mortar  or  cement  in  which  they  are  laid,  and  compute  the  area. 

II.  Multiply  this  area  by  the  quotient  of  the  thickness  of  the  wall  divided  by  the  number 
of  bricks  of  which  it  is  composed ;  the  product  will  be  the  volume  of  a  brick  and  its  mortar  in 
cubic  inches. 

III.  Divide  1728  by  this  volume,  and  the  quotient  will  be  the  number  of  bricks  in  a  cubic 
foot. 

To  find  the  Perches  of  stone  required. 

RULE. — I.  Multiply  the  number  of  cubic  feet  in  the  wall,  or  work  to  be  done,  by  the  number 
of  bricks  in  a  cubic  foot ;  the  product  will  be  the  number  of  bricks  required. 

II.  Divide  the  number  of  cubic  feet  in  the  work  to  be  done  by  24.75;  the  quotient  will  be 
the  number  of  perches. 

3.     Capacity  of  Bins,  Cisterns,  etc. 

The  STANDARD  BUSHEL  of  the  United  States  contains  2150.42 
cubic  inches,  and  is  a  cylindrical  measure  18>^  inches  in  diameter  and  8 
inches  deep. 

Measures  of  capacity  are  all  cubic  measures,  solidity  and  capacity 
being  measured  by  different  units,  as  seen  in  the  tables. 

Grain  is  shipped  from  New  York  by  the  quarter  of  480  lb.  (8  U.  S. 
bu.,)  or  by  the  ton  of  33;^^  U.  S.  bashels. 

It  is  sufficiently  accurate  in  practice  to  call  5  stricken  measures 
equal  to  4  heaped  measures. 

Ordinary  anthracite  coal  measures  from  36  to  40  cu.  ft.  to  the  ton; 
bituminous  coal,  from  36  to  45  cu.  ft.  to  the  ton. 

Lehigh,  white  ash,  egg  size,  measures  about  34>^  cu.  ft.  to  the  ton 
(2000  lb.);  Schuylkill,  white  ash,  35  cu.  ft.,  and  gray  or  red  ash,  36  cu. 
ft.  to  the  ton. 

Coal  is  bought  and  sold  in  large  quantities  by  the  ton;  in  small 
quantities  by  the  bushel,  the  conventional  rate  being  28  bu.  (5  pecks) 
to  a  ton,  or  about  43.5  cu.  ft. 


512 T  H  E  RE  A  L  ESTATE 

GAUGING  is  the  process  of  finding  the  capacity  or  volume  of 
casks  and  other  vessels. 

Note. — For  ordinary  purposes  the  diagonal  rod  is  used  which 
gives  only  approximate  results. 

To  find  the  exact  capacity  of  a  bin  in  bushels. 

RULE. — I.  Divide  the  contents  in  cubic  inches  by  2150.42;  the  quotient  will  represent 
the  number  of  bushels. 

Since  a  standard  bushel  contains  2150.42  cu.  in.,  and  a  cubic  foot  contains  1728  cu.  in.,  a 
bushel  is  to  a  cubic  foot  nearly  as  5  to  4;  or  a  bushel  is  equal  to  IM  cu.  ft.  nearly.  Hence  for  all 
practical  purposes. 

II.  Any  number  of  cubic  feet  diminished  by  1-5  will  represent  an  equivalent  number  of 
bushels. 

Thus,  250  cu.  ft.  —  1-5  of  250  cu.  ft.  =200,  the  number  of  bushels  in  250  cu.  ft. 

III.  Any  number  of  bushels  increased  by  M  will  represent  an  equivalent  number  of  cubic 
feet. 

RULE.— Divide  the  contents  in  cubic  feet  or  inches  by  the  product  of  two  dimensions  in 
the  same  denomination. 

To  find  the  exact  capacity  of  a  vessel  or  space  in  gallons. 

RULE. — Divide  the  contents  in  cubic  inches  by  231  for  liquid  gallons,  or  by  268.8  for  dry 
gallons. 

To  find  the  volume  of  a  cask  in  gallons. 

RULE. — 1.  To  find  approximately  the  mean  diameter  of  a  cask,  add  to  the  head  diameter 
^  or,  if  the  staves  are  but  little  curved  .6  of  the  difference  between  the  head  diameter  and  the  bung 
diameter. 

II.  To  find  the  volume  of  a  cask  in  gallons,  multiply  the  square  of  the  mean  diameter  by  the 
length  (both  in  inches,)  and  this  product  by  .0034. 

4.  Plastering,  Painting,  Kalsomining. 

Plastering,  painting,  and  kalsomining  are  generally  computed  by 
the  square  yard. 

The  processes  of  calculating  the  cost  of  plastering,  painting,  and 
kalsomining  vary  so  much  in  different  localities  that  it  is  impossible  to 
lay  down  any  rule.  Usually  some  allowance  is  made  for  doors,  windows, 
etc.,  on  which  no  work  is  done;  but  sometimes  the  measurements  of 
walls  are  made  regardless  of  such  openings.  Atother  times,  one  half  the 
area  of  the  opening  is  deducted. 

5.  Papering. 

Wall  paper  is  sold  only  by  the  roll,  and  any  part  of  a  roll  is  considered 
a  whole  roll. 

American  paper  is  commonly  >^  a  yard  wide,  and  has  8  yards  in  a 
roll.  Foreign  papers  vary  in  width  and  length  to  the  roll.  Borders  and 
^  friezes  are  sold  by  the  yard,  and  vary  in  width  from  3  inches  to  18 
inches. 

Paper  is  also  often  put  up  in  double  rolls  which  are  16  yards  long 
and  therefore  equal  to  two  single  rolls. 

It  is  not  possible  to  find  in  advance  the  exact  cost  of  papering  a 
room,  since  there  is  frequently  much  waste,  and  a  paper  hanger  will 
charge  for  the  number  of  rolls  actually  used  in  doing  the  work ;  but  it  is 
well  to  make  an  approximate  estimate. 

RULE  1.  Find  the  entire  distance  around  the  room  in  yards.  Multiply  this  by  2  %o  find 
the  number  of  half-yards,  or  strips,  since  the  paper  is  only  half  a  yard  wide. 


BROKER 'SCYCLOPEDIA 


513 


II.     Divide  the  number  of  half-yards  by  the  number  of  sttips  that  can  be  cut'ffom  a  rcll. 
and  the  result  will  be  the  number  of  rolls  required. 

Note. — Since  there  are  24  ft.  in  a  roll  8  yds.  long,  if  the  distance  from 
baseboard  to  ceiling  is  8  ft.  or  less,  3  strips  can  be  cut  from  a  roll;  if 
more  than  8  ft.,  and  not  more  than  12  ft.,  2;  etc.  In  the  former  case 
the  divisor  would  be  3;  in  the  latter  2. 

6.  Carpeting. 

Carpets  are  usually  1  yd.  wide  or  ^4  yd.  wide,  and  are  sold  by  the 
yard. 

Note. — We  cannot  often  estimate  the  amount  needed  by  finding 
the  square  yards  in  a  floor,  as  there  may  be  waste  in  matching  or  in 
turning  under. 

RULE. — Find  the  number  of  breadths  or  strips  required,  and  the  length   of  each  strip. 

7.  Specific  Gravity. 

The  specific  gravity  of  a  substance  is  its  weight  compared  with  an 
equal  bulk  of  water.  Thus  if  a  substance  is  twice  as  heavy  as  water, 
its  specific  gravity  is  2,  etc. 

The  following  table  gives  the  specific  gravity  of  a  number  ot  sub- 
stances. 


Liquids. 

Metals  and  Stones. 

Sundries. 

Water 

....1.00 

Granite 

.2.78 

Indigo 

77 

79 

92 

Diamond 

Zinc 

.3.53 
6.91 

Ice 

92 

Olive  Oil 

93 

Turpentine 

99 

Cast  Iron 

.   7.21 

Butter 

94 

Wine 

....1.00 

Bar  Iron 

.7.79 

Clay 

1.20 

Cider 

1.02 

Tin 

.   7.29 

Coal 

....1.30 

Cow's  Milk 

1.03 

Steel 

Brass 

.   7.83 
.   8.40 

1.34 

Timber. 

Honey ;  . 

1.45 

Cork 

24 

Copper 

.8,95 

Ivory 

1.83 

Poplar 

38 

Silver 

.10.47 

Sulphur 

2.03 

Maple 

...  .    .75 

Lead 

.11.35 

Porcelain 

2.26 

Beech 

85 

Mercury 

.13.57 

Marble 

....2.70 

Mahogany 

1.06 

....1.17 

Gold 

Platinum  

.19.26 
.22.07 

Chalk 

2.79 

Oak 

Glass 

....2.89 

A  cubic  foot  of  water  weighs  (52)4  lb.  or  1000  oz.  avoirdupois.  A 
cubic  centimeter  of  water  weighs  1  gram.  A  cubic  decimeter  or  liter  of 
water  weighs  1  kilogram.  A  cubic  meter  of  water  weighs  a  tonneau 
or  metric  ton. 

PRINCIPAL. — The  specific  gravity  of  water  or  of  any  substance 
is  the  same  as  the  number  of  grams  in  a  cubic  centimeter  of  the  substance, 
and  number  of  kilograms  in  a  cubic  decimeter,  or  liter,  or  the  number  of  ^ 
metric  tons  in  a  cubic  meter. 

To  find  the  specific  gravity  of  a  substance  we  must  know  the  weight 
of  the  same  volume  of  water.  When  a  substance  heavier  than  water 
is  immersed  in  water,  the  water  buoys  it  up  or  makes  it  as  much  lighter 
as  the  weight  of  the  volume  of  water  it  displaces.  Hence  it  is  easy  to 
find  the  weight  and  volume  of  water  displaced. 


514  THE  REAL  EST  A  TJE 

To  find  the  volume  of  a  substance  when  its  weight  in  air  and  water 
are  given. 

RULE. — I.  Find  the  difference  in  pounds  between  the  weight  in  air  and  water,  and  divide 
this  by  62  J^.     The  result  will  be  the  volume  of  the  substance  in  cubic  feet. 

II.  Find  the  difference  between  the  weight  in  air  and  water  expressed  in  grams,  kilograma, 
or  tonneaus.  The  result  will  be  the  same  as  the  volume  expressed  in  cubic  centimeters,  or  cubic 
meters,  respectively. 

Note. — If  the  difference  between  the  weight  in  air  and  water  is 
expressed  in  ounces,  divide  this  difference  by  1000,  and  the  quotient 
will  be  the  volume  in  cubic  feet. 

To  find  the  specific  gravity  of  a  substance  when  its  weight  in  air  and 
water  are  given. 

RULE. — Divide  the  weight  in  air  by  the  loss  of  weight  in  water. 

To  find  the  specific  gravity  of  a  substance  when  its  weight 
and  volume  are  given. 

RULE. — I.  If  the  weight  and  volume  are  expressed  in  pounds  and  cubic  feet,  multiply 
62  J^  lb.  by  the  number  expressing  the  volume,  and  divide  the  given  weight  by  the  product, 

II.  If  the  weight  and  volume  are  expressed  in  grams  and  cubic  centimeters,  divide  the 
number  expressing  the  weight  by  that  expressing  the  volume. 

To  find  the  weight  of  a  substance  when  its  volume  and  specific 
gravity  are  given. 

RULE  I.  If  the  volume  is  expressed  in  cubic  feet,  multiply  62  J^  lb.  by  the  number  expressing 
the  volume,  and  the  product  by  the  specific  gravity.     The  result  will  be  the  weight  in  pounds. 

II.  If  the  volume  is  expressed  in  cubic  centimeters,  multiply  the  number  expressing  the 
volume  by  the  specific  gravity.     The  result  will  be  the  weight  in  grams. 

Notes. — If  the  volume  in  cubic  feet  is  multiplied  by  1000  and  the 
product  by  the  specific  gravity,  the  result  will  be  the  weight  in  ounces. 

2.  If  the  volume  is  expressed  in  cubic  decimeters,  the  result  after 
multiplying  by  the  specific  gravity  will  be  the  weight  in  kilograms ;  if  in 
cubic  meters,  the  result  will  be  the  weight  in  tonneaus. 

To  find  the  volume  of  any  substance  when  its  weight  and  specific 
gravity  are  given. 

RULE. — I.  If  the  weight  is  expressed  in  pounds,  multiply  62  J^  lb.  by  the  specific  gravity 
and  divide  the  number  expressing  the  weight  by  the  product.  The  quotient  will  be  the  volume 
expressed  in  cubic  feet. 

^11.  If  the  weight  is  expressed  in  grams,  divide  the  number  expressing  the  weight  by  the 
specific  gravity;  the  quotient  will  be  the  volume  expressed  in  cubic  centimeters. 

Notes. — 1.  If  the  weight  is  expressed  in  ounces,  multiply  the 
specific  gravity  by  1000,  divide  the  weight  by  the  result,  and  the 
quotient  will  be  the  answer  in  cubic  feet. 

2.  If  the  weight  is  expressed  in  kilograms,  divide  by  the  specific 
gravity  and  the  quotient  will  be  in  cubic  decimeters.  If  the  weight  is 
expressed  in  tonneaus,  divide  by  the  specific  gravity  and  the  quotient 
will  be  the  answer  in  cubic  meters. 

1 .     Measures. 

MEASURE  is  that  by  which  extent,  dimension,  capacity,  quantity 
of  matter,  or  money  value  is  ascertained,  determined  according  to  some 
fixed  standard. 


BROKER'S   CYCLOPEDIA  515 


Note. — The  process  by  which  the  extent,  dimension,  capacity* 
etc.,  is  ascertained,  is  called  measuring;  and  consists  in  comparing  the 
thing  to  be  measured  with  some  conventional  standard  or  unit  of 
measure. 

2.    Measures  are  of  seven  kinds. 
2.    Measures  are  of  seven  kinds. 

1.  Length.  5.     Time. 

2.  Surface  or  Area.  6.     Angles. 

3.  Volume  or  Capacity.  7.     Money  or  Value. 

4.  Weight,  or  Force  of  Gravity. 

The  first  three  kinds  may  be  properly  divided  into  two  classes, — 
Measures  of  Extension  and  Measures  of  capacity. 

3.  What  is  a  table  of  measure. 

A  TABLE  is  a  regular  arrangement  of  the  denominations  used  to 
express  any  measure,  stating  the  number  of  units  of  each  denomination 
equal  to  a  unit  of  the  next  higher  denomination. 

4.  United  States  Standard  sets  of  weights  and  measures. 

A  uniform  set  of  weights  and  measures  for  all  the  states  was  approved 
by  Congress,  June  14,  1836,  and  furnished  to  the  States  in  1842.  The 
set  furnished  consisted  of : 

1.  A  yard.  4.     A  wine  gallon  and  its  sub- 

2.  A  set  of  troy  weights.  divisions. 

3.  A  set  of  avoirdupois  weights.  5.     A  half  bushel  and  its  sub- 

divisions. 
Each  state  furnishes  standard  sets  of  weights  and  measures  to  its 
counties  and  towns.     A  COUNTY  STANDARD  MAY  CONSIST  OF: 

1.  A  large  balance,  comprising  a  brass  beam  and  scale  dishes, 
with  stand  and  lever.  • 

2.  A  small  balance,  with  a  drawer  stand  for  small  weights. 

3.  A  set  of  large  brass  weights,  namely,  50,  25,  20,  10,  and  5  lb. 

4.  A  set  of  small  brass  weights,  avoirdupois,  namely,  4,  2,  and  1  lb., 
8,  4,  2,  1,  K,  X.  H  and  1  1-16  oz. 

5.  A  brass  yard  measure,  graduated  to  feet  and  inches,  and  the 
first  foot  graduated  to  eights  of  an  inch,  and  also  decimally;  with  ax 
graduation  to  cloth  measure  on  the  opposite  side;  in  a  case. 

6.  A  set  of  liquid  measures,  made  of  copper,  namely,  1  gal.,  }4 
gal.,  1  qt.,  1  pt.,  }4  pt.,  1  gi.,  in  a  case. 

7.  A  set  of  dry  measures,  of  copper,  namely  bu.,  1  pki,  }4  pk. 
(or  1  gal.),  2  qt.  (or  >^  gal,.)  1  qt.,  in  a  case. 

5.     English  Standards. 

The  English  act  establishing  standard  measures  and  weights,  called 
"The  Act  of  Uniformity,"  took  effect  Jan.  1,  1826,  and  the  standards 
then  adopted  form  what  is  called  the  IMPERIAL  SYSTEM. 

The  invariable  standard  unit  of  this  system  is  the  same  as  that  of 
the  United  States,  and  is  described  in  the  Act  of  Uniformity  as  follows : 


516  J T^ E   REAL   ESTATE 

"Take  a  pendulum  which  will  vibrate  seconds  in  London,  on  a  level  of 
the  sea,  in  a  vacuum;  divide  all  the  parts  thereof  which  lies  between 
the  axis  of  suspension  and  the  center  of  oscillation,  into  391393  equal 
parts;  then  will  10000  of  those  parts  be  an  imperial  inch,  12  whereof 
make  a  foot,  and  36     whereof  make  a  yard." 

6.  English  Standards  of  Extension. 

The  English  standard  unit  of  measures  of  extension,  whether  linear, 
superficial,  or  solid,  is  identical  with  that  of  the  United  States. 

7.  English  Standards  of  Capacity. 

The  IMPERIAL  STANDARD  GALLON  for  liquids  and  all  dry 
substances,  is  a  measure  that  will  contain  10  pounds  avoirdupois  weight 
of  distilled  water,  weighed  in  air,  at  62°  Fahrenheit,  the  barometer  at  30 
inches.     It  contains  277.274  cubic  inches. 

The  IMPERIAL  STANDARD  BUSHEL  is  equal  to  8  gallons  or 
80  pounds  of  distilled  water,  weighed  in  the  manner  above  described. 
It  contains  2218.192  cubic  inches. 

8.  English  Standards  of  Weights. 

The  IMPERIAL  STANDARD  POUND  is  the  pound  Troy,  which 
is  identical  with  that  of  the  United  States  Standard  Troy  pound  of  the 
mint. 

The  IMPERIAL  AVOIRDUPOIS  POUND  contains  7000  Troy 
grains,  and  the  Troy  pound  5760  grains.  They  are  identical  with  the 
United  States  avoirdupois  and  Troy  pounds. 

9.  English  Measures. 

The  denominations  in  the  standard  tables  of  measures  of  extension 
capacity,  and  weights,  are  the  same  in  Great  Britian  and  the  United 
States.  But  some  denominations  in  several  of  the  tables  are  in  use  in 
various  parts  of  Great  Britian  that  are  not  known  in  the  United  States. 

These  denominations  are  retained  in  use  by  common -consent,  and 
are  recognized  by  the  English  common  law.     They  are  as  follows : 

10.  Measures  of  Extension. 

18  inches =   1  cubit. 

45  inches  or 
5  quarters  of  the  standard  yard    =   1  ell. 

Note.  The  cubit  was  originally  the  length  of  a  man's  forearm  and 
hand;  or  the  distance  from  the  elbow  to  the  end  of  the  middle  finger. 

11.  Measures  of  Capacity,  Liquid  Measure. 


9  old  ale  gallons 

= 

1  firkin. 

4  firkins 

= 

1  barrel  of  beer. 

7  H  Imperial  gallons 

= 

1  firkin. 

52  }4  Imperial  gallons  or 

63  Wine  gallons 

= 

1  hogshead. 

70  Imperial  gallons  or 

= 

1  puncheon  or 

84  Wine  gallons 

= 

i  of  a  tun. 

2  hogsheads,  that  is 

105  Impterial  gallons  or 

= 

1  pipe. 

126  Wine  gallons. 

= 

1  PPe. 

2  pipes 

= 

1  tun 

BROKER'S   CYCLOPEDIA  517 

Pipes  of  wine  are  of  different  capacities,  as  follows : 

1 10  wine  gallons  =  1  pipe  of  Maderia. 

Barcelona, 
120  wine  gallons  =  1  pipe  of  Vidonia,  or 

Teneriffe. 
130  wine  gallons  =  1  pipe  of  Sherry. 
138  wine  gallons  =  1  pipe  of  Port. 
140  wine  gallons  =  1  pipe  of      Bucellas,  or 
Lisbon. 

DRY  MEASURE. 

8  bushels  of  70  pounds  each     =  1  quarter  of  wheat. 
36  bushels  of  heaped  measure    =  1  chaldron  of  coal. 

Note. — The  quarter  of  wheat  is  560  pounds,  or  %  oi  di  ton  of  2240 
pounds. 

WEIGHTS. 

8  pounds  of  butchers'  meat  =  1  stone. 

14  pounds  of  other  commodities  =  1  stone  or  J  of  a  cwt. 

2  stone,  or  28  pounds  =  1  todd  of  wool. 

70  pounds  of  salt  =  1  bushel. 

Note.— The  English  quarter  is  28  pounds,  the  hundredweight  is 
112  pounds,  and  the  ton  is  20  hundredweight,  or  2240  pounds. 

12.  United  States  Measure. 

MEASURES  OF  EXTENSION. 

EXTENSION  has  three  dimensions, — length,  breadth,  and  thick- 
ness. 

A  LINE  has  only  one  dimension, — length. 

A  SURFACE  or  AREA  has  two  dimensions, — length  and  breadth. 

A  SOLID  or  BODY  has  three  dimensions, — length,  breadth  and 
thickness. 

13.  Long  Measure. 

LONG  MEASURE,  or  LINEAR  MEASURE,  is  used  in  measuring 
lines  or  distances.  The  unit  of  linear  measure  is  the  YARD,  and  the 
table  is  made  up  of  the  divisors  (feet  and  inches,)  and  the  multiples 
(rods,  furlongs,  and  miles,)  of  this  unit. 

TABLE. 

12  inches  (in.)  =  1  foot  (ft.) 

3  feet  =  1  yard  (yd.) 

5}^  yards,  or  16  H  feet  =  1  rod  (rd.) 

40  rods.  =  1  furlong,     (fur.) 

8  furlongs,  or  320  rods  =  1  statute  mile  (mi.) 

The  following  denominations  are  also  in  use : 

3  barleycorns     =   1  inch. 

4  inches  =  1  hand. 
9  inches  =  1  span. 

21.888  inches        =  1  sacred  cubit. 
6  feet.  =  1  fathom. 

3  feet  =  1  pace. 

5  paces  =  1  rod. 

1.15-1  statute  miles  =«  1  geographic  mile. 

3  geographic  miles  =  1  league  =  3.458  statute  mles. 

60  geographic  miles  =  1  degree       of  latitude  on  a  meridian  or 

69  16  statute  miles  =  of  longitude  on  the  equator. 

360  degrees  =  the  circumference  of  the  earth. 


518  THE   REAL   ESTATE 

Notes. — For  the  purpose  of  measuring  cloth  and  other  goods  sold 
by  the  yard,  the  yard  is  divided  into  halves,  fourths,  eighths,  and 
sixteenths.     The  old  table  of  cloth  measure  is  practically  obsolete. 

2.  The  inch  of  3  barleycorns  is  used  by  shoemakers  in  measuring 
the  length  of  the  foot. 

3.  The  hand  of  four  inches  is  used  in  measuring  the  height  of 
horses  directly  over  the  fore  feet. 

4.  A  span  is  the  distance  that  can  be  reached,  spanned,  or  meas- 
ured between  the  end  of  the  middle  finger  and  the  end  of  the  thumb. 
Among  sailors  8  spans  are  equal  to  1  fathom. 

5.  The  geographic  mile  is  1-60  of  1-360,  or  1-21600  of  the  distance 
round  the  center  of  the  earth.  It  is  a  small  fraction  more  than  1.15 
statute  miles.     It  is  also  called  a  nautical  mile. 

6.  The  length  of  a  degree  of  latitude  varies,  being  68.72  miles  at 
the  equator,  68.9  to  69.05  miles  in  the  middle  latitudes,  and  69.30  to 
69.34  miles  in  the  polar  regions.  The  mean  or  average  length,  as  stated 
in  the  table,  is  the  standard  recently  adopted  by  the  U.  S.  Coast  Survey. 
A  degree  of  longitude  is  greatest  at  the  equator,  where  it  is  69.16  miles, 
and  it  gradually  decreases  toward  the  poles,  where  it  is  0. 

14.  Surveyor's  Long  Measure. 

The  unit  in  I^AND  SURVEYING  is  the  GUNTER'S  CHAIN,  4 
rods  or  66  feet  long,  consisting  of  100  links,  and  the  table  is  made  up  of 
divisors  and  multiples  of  this  unit. 

TABLE. 

7.92  inches  (in.)  ==  1  link  (1.) 

25  links  =  1  rod  (rd.) 

4  rods,  or  66  feet.  =  1  chain  (ch.) 

80  chains.  =  1  mile  (mi.) 

Note. — Distances  are  usually  taken  in  chains  and  links.  In  meas- 
uring city  lots  a  steel  tape  50  ft.  long  is  generally  used,  and  the  measure 
is  expressed  in  feet  and  in  tenths  of  a  foot.  An  engineer's  chain  used  by 
civil  engineers  is  100  ft.  long  and  consists  of  100  links. 

15.  Square  Measure. 

A  SQUARE  is  a  figure  having  four  equal  sides  and  four  equal 
corners  or  right  angles. 

AREA  or  SUPERFICIES  is  the  space  or  surface  included  within 
any  given  lines;  as,  the  area  of  a  square,  of  a  board,  etc. 

The  contents  or  area  of  a  square,  or  of  any  other  figure  having  a 
uniform  length  and  a  uniform  breadth,  is  found  by  multiplying  the 
length  by  the  breadth. 

Thus,  a  square  foot  is  12  in.  long  and  12  in.  wide,  and  the  contents 
is  12x12=  144  sq.  in.  A  floor  20  ft.  long  and  10  ft.  wide  is  a  rectangle 
containing  20x10=200  sq.  ft. 

Note. — The  measurements  for  computing  area  or  surface  are  always 
taken  in  the  denominations  of  linear  measure. 


BROKER'S   CYCLOPEDIA 619 

16.  What  Square  Measure  is  Used  For. 

SQUARE  MEASURE  is  used  in  computing  areas  or  surfaces;  as 
of  land,  boards,  painting,  etc.  The  unit  is  the  area  of  a  square  whose  side 
is  the  unit  of  length.  Thus,  the  unit  of  square  feet  is  1  foot  square; 
of  square  yards,  1  yard  square,  etc. 

TABLE. 

144  square  inches  (sq.  in.)  =^  1  square  foot  (sq.  ft.) 

9  square  feet.  =»  1  square  yard  (sq.yd.) 

30H  square  yards  =  1  square  rod  (sq.  rd.) 

160  square  rods.  =  1  acre  (A.) 

640         acres.  =  1  square  mile  (sq.  mi.) 

Artificers  estimate  their  work  as  follows :  By  the  square  foot 
glazing  and  stone  cuting.  By  the  square  yard — painting,  plastering, 
paving,  ceiling,  and  paper  hanging.  By  the  square  of  100  square  feet — 
flooring,  partitioning,  roofing,  slating,  and  tiling.  Brick-laying  is  es- 
timatedby  the  thousand  bricks,  by  the  square  yard,  and  by  the  square 
of  100  square  feet;  also  sometimes  in  cubic  feet. 

Note  1. — In  estimating  the  painting  of  moldings,  cornices,  etc., 
the  measuring  line  is  carried  into  all  the  moldings  and  cornices. 

2.  In  estimating  bricklaying  by  either  the  square  yard  or  the 
square  of  100  square  feet,  the  work  is  understood  to  be  12  inches  or  1^ 
bricks  thick. 

3.  A  thousand  shingles  are  estimated  to  cover  1  square,  being 
laid  5  inches  to  the  weather. 

4.  The  terms  perch  or  pole  are  sometimes  used  for  square  rod. 

17.  Metric  Square  Measure. 

The  SQUARE  METER  is  the  metric  unit  for  measaring  ordinary 
SURFACES,  as  floorings,  ceilings,  etc. 

TABLE. 

100  sq.  millimeters  (sq.  mm.)    =  1  sq.  centimeter.  =        .  155  plus  sq.  in. 

100  sq.  centimeters  (sq.  mc.)     =   1  sq.  decimeter,  ^  15.5  plus  sq.  in. 

100  sq.  decimeters  (sq.  dm.)      =   1  SQ.  METER  (sq.  m.)    =     1 .  196  plus  sq.  yd. 

18.  Metric  Land  Measure. 

The  ARE  is  the  metric  unit  of  LAND  MEASUNE,  and  is  a  square 
whose  side  is  10  meters,  equal  to  a  square  decameter,  or  119.6  square 
square  yards. 

1  centare  (ca.)  =  1  sq.  meter,  =»  1.196034  sq.  yd. 

100  centares  =  1  ARE  ==  119.6034  sq.  yd. 

100  acres  (a)  =  1  hectare  =  2.47114  acres. 

100  hectares  (ha.)  =  1  sq.  kilometer  =  .3861  sq.  mi. 

Note. — The  square  kilometer  is  used  in  measuring  the  areas  of 
countries,  seas,  etc. 

19.  Surveyor's  Square  Measure. 

SURVEYORS'  SQUARE  MEASURE  is  used  by  surveyors  in  com- 
puting the  area  or  contents  of  land. 

TABLE. 

625  square  links  (sq.  1.)  =  1  pole  (P.) 

16  poles  =  1  square  chain  (sq.  ch.) 

10  square  chains  =  1  acre  (A) 

640  acres,  =  1  square  mile  (sq.  mi.) 

36  square  miles  (6  miles  square)  =  1  township  (Tp.) 


520 T_H  E  .RE  A  L   ESTATE 

Note. — Canal  and  railroad  engineers  commonly  use  an  engineer's 
chain,  which  consists  of  100  links,  each  one  foot  long. 

20.  United  States  Land  Measure. 

The  unit  of  LAND  MEASURE  in  the  United  States  is  the  ACRE. 
Measurements  of  land  are  commonly  recorded  in  square  miles,  acres, 
and  hundredths  of  an  acre. 

GOVERNMENT  LANDS  are  usually  surveyed  into  rectangular 
tracts,  bounded  by  lines  conforming  to  the  cardinal  points  of  the  compass. 

A  BASE  LINE  on  a  parallel  to  latitude,  and  a  PRINCIPAL  MER- 
IDIAN intersecting  it,  are  first  established.  Other  lines  are  then  run 
six  miles  apart,  each  way,  as  nearly  as  possible.  The  tracts  thus  formed 
are  called  TOWNSHIPS,  and  contain  nearly  23040  acres.  A  line  of 
townships  extending  north  and  south  is  called  a  RANGE.  The  ranges 
are  designated  by  their  number  east  or  west  of  the  principal  meridian 
The  townships  in  each  range  are  designated  by  their  number  north  or 
south  of  the  base  line. 

Since  the  earth's  surface  is  convex,  the  pi'incipal  meridians  converge 
as  they  proceed  northward.  This  tends  to  throw  the  townships  and 
sections  out  of  square,  and  necessitates  occasional  lines  of  offset,  called 
"correction  lines." 

Townships  are  subdivided  into  SECTIONS  and  sections  into  HALF 
-SECTIONS,  QUARTER-SECTIONS,  HALF  QUARTER  SECTIONS, 
QUARTER-QUARTER  SECTIONS  AND  LOTS. 

TABLE. 

6  mi.  X    6  mi.  =  36  sq.  mi.  =  2.3040  acres    =  1  Township. 

1  mi."  X     1  mi.  =   1  sq.  m.i  =? 

1  mi.  X  H  mi.  =  }^  sq.  mi.  = 

J^  mi.  X  J^  mj.  =  14  sq.  mi.  = 

H  mi.  X  H  mi.  =     4  sq.  mi.  = 

M  mi.  X  }4  mi.  =    Asq.  mi.  = 

Note. — A  LOT  is  a  subdivision  of  a  section,  usually  of  irregular 
form,  on  account  of  bordering  upon  a  navigable  river  or  lake  containing 
as  nearly  as  possible  the  area  of  a, Quarter-Quarter  Section,  and  described 
as  lot  No.  1,  2.  3,  etc.,  of  a  particular  section.  City  and  village  plats 
are  usually  subdivided  into  Blocks,  and  these  into  smaller  Lots. 

21.  French  Land  Measure. 

The  old  FRENCH  LINEAR,  or  LAND  MEASURE,  is  still  used  to 
some  extent  in  Louisiana,  and  on  other  French  settlements  in  the  United 
States. 

TABLE. 

12  lines        =  1  inch.  6  feet       =  1  toise. 

12  inches     =  1  foot.  32  toises    =  1  arpent. 

900  square  toises  =  1  square  arpent.  • 

Note. — The  french  foot  equals  nearly  12.8  American  inches. 
The  Arpent  the  old  French  name  for  acre,  contains  nearly  5-6  of 
one  acre. 


640  acres 

=  1  Section. 

320  acres 

=  1  Half  Section. 

160  acres 

=  1  Quarter  Section. 

80  acres 

=  1  Half  Quarter  Section. 

40  acres 

=  1  Quarter  Quarter  Section. 

BROKER'S   CYCLOPEDIA 521 

22.  Spanish  Land  Measure. 

SPANISH  LAND  MEASURES  are  still  used  in  Texas, -New  Mexico, 
and  other  Spanish  settlements  of  the  U..  S. 

The  unit  of  length  is  the  VARA,  equal  in  Texas  to  33>^  inches,  in 
California  to  33  inches,  and  in  Mexico  to  32.9927  inches. 

Land  is  measured  in  square  varas,  labors,  and  square  leagues. 

TABLE. 

1000000  square  varas    =  1  labor       =    177.136  acres  (American.) 
26  labors  =  1  league      =  4428.4      acres  (American.) 

1  acre  =  5645.376  square  varas. 

Note. — The  Spanish  foot  =  11.11  plus  in.  (Am.);  1  vara  =  33K  in. 
(Am.) ;  108  varas  =  190  yards,  and  1900.8  varas  =  1  mile. 

23.  Cubic  Measure. 

A  CUBE  is  a  solid,  or  body,  having  six  equal  square  sides  or  faces. 

SOLIDITY  is  the  matter  or  space  contained  within  the  bounding 
surfaces  of  a  solid. 

A  solid,  or  body,  may  have  the  three  dimensions  all  alike  or  all 
different.  A  body  4  feet  long,  3  feet  wide,  and  2  feet  thick  contains 
4x3x2  =  24  cubic  or  solid  feet. 

The  cubic  or  solid  contents  of  a  body  is  the  product  of  the  length, 
breadth  and  thickness. 

CUBIC  MEASURE  or  SOLID  MEASURE  is  used  in  computing 
the  contents  of  solids,  or  bodies;  as  wood,  stone,  etc.  The  unit  is  the 
solidity  of  a  cube  whose  side  is  the  unit  of  length.  Thus,  the  unit  of 
cubic  feet  is  a  cube  which  measures  1  foot  on  each  side;  the  unit  of 
cubic  yards  is  1  cubic  yard. 

TABLE. 

1728  cubic  inches  (cu.  in.)  =  cubic  foot  (cu.  ft.) 

27  cubic  feet  =  1  cubic  yard  (cu.  yd.) 
40  cubic  feet  of  round  timber,  or 

50  cubic  feet  of  hewn  timber  =  1  ton  or  load  (T.) 

16  cubic  feet  =  1  cord  foot  (cd.  ft.) 
8  cord  feet,  or 

128  cubic  feet  =  1  cord  of  wood  (Cd.) 

24%  cubic  feet  =  1  (perch  of  stone)  (Pch.) 

(or  masonry.) 

Notes. — 1.     A  cubic  yard  of  earth  is  called  a  load. 

2.  Railroad  and  transportation  companies  estimate  light  freight 
by  the  space  it  occupies  in  cubic  feet,  and  heavy  freight  by  weight. 

3.  A  pile  of  wood  8  feet  long,  4  feet  wide,  and  4  feet  high,  contains 
1  cord;  and  a  cord  foot  is  1  foot  in  length  of  such  a  pile. 

4.  A  perch  of  stone  or  of  masonry  is  1Q}4  feet  long,  1^  feet  wide, 
and  1  foot  high. 

5.  Joiners,  bricklayers,  and  masons  make  an  allowance  for  windows, 
doors,  etc.,  of  one  half  the  openings  or  vacant  spaces.  Bricklayers 
and  masons,  in  estimating  their  work  by  cubic  measure,  make  no  allow- 
ance for  the  corners  of  the  walls  of  houses,  cellars,  etc.,  but  estimate  their 
work  by  the  girt,  that  is,  the  entire  length  of  the  wall  on  the  outside. 

6.  Engineers  in  making  estimates  for  excavations  and  embank- 


522 THE   REAL  ESTATE 

ments,  take  the  dimensions  with  a  line  or  measure  divided  into  feet  and 
decimals  of  a  foot.  The  computations  are  made  in  feet  and  decimals, 
and  the  results  are  reduced  to  cubic  yards.  In  civil  engineering,  the 
cubic  yard  is  the  unit  to  which  estimates  for  excavations  and  embank- 
ments are  finally  reduced. 

7.  In  scaling  or  measuring  timber  for  shipping  or  freighting,  1-5  of 
the  solid  contents  of  round  timber  is  deducted  for  waste  in  hewing  or 
sawing.  Thus,  a  log  that  will  make  40  feet  of  hewn  or  sawed  timber, 
actually  contains  50  cubic  feet  by  measurement;  but  its  market  value  is 
only  equal  to  40  cubic  feet  of  hewn  or  sawed  timber. 

Hence,  the  cubic  contents  of  40  feet  of  round  and  50  feet  of  hewn 
timber,  as  estimated  for  market,  are  identical. 

24.  Metric  Cubic  Measure. 

The  CUBIC  METER  is  the  metric  unit  for  measuring  ordinary 
Solids;  as  excavations,  embankments,  etc. 

TABLE. 

1000  Cu.  Millimeters  (cu.  mm.)  =  1  cu.  centimeter  =  .061  plus  cu.  in. 
1000  Cu.  Centimeters  (cu.  cm.)  =  1  cu.  decimeter  =  61 .026  plus  cu.  in. 
1000  Cu.  Decimeters  (cu.  dm.)    =  CU.  METER         =  35.316  plus  cu.  jt. 

25.  Metric  Wood  Measures. 

The  STERE  is  the  unit  of  WOOD  or  SOLID  MEASURE,  and  is 
equal  to  a  cubic  meter,  or   .2759  cord. 

TABLE. 

1  decistere  =    3.631  plus  cu.  ft. 

10  decisteres  (dst.)    =  1  STERE  =  35.316  plus  cu.  ft. 

10  steres  (st.)  =  1  decastere  (dst.)    =  13.079  plus  cu.  yd. 

26.  Measures  of  Capacity, 

CAPACITY  signifies  extent  of  room  or  space. 

Note. — Measures  of  capacity  are  all  cubic  measures,  solidity  and 
capacity  being  equally  referred  to  different  units,  as  will  be  seen  by 
comparing  the  taoles.  Measures  of  capacity  may  be  properly  sub- 
divided into  two  classes, — Measures  of  Liquids  and  Measures  of  Dry 
Substances. 

27.  Metric  Capacity. 

The  LITER  is  the  metric  unit  of  CAPACITY,  both  of  Liquid  and 
of  Dry  Measures,  and  is  a  vessel  whose  volume  is  equal  to  a  cube  whose 
edge  is  one  tenth  of  a  meter,  equal  to  1.05673  qt.  Liquid  measure,  and 
.9081  qt.  Dry  Measure. 

TABLE. 

10  milliliters  (ml.)  =  1  centiliter. 

10  centiliters  (cl.)  =  1  deciliter. 

10  deciUters  (dl.)  =  I  LITER. 

10  liters  (1.)  =  1  decaliter. 

10  decaliters  (dl.)  =  1  hectoliter. 

10  hectoliters  (hi.)  =  1  kiloliter,  or  stere. 

10  kiloliters  (kl.)  =1  myrialiter  (ml.)      • 

Note. — ^The  measures  commonly  used  are  the  liter  and  hectoliter, 
The  liter  is  very  nearly  a  quart  and  it  is  used  in  measuring  milk,  wine, 
etc.,  in  moderate  quantities.  The  hectoliter  is  about  2  bu.  3^  pk.. 
it  is  used  in  measuring  grain,  fruit,  roots,  etc.  in  large  quantities. 


BROKER'S   CYCLOPEDIA 


623 


28.     Long  Ton  Table. 


16  ounces  (oz.)  =1  pound. 

28  pounds  =  1  quarter  (qr.) 

4  qr.     =     112  lb.  =1  hundredweight  (cwt.) 

20  cwt.  =  2240  lb.  =  1  ton  (T.) 

The  following  denominations  are  also  in  use : 

14  pounds  =s  1  stone. 

100  pounds  butter  =  1  firkin 

100  pounds  grain  or  flour  =  1  cental. 

100  pounds  dry  fish  =  1  quintal. 

100  pounds  nails  a=  1  keg. 

196  pounds  flour  =  1  barrel. 

200  pounds  pork  or  beef  =  1  barrel. 

280  pounds  salt  at  N.  Y.  S.  Works  =  1  barrel. 

56  pounds  salt  at  N.  Y.  S.  Works  =  1  bushel. 

240  pounds  lime  =  1  cask. 

The  number  of  avoirdupois  pounds  in  a  bushel,  as  fixed  by  statute, 
varies  in  different  states  and  with  different  articles. 

29.    Table  of  Avoirdupois  Pounds  in  Bushels. 

The  following  are  the  weights  established  in  most  of  the  states. 


^ 

a  1?! 

*J     ^ 

■u   ^ 

Commodities. 

'SS^ 

3  "S  S 

Commodities. 

ja  CO 

2  f  (11 

4!  « 

V   0   a 

at 

u  0  <a 

^  S  w 

:^  r. 

^  a  to 

;^^ 

^i 

Apples I  60 

Apples,  dried 24 

Barley j  48 

Beans,  castor I  46 

Beans,  white 60 


Bluegrass  seed . 

Bran 

Buckwheat .  .  . 
Clover  seed  .  . . 

Corn,  ear 

Corn,  shelled. . 
Corn  meal .... 
Cotton  seed. .  . 
Flaxseed 


44-57 
22-28 
46-50 
45-62 

62 

No  excep. 

No  excep. 

40-56 

62-64 

54-72 

52 
46-48 
28-40 

55 


iHair . 

Hemp  seed.  .  .  . 
Hungarian  seed 
Malt,  barley.  .  . 

Millet  seed 

Oats 

Onions 

Peas .......... 

Potatoes,  Irish . 
Potatoes,  sweet 

Rye 

Timothy  seed  .  . 

Turnips 

Wheat 


11 

No  excp. 

48 

30-36 

48 

. 26-36 

48-56 

No' excep 

56 

46-60 

54r-60 

42-60 

42-60 

No  excep. 


30.     Metric  Weight. 

The  GRAM  is  the  metric  unit  of  WEIGHT,  and  is  equal  to  the 
weight  of  a  cube  of  distilled  water,  the  edge  of  which  is  one  hundredth 
of  a  meter,  equal  to  15.432  Troy  grains. 

TABLE. 


10  milligrams  (mg.) 

=  1  centigram 

= 

.15432  4-  gr. 

Troy. 

10  centigrams  (eg.) 

=  1  decigram 

= 

1.54324  +  gr. 

Troy. 

10  decigrams  (dg.) 

=  1  GRAM 

= 

•    15.43248  +  gr. 

Troy. 

10  grams  (g.) 

=  1  decagram 

= 

.36273  +  oz 

Avoir 

10  decagrams  (dg.) 

=  1  hectogram 

= 

3.62739  +  oz 

Avoir 

10  hectograms  (hg.) 

=  1  kilogram 

= 

2.20462  4-  lb. 

Avoir. 

10  kilograms  (kg.) 

=  1  myriagram 

= 

22.04621  +  lb. 

Avoir. 

10  myriagrams  (mg.) 

=  1  quintal 

= 

220.46212  +  lb. 

Avoir. 

10  quintals 

=  100  tonneau 

or  t»n. 

= 

2204.62126  +  lb. 

Avoir 

524 


THE   REAL   ESTATE 


Note. — The  gram  is  used  in  mixing  medicines,  in  weighing  the 
precious  metals,  and  whenever  great  exactness  is  required.  The  kilo- 
gram, or  kilo  is  the  usual  weight  for  groceries  and  coarse  articles  generally. 

It  is  very  nearly  2  1-5  pounds  avoirdupois. 

The  Tonneaii  is  for  weighing  hay  and  other  heavy  articles.  It  is 
about  204  lbs.  more  than  our  ton. 

31.  To  measure  Corn  in  the  Crib. 

Find  the  length,  breadth,  and  depth  of  the  body  of  corn,  in  feet 
and  multiply  these  three  dimensions  together;  then  multiply  this  pro- 
duct by  .63. 

This  will  give  the  heaped  bushels  of  ears. 

Sometimes  one  and  one  half  bushels  of  ears  are  allowed  for  a  bushel 
of  shelled  corn,  and  sometimes  two  bushels;  the  amount  depending  upon 
the  shape  of  the  ear,  the  size  of  the  cob,  etc. 

32.  The  weight  of  Hay. 

In  estimating  the  weight  of  hay,  allow  540  cubic  feet  for  a  ton, 
if  on  the  wagon  or  newly  stored,  but  if  well  vSettled  in  mow  or  stack, 
allow  512  cubic  feet.     270  cubic  feet  of  baled  hay  will  weigh  a  ton. 

Note. — To  find  the  number  of  feet  in  a  circular  stack,  multiply  the 
average  circumference  in  yards  by  itself,  and  this  product  by  four  times 
the  height  in  yards;  then  divide  this  product  by  100,  and  multiply  the 
quotient  by  27. 

ZZ.    Measure  of  Time. 

TIME)  is  the  measure  of  duration.  The  unit  is  the  DAY,  and  the 
table  is  made  up  of  its  divisors  and  multiples. 

TABLE. 


60  seconds  (sec.) 

=  1  minute  (min.) 

60  minutes 

=  1  hour  (h.) 

24  hours 

=  1  day  (da.) 

7  days. 

=  1  week  (wk.) 

365  days  or  52  weeks  1  da.  =  1  common  ypar  (yr.) 

366  days  =  1  leap  year  (yr.) 
12  calendar  months  =  1  year  (yr.) 

100  years  =  1  century  (C.) 


34.    The  Calendar  year  is  divided  as  follows: 


No.  of  month 

Season 

1 

2 

Winter 

3 

4 

Spring 

5 

6 

7 

Summer 

8 

9 

10 

Aututon 

11 

12 

Winter 

Name  of  months. 

Abbreviations. 

No. 

of  days. 

\  January 
/  February 

Jan. 

31 

Feb. 

28 

or  29. 

I  March 

Mar. 

31 

<  April 

Apr. 

30 

(  May 

31 

(  June 
July 

Jun. 

30 

31 

(  August 

Aug. 

31 

(  September 

Sept. 

30 

<  October 

Oct. 

31 

'  November 

"Nov. 

30 

December 

Dec. 

31 

The  number  of  days  in  each  month  may  be  easily  remembered 
by  commiting  the  following  lines  to  memory  : 


BROKER'S   CYC  LP  P  E  D  I  A  525 

"Thirty  days  hath  September, 

April,  June,  and  November; 

All  the  rest  have  thirty-one, 

Save  February,  which  alone 

Has  twenty-eight;  and  one  day  more 

We  add  to  it  one  year  in  four." 
Notes.     1. — -In   most  business   transactions  30   days   are  called    1 
month.     For  many  purposes  4  weeks  constitute  a  month. 

2.  The  civil  day  begins  and  ends  at  12  o'clock,  midnight.  The 
astronomical  day,  used  by  astronomers  in  dating  events,  begins  and 
ends  at  12  o'clock,  noon.  The  civil  year  is  composed  of  civil  days,  A.  M. 
(ante  meridian)  is  used  to  denote  the  time  betweeit  midnight  and  noon ; 
M.  (meridian)  to  denote  noontime;  and  P.  M.  (post-meridian)  to  denote 
the  time  between  noon  and  midnight. 

35.     Bissextile  or  Leap  Year. 

The  period  of  time  recjuired  by  the  sun  to  pass  from  one  vernal 
equinox  to  another,  called  the  vernal  or  tropical  year,  is  exactly  365  da. 
5h.  48.  min.  46  sec.  This  is  the  true  year,  and  it  exceeds  the  common 
year  by  5  h.  48  min.  46  sec.  (not  quite  a  quarter  of  a  day.) 

If  365  days  are  reckoned  as  1  year,  the  time  lost  in  the  calendar 
will  be. 

In  1  yr.,  5  h.  48  min.  46  sec. 
In  4  yr.,  23  h.  15  min.  4  sec. 

The  time  tkus  lost  in  4  years  will  lack  only  44  min.  56  sec.  of  1 
entire  day.     Hence, 

If  every  fourth  year  is  reckoned  as  leap  year,  the  time  gained  in  the 
calendar  will  be. 

In      4  yr.,  44  min.  56  sec. 

In  100  yr..  (=25x4  yr.)  18h.  43  min.  20  sec. 

The  time  thus  gained  in  100  years  will  lack  only  5  h.  16  min.  40 
sec.  of  1  day.     Hence. 

If  every  fourth  year  is  reckoned  as  leap  year,  the  centennial  years 
excepted,  the  time  lost  in  the  calendar  will  be, 

In  100  yr.,    5  h.  16  min.  40  sec. 
In  400  yr,  21  h.    6  min.  40  sec. 

The  time  thus  lost  in  400  years  lacks  only  2  h.  53  min.  20  sec.  of  1 
day.     Hence, 

If  every  fourth  year  is  reckoned  as  leap  year,  3  of  every  4  centennial 
years  excepted,  the  time  gained  in  the  calendar  will  be. 

In    400  yr.,    2  h.  63  min.  20  sec. 
In  4000  yr,  28  h.  53  min.  20  sec. 

The  following  rule  for  leap  year  will  therefore  render  the  calendar 
correct  to  within  nearly  1  day,  for  a  period  of  4000  years. 

RULE  1. — Every  year  that  is  exactly  divisible  by  4  is  a  leap  year,  the  centennial  years 
excepted;  the  other  years  are  common  years. 

II.  Every  centennial  year  that  is  exactly  dividible  by  400  is  a  leap  year  except  those 
exactly  divisible  by  4000;  the  other  centennial  years  are  common  years. 

Notes  1. — Julius  Caesar,  the  Roman  Emperor,  decreed  that  the  year 
should  consist  of  365  days  6  hours;  that  the  six  hours  should  be  dis- 


526 THE   REAL   ESTATE 

regarded  for  3  successive  years,  and  an  entire  day  be  added  to  every 
fourth  year.  This  day  was  inserted  in  the  calendar  between  the  24th 
and  25th  days  of  February,  and  is  called  the  intercalary  day.  As  the 
Romans  counted  the  days  backward  from  the  first  day  of  the  following 
month,  the  24th  of  February  was  called  by  them  sexto  calendas  Martii, 
the  sixth  before  the  calends  of  March.  The  intercalary  day  which 
folowed  this  was  called  bis-sexto  calendas  Martii;  hence  the  name  bis- 
sextile. 

2.  In  1582  the  error  in  the  calendar  as  established  by  Julius  Caesar 
had  increased  to  10  days;  that  is,  too  much  time  had  been  reckoned  as  a 

year,  until  the  civil  year  was  10  days  behind  the  solar  3 r.     To  correct 

this  error,  Pope  Gregory  decreed  that  10  entire  days  should  be  stricken 
from  the  calendar,  and  that  the  day  following  the  3d  day  of  October, 
1582,  should  be  the  14th.  This  brought  the  vernal  equinox  at  March 
21,  the  date  on  which  it  occured  in  the  year  325  at  the  time  of  the  Council 
of  Nice. 

3.  The  year  as  establishd  by  Julius  Caesar  is  sometimes  called  the 
Julian  year ;  and  the  period  of  time  in  which  it  was  in  force,  namely  from 
46  B.  C.  to  1582,  A.  D.  is  called  the  Julian  Period. 

The  year  as  established  by  Pope  Gregory  is  called  the  Gregorian 
year,  and  the  calendar  now  used  is  the  Gregorian  Calendar. 

5.  Most  Catholic  countries  adopted  the  Gregorian  Calendar  soon 
after  it  was  established.  Great  Britian,  however,  continued  to  use 
the  Julian  Calendar  until  1752.  At  this  time  the  civil  year  was  11  days 
behind  the  solar  year.  To  correct  this  error,  the  British  Government 
decreed  that  11  days  should  be  stricken  fom  the  Calendar  and  that  the 
day  following  the  2d  day  of  vSeptember,  1752  should  be  the  14th. 

6.  Time  before  the  adoption  of  the  Gregorian  Calendar  is  called 
Old  Style  (O.  S.),  and  time  since,  New  Style  (N.  S.).  In  Old  Style  the 
year  commenced  March  25,  and  in  New  Style  it  commences  January  1. 

7.     Russia  still  reckons  time  by  old  Style,  or  the  Julian  Calendar; 
hence  the  Russians  dates  are  now  12  days  behind  ours. 

8.  The  centuries  are  numbered  from  the  commencement  of  the 
Christian  era ;  the  months  from  the  commencement  of  the  year ;  the  days 
from  the  commencement  of  the  month,  and  the  hours  from  the  com- 
mencement of  the  day  (12  o'clock,  midnight.)  Thus,  May  23,  1890, 
9  o'clock  A.  M.,  is  the  9th  hour  of  the  23d  day  of  the  5th  month  of  the 
90th  year  of  the  19th  century. 


BROKER'S   CYCLOPEDIA 527 

CHAPTER  XXVII. 

1910  Census. 


1 — Census  of  United  States,  Porto 
Rico,  Hawaii,  Phillipines,  Guam.,  Samo 
and  Canal  Zone. 

2 — Census    iaoie    with     comparisons. 

3 — Cities  of  over  500,000  inhabitants. 

4 — Population  of  cities  from  100,000 
to    500,000. 


5 — Net  debt  per  capita. 

6 — The  difference  between  the  Pur- 
chasing Power  of  an  acre  from  1899 
to  1909. 

7 — Four  years  record  of  agricultural 
wealth. 


COST  OF  COUNTING  IN  THIRTEENTH  CENSUS  (1910) 
WAS  NEARLY  SIX  MILLION  DOLLARS. ' 

The  entire  cost  of  the  field  work  for  collecting  the  statistics  of 
population  and  agriculture  in  continental  United  States  at  the  census 
1910  was  about  $5,855,500.00 

In  1900  it  was  $4,267,394.00 

The  number  of  enumeration  districts  finally  established  in  con- 
tinental United  States  was  69,025. 

The  number  of  enumerators  employed  in  Continental  United 
United  States  1910  census  was  about  71,110. 

1 .    General  Summary. 

UNITED  STATES. 91,972,266 

PORTO  RICO  AND  HAWAII 1,429,885 

■     PHILIPPINES,  GUAM,  SAMOA,  CANAL  ZONE  .  .  .     7,697,849    ' 

TOTAL 101,100,000 


528 


THE   REAL   ESTATE 


2. 


Census  Table  with  Comparisons. 


STATES. 


The  United  States  (inclusiveof 
Alaska,  Hawaii  and  Porto 
Rico) 


Continental  United  States 


New  York 

Pennsylvania. . 

Illinois 

Ohio 

Texas 

Massachusetts. . 

Missouri 

Michigan 

Indiana 

Georgia 

New  Jersey 

California 

Wisconsin 

Kentucky 

Iowa 

North  Carolina. 
Tennessee 


Minnesota 

Virginia 

Mississippi 

Kansas 

Oklahoma 

Louisiana 

Arkansas 

South  Carolina 

Maryland 

West  Virginia 

Nebraska 

Washington 

Porto  Rico 

Connecticut 

Colorado 

Florida 

Maine 

Oregon 

South  Dakota 

North  Dakota 

Rhode  Island 

New  Hampshire 

Montana 

Utah 

Vermont 

District  of  Columbia. . 

New  Mexico 

Idaho 

Arizona 

Delaware 

Hawaii 

Wyoming 

Nevada 

Alaska 

Military  and  Naval. . 


1910 


1900 


77,256,630 


75,994,575 


9,113.614 

7,665,111 

5,638,591 

4,767,121 

3,896,542 

3.366,416 

3,293.335 

2,810,173 

2,700,876 

2,609,121 

2,537,167 

2,377,549 

2,333,860 

2,289,905 

2,224,771 

2,206,287 

2,184,789 

2,138,093 

2.075,708 

2.061,612 

1.797.114 

1.690,949 

1.657.155 

1.656,388 

1.574.449 

1.515,400 

1.295.346 

1,221.119 

1.192.214 

1,141.990 

1,118.012 

1,114,756 

799,024 

752.615 

742.371 

672.765 

583.888 

577.056 

542.610 

430.572 

376.053 

373.351 

355.956 

331,069 

327,301 

325,594 

204.354 

202..322 

191.909 

145.965 

81.875 

64,356 

55,606 1 


7,268,894 

6,302.115 

4.821.550 

4,157,545 

3,048,710 

2,805,346 

3,106.665 

2.420.982 

2.516.462 

2.216.331 

1,883,669 

1,485.053 

2.069,042 

2,147,174 

2,231,853 

1,893.810 

2.020,616 

1.828.697 

1.751,394 

1,854,184 

1.551,270 

1.470,495 

790.391 

1,381,625 

1,311.564 

1,340.316 

1,188.044 

958,800 

1.066.300 

518,103 

953,243 

908.420 

539,700 

528.542 

694,466 

413,536 

401,570 

319,146 

428,556 

411,588 

243,329 

276,749 

343,641 

278,718 

195,310 

161,772 

122,931 

184,735 

154.001 

92.531 

42.335 

63,592 

91,219 


1890 


62,979,766 


62,947,714 


6,003,174 
5,258,113 
3,826,352 
3,672,329 
2,235,527 
2,238,947 
2.679.185 
2.093.890 
2,192.404 
1,837.353 
1,444,933 
1.213.398 
1,693,330 
1,858,635 
1.912.297 
1,617.949 
1,767.518 
1.513.401 
1.310.283 
1,655.980 
1,289,600 
1,428,108 

258,657 
1,118,588 
1,128,211 
1,151,149 
1,042.390 

762.794 
1.062,656 

357,232 


746,258 
413,249 
391.422 
661.086 
317.704 
348,600 
190,983 
345,506 
376,530 
142,924 
210,779 
332,422 
230,392 
160,282 
88,548 
88,243 
168,493 


62.555 
47,335 
32,052 


INCREASE. 


1900  to  1910. 


Number.    I   P.C. 


1,844,720 
1,362.996 
817,041 
609,576 
847,832; 
561,070 
186,670 
389,191 
184,414 
392,790 
653,498 
892,496 
264.818 
142.731 
7.082 
312.477 
164.173 
309.396 
324.314 
207,428 
245,844 
220,454 
866,764 
263,038 
262,885 
175.084 
107.302 
262.319 
125.914 
623,887 


25.4 
21.6 
16.9 
14.7 
2y.8 
20.0 

6.0 
16.1 

7.3 
17.7 
34.7 
60.1 
12.7 

6.6 

0.3 
16.5 

8.1 
16.9 
18.5 
11.2 
15.8 
15.0 
109.7 
23.5 
20.0 
13.1 

9.0 

27.4 

11.8 

120.4 


206,336 

259,324 

224,077 

47.905 

259,229 

182.318 

257.910 

114.054 

18.984 

132,724 

96,602 

12,315 

52,351 

131,991 

163,822 

81,423 

17,587 


53,433 
39,540 
37,908 


22.7 
48.0 
42.4 

6.9 
62.7 
45.4 
80.8 
26.6 

4.6 
54.5 
34.9 

3.6 

18.8 

67.5 

101.3 

66.2 

9.5 
24.6 
77.6 
93.4 

1.2 


1890  to  1900. 


Number.      P.C, 


14,276,864     22.7 


13,046,861 


1,265,720 
1,044,002 
995,198 
485,216 
813,183 
566,399 
427,480 
327,092 
324,058 
378,978 
438,736 
271,655 
375,712 
288,539 
319,556 
275,861 
253,098 
315,296 
441,111 
198,204 
261,670 
42,3871 
531,734 
263,037 
183,353 
189.167  j 
145,645 
196,006 
3,644 
160,8711 


20.7 


21.1 
19.9 
26.0 
13.2 
36.4 
25.3 
16.0 
15.6 
14.8 
20.6 
30.4 
22.4 
22.2 
15.5 
16.7 
17.1 
14.3 
20.8 
33.7 
12.0 
20.31 

3.0i 
205.61 
23.5; 
16.3: 
16.4 
14.0 
25.7; 

0.3l 
45.  Oi 


RANK 

IN  POP- 

ULA- 

TION, 


19001890 


162,162 
126,451 
137,120 
33,380 
95,832 
52,970 
128,163 
83,050 
35,058 
100,405 
65,970 
11,219 
48,326 
35,028 
73,224 
34,688 
16,242 


21.7 
30.6 
35.0i 
5.0 
30.2 
15. 2| 

67.1: 

24.0 
9.3i 

70.3: 

31.3! 
3.4 
21.  Ol 
21. 9| 
82. 7  i 
39.3i 


29,976 
5,020 
81,540 


47.91 
10.6i 

98.41 


1 

2 

3 

4 

7 

6 

5 

9 

8 

12 

18 

22 

14 

11 

10 

16 

13 

17 

20 

15 

21 

19 

46 

25 

24 

23 

27 

28 

26 

34 


29 
31 
32 
30 
38 
37 
41 
35 
33 
44 
40 
36 
39 
43 
45 
48 
42 

47 
49 
69 


BROKER'S   CYCLOPEDIA 529 

3.  Cities  of  over  500,000  Inhabitants. 

1910 

New  York 4,766,883 

Chicago 2,185,283 

Philadelphia 1,549,008 

St.  Louis 687,029 

Boston 670,585 

Cleveland 560,663 

Baltimore 558,485 

Pittsburg 533,905 

4.  Population  of  Cities  from  100,000  to  500,000. 

Per  Cent 

Pop.  Increase 

Cities                                                                                1910  over  1900 

Albany,  N.  Y 100,253  6.5 

Atlanta,  Ga 154,839  72.3 

Baltimore,  Md 558,485  9.7 

Birmingham,  Ala 132,685  265 . 4 

Boston,  Mass 670,585  19 . 6 

Bridgeport,  Conn .* 102,054  43 . 7 

Buffalo,  N.  Y 423,715  20.2 

Cambridge,  Mass 104,839  14 . 1 

Chicago,  111 2,185,283  28.7 

Cincinnati,  0 364,463  11.8 

Cleveland,© 560,663  46.9 

Columbus,  O 181,548  44 . 6 

Dayton,  O 116,577  36.6 

Denver,  Colo .  .        213,381  59.4 

Detroit,  Mich.  .  .• 465,766  63.0 

Fall  River,  Mass 119,295  13.8 

Grand  Rapids,  Mich 112,571  28.5 

Indianapolis,  Ind 233,650  38 . 1 

Jersey  City,  N.  J 267,779  29.7 

Kansas  City,  Mo *       248,381  51.7 

Los  Angeles,  Cal 319,198  211 .5 

Louisville,  Ky 223,928  9.4 

Lowell,  Mass 106,294  11.9 

Memphis,  Tenn 131,105  28. 1 

Milwaukee,  Wis 373,857  31 .0 

Minneapolis,  Minn 301,408  48 . 7 

Nashville,  Tenn • 110,364  36.5 

Newark,  N.  J 347,469  41 . 2 

New  Haven,  Conn 133,605  23 . 7 

New  Orleans,  La 339,605  18 . 1 

New  York,  N.  Y 4,766,883  38 .  7 


530 THE  REAL  ESTATE 

Oakland,  Cal 150,174  124.3 

Omaha,  Neb 124,096  21.0 

Paterson,  N.  Y -. 125,600  19.4 

Philadelphia,  Pa 1,549,008  19.7 

Pittsburg,  Pa 533,905  18 . 2 

Portland,  Oregon 207,214  129 . 2 

Providence,  R.  I 224,326  ^  27.8 

Richmond,  Va 127,628  ,    50. 1 

St.  Louis,  Mo 627,029  19.4 

St.  Paul,  Minn 214,744  31.7 

San  Francisco,  Cal 416,912  21.6 

Scranton,  Pa 129,867  27.3 

Seattle,  Wash 237,194   "  194.0 

Spokane,  Wash .-. 104,402  183.3 

Syracuse,  N.  Y 137,249  26.6 

Toledo,. O 168,497  27.8 

Washington,  D.  C 331,069  18.8 

Worcestor,  Mass 145,986  23.3 

5.  Net  Debt  Per  Capita. 

Figures  giving  the  per  capitia  net  debt  for  cities  in  the  United  States, 
prepared  by  the  Census  Bureau,  show  that  at  the  close  of  1908  the  per 
capita  debt  of  New  York  was  $153.02. 

Cincinnati  $125.40. 

Boston  $114.63. 

The  large  cities  with  the  lowest  per  capita  debt  were: 

Detroit  $22.95. 

Milwaukee  $31.68. 

Johnstown,  P.a.,  with  a  debt  of  $9/71  per  capita,  is  lowest  in  the 
list. 

Of  the  cities  with  more  than  300,000  population  those  having  the 
largest  per  capita  payments  for  expenses  were: 

Boston  $25.50.    ' 

Washington  $25.73. 

New  York  city  $24.99. 

6.  Purchasing  Power— An  Acre— from  1899  to  1909. 

(From  the  Crop  Reporter) 

Representing  by  100  the  quantity  of  anything  which  could  be  pur- 
chased in  1899  with  the  value  a  farmer  could  take  off  one  acre  of  corn, 
wheat,  cotton,  etc. 

Then  the  relative  quantity  which  could  be  purchased  with  the 
value  of  one  acre  in  1909  was  as  follows: 

Kerosine  183;  coffee  157;  flour  130;  soap  164;  Dinner  plates,  164; 
hats  153,  and  shoes,  133. 

The  farmer's  crops  in  1909  was  72.7  per  cent  more  than  in  1899. 


BROKER'S  CYCLOPEDIA 531 

The  cost  of  articles  purchased  increased  about  12.1  per  cent. 

The  purchasing  power  of  the  produce  of  one  acre  in  1909  was  about 
54  per  cent  greater  than  the  purchasing  power  of  the  produce  of  an  acre 
in  1899.  An  acre  of  corn  showed  an  increase  of  60  per  cent  in  pur- 
chasing power,  wheat  91  per  cent,  cotton  48  per  cent. 

7.  A  Four  Years  Record  of  Agricultural  Wealth. 

1910  1909  1908  1907 

Corn $1,523,968,000  $1,652,822,000  $1,616,145,000  $1,340,446,000 

Wheat— Winter 413,575,000  459,154,000  410,330,000  361,217,000 

Wheat— Spring 207,868,000  270,292,000  206,496,000  193,220,000 

Oats 384,716,000  408,174,000  381,171,000  334,568,000 

Barley 93,785,000  93,971,000  92,442,000  102,058,000 

Rye 23,840,000  23,809,000  23,455,000  23,068,000 

Buckwheat 11,321,000  12,188,000  12,004,000  9,975,000 

Flaxseed 32,554,000  39,466,000  30,577,000  24,713,000 

Potatoes 187,985,000  206,545,000  197,039,000  183,880,000 

Hay 747,769,000  689,345,000  635,423,000  743,507,000 

Tobacco 91,459,000  95,719,000  74,130,000  76,234,000 

Rice 16,624,000  19,341,000  17,771,000  16,081,000 


FORM  OF  PARTNERSHIP  AGREEMENT. 

Articles  of  agreement  entered  into   at this day 

of ,19 by  and  between 

hereinafter  designated  as  the  first  party,  and hereinafter  designated  as  the 

second  party,  both  of Witnesseth : 

1.  Said  parties  agree  to  enter  into  a  partnership  for  the  purpose  of  engaging  in,  and  carrying 

on  a  general business  in  the  city  of under 

the  name  of 

2.  The  first  party  agrees  to  furnish  his  stock  of  goods,  now  located  at  his  present  hardware 

store  in and  said  second  party  agrees  to  contribute  $5,000.00 

in  cash  immediately  upon  the  signing  of  the  agreement,  said  stock  of  goods,  and  said  $5,000.00  to 
constitute  the  joint  capital  of  the  partnership. 

3.  Said  parties  agree  to  devote  their  entire  time  and  attention  to  the  interests  of  the  partner- 
ship business. 

4.  Said  parties  agree  to  .share  equally  the  losses  and  expenses  of  said  partnership,  and  at  the 
expiration  of  each  month  to  divide  equally  the  net  profits,  reserving  a  fund  sufficient  to  keep  the 
original  capital  intact. 

5.  Said  parties  agree  that  the  partnership  shall  continue  as  long  as  the  partners  shall  mutually 
so  desire.  In  the  event  of  either  party's  desiring  to  withdraw,  said  parties  agree  that  ea  h  shall 
choose  one  arbitrator,  the  two  thus  chosen  to  select  a  third,  who  shall  appraise  the  assets  of  the  firm 
and  divide  them  into  parts,  which  division  shall  be  accepted  as  final  by  the  parties  hereto.  And 
each  party  agrees  to  accept  the  portion  alloted  to  him  by  said  arbitrators. 

In  witness  whereof,  the  parties  hereto  have  set  their  hands  the  day  and  year  above  written. 

Signed : 


Signed  in  the  presence  of: 


532 THE   RE  A  L   ESTATE 

CHAPTER   XXVIII. 

Things  Worth  Knowing. 


1 —  What  not  to  say  and  what  to  say.  7 —    A    Few    Things    A    Real    Estate 


2 —  Nicknames  of  Cities,  States,   Ap- 
pellations  ects. 

3_Good  Will,  vs  111  will 

4 —  Keep  On  Talking. 

5 —  Things  to  To  Remember  In  Build- 
ing A  Home. 


6 —  Good   Advertising  Copy.  12 —   Receivers. 


Broker  Should  Know. 

8 —  Quotations   from    successful    busi- 
ness men. 

9 —  California  Headlines. 

10—  Headlines   (All   Sorts) 

11 —  General   Property   Restrictions. 


1 .    What  not  to  say  and  what  to  say.  ^ 

Don't  say,    "Between  you    and    I;"    it   should    be,   "Between  you 
and  me." 

Don't    say, "What    beautiful    bread!"    It    should    be,    "What   nice 
bread!" 

Don't  say,  "I  will  write,"  or,  "  I  will  be  there."     It  should  be,"I 
shall  write;"  "I  shall  be  there."  ., 

Don't  say,  "A  new  pair  of  shoes;"  it  should  be,  "A  pair  of  new 
shoes." 

Don't  say  "Restore  it  back  to  me;  it  should  be,  "Restore  it  to  me." 

Don't  say,  "I  seldom  or  ever  meet  her;"  it  should  be,  "  I  seldom 
meet  her." 

Don't  say,  "If  I  am  not  mistaken,"  it  should  be,  "If  I  mistake  not." 

Don't  say,  "Not  no  such  thing;"  it  should  be,  "Not  any  such  thing." 

Don  't  say,   "I  had  rather  walk;"  it  should  be,   "I  would  rather 
walk." 

Don't  say,  "Let  you  and  I;"  it  should  be,  "Let  you  and  me." 

Don't  say,   "Rather  warmish;"  it  should  be,   "Rather  warm." 

Don't  say,  "The  weather  is  hot;"  it  should  t>e,  "The  weather  is 
very  warm." 

Don't  say,  "What  a  nice  view!"  it  should  be,  "What  a  beautiful 
view!" 

Don't  say,  "Bred  and  born;"  it  should  be,  "Born  and  bred." 

Don't  say  "Says  1;"  it  should  be,  "I  said." 

Don't  say,  "I  ain't  or  "I  arn't;"  the  proper  expression  is,  "I  am 
not." 

Don't  say,  "If  I  was  him;"  it  should  be,  "If  I  were  he." 

Don't  say,  "I  have  less  friends  than  you;"  it  should  be,  I"  have 
fewer   friends    than   you." 

In  reply  to  the  question,  "Who  is  there,"  or  "Who  is  it?"  it  should 
be,  "I,"  or  ,"It  is  I;"  and  not  "Me"  or  ,"It  is  me." 

Don't  say,  "Whether  I  be  present  or  no;"  it  should  be,  Whether 
I    be   present  or  not." 


BROKER'S   CYCLOPEDIA 533 

Don't  say,  "I  had  better  go;"  it  should  be,  "It  were  better  that 

I   should   go." 

Don't  say,  "A  quantity  of  people;"  it  should  be,  "A  number  of 

people." 

Don't  say,  "vSix  weeks  back;"  it  should  be,  "Six  weeks  ago." 
Don't  say,  "A  new  pair  of  gloves;"  it  should  be,  "A  pair  of  new 

gloves." 

Don't  say,  "He  was  in  eminent  danger;"  it  should  be,  "He  was 

in  imminent  danger." 

Don't  say,   "Thinks  I  to  myself,"   "Thinks  I,"   "Says  I,"   "Says 

he;"  they  are  vulgarisms,  and  should  be  avoided. 

Don't  say,   "Direct  your  letter  to  me;"  it  should  be,    "Address 

your   letter   to   me." 

Don't  say,  "Because  why?"  it  should  be,  "Why?" 
*Don't  say,  "The  best  of  the  two;"  it  should  be,  "The  better  of 

the   two." 

Don't  say,  "There's  fifty;"  it  should  be,  "There  are  fifty." 

Don't  say,  "He  need  not  do  it,"  it  should  be,  "He  needs  not  do  it." 

Don't  say,  "It  was  spoke  in  my  presence;"  it  should  be,  "It  was 

spoken   in   my   presence." 

Don't  say,  "vShe  said,said  she;"  it  should  be,  "She  said." 

Don't  say,  "I  don't  think  so;"  it  should  be,  "I  think  not." 

Don't  say,  "My  clothes  have  grown  too  small  for  me;"  it  should 

be,  "I  have  grown  too  stout  for  my  clothes."     The  change  is  not  in 

your  clothes,  but  in  your  figure. 

Don't  say,  "On  either  side  of  the  street;"  it  should  be,  "On  each 

side   of   the   street." 

Don't  say,  "I  took  you  for  another  person;"  it  should  be,  "I  mis- 
took  you   for    another   person." 

Don't  say,  "Is  Mr.  Jones  in?"  it  should  be,  "Is  Mr.  Jones  within?" 
Don't  say,  "His  health  has  been  shook;"  it  should  be,  "His  health 

has   been   shaken." 

Don't  say,  "That  there  man;"  it  should  be,  "That  man." 

Don't  say,   "Somehow  or  another;"  it  should  be,   "vSomehow  or 

other." 

Don't  say,  Well,  I  don't  know;"  it  should  be,  "I  don't  know." 
Don't  say,  "Will  I  do  this  for  you?"  it  should  be,  "vShall  I  do  this 

for  you?" 

Don't  say,  "What  will  I  do?"  it  should  be,  "What  shall  I  do?" 
Don't  say,  "Following  up  a  principle;"  it  should  be,  "Guided  by 

a  principle." 

Don't  say,  "I  belong  to  the  Masonic  order;"  it  should  be,  "I  am  a 

member  of  the  Masonic^ order." 

Don't  say,  "I  enjoy  bad  health;"  it  should  be,  "My  health  is  not 

good." 

Don't  say,  "Better  nor  that;"  it  should  be,  "Better  than  that." 


534 THE  REAL  ESTATE 

Don't  say,  "Because  I  don't  choose  to;"  it  should  be,  "Because 
I   would  rather  not." 

Don't  say,  "We  think  on  you;"  it  should  be,  "We  think  of  you." 

Don't  say,  "We  called  at  William's;"  it  should  be,  "We  called  on 
William." 

Don't  say,  "By  this  means;"  it  should  be,  "By  these  means." 

Don't  say,   "All  that  was  wanting;"  it  should  be,   "All  that  was 
wanted." 

Don't  say,  "He  is  a  bad  statesman;"  it  should  be,  "He  is  not  a 
statesman." 

Don't  say,  "I  am  goings  over  the  bridge;"  it  should  be,  "1  am 
going    across    the    bridge." 

Don't  say,  "I  left  you  behind  at  Chicago;"  it  should  be,  "I  left  you 
at  Chicago." 

Don't  say,  "He  ascended  up  the  mountain;"  it  should  be,  "He 
ascended  the  mountain." 

Don't  say,  "A  beautiful  house  and  gardens;"  it  should  be,  "A 
beautiful  house  and  its  gardens." 

Don't  say,  "Mine  is  so  good  as  yours;"  it  should  be,  "Mine  is  as 
good  as  yours." 

Don't  say,  "Adequate  for;"  it  should  be,  "Adequate  to." 

Don't  say,  "Pure  and  unadulterated;"  that  is  repetition.  If  a 
thing  is  pure,   it  is  unadulterated. 

Don't  say,  "They  are  not  what  nature  designed  them;"  it  should 
be,  "They  are  not  what  nature  designed  them  to  be." 

Don't  say,  "How  do  you  do?"  it  should  be,  "How  are  you?" 

Don't  say,  "To  be  given  away  gratis;"  it  should  be,  "To  be  given 
away." 

Don't  say,  "I  acquit  you  from;"  it  should  be,  "I  acquit  you  of." 

Don't  say,  "He  is  coming  here;"  it  should  be,  "He  is  coming  hither." 

Don't  say,  "I  live  opposite  the  park;"  it  should  be,  "I  live  opposite 
to    the   park." 

Don't  say,  "The  want  of  wisdom,  truth  and  honor  are  more  vi- 
sible;" it  should  be,  "The  want  of  wisdom,  truth  and  honor  is  more 
visible." 

Don't  say,  "A  surplus  over  and  above;"  it  should  be,  "A  surplus." 

Don't  say,  "A  winter's  morning;"  it  should  be,  "A  winter,  or  win- 
try  morning." 

Don't  say,  "I  will  send  it  comfortable  to  your  orders;"  it  should 
be,  "I  will  send  it  comfortably  to  your  orders." 

Don't  say,  "This  ten  days  or  more;"  it  should  be,  "These  ten  days 
or    more." 

Don't  say,  "I  confide  on  you;"  it  should  be,  "I  confide  in  you." 

Don't  say,  "As  soon  as  ever;"  it  should  be,  "As  soon  as." 

Don't  say,  "I  differ  with  you;"  it  should  be,  "I  differ  from  you." 


BROKER'S   CYCLOPEDIA 535 

Don't  say,  "I  am  averse  from  that;"  it  should  be,  "I  am  averse 
to    that." 

Don't  say,  "The  very  best,"  or  "The  very  worst;"  it  should  be, 
"The   best,"    or    "The   worst." 

Don't  say,  "President  Garfield  was  killed  by  a  bullet;"  it  should 
be,   "President  Garfield  was  killed  with  a  bullet." 

Don't  say,  "No  one  hasn't  called;"  it  should.be,  "No  one  has 
called." 

Don't  say,  "I  won't  never  do  it  again;"  it  should  be,  "I  will  never 
do    it    again." 

Don't  say,  "I  am  conversant  about  it;"  it  should  be,  "I  am  con- 
versant  with   it." 

Don't *say,  "He  died  by  consumption;"  it  should  be,  "He  died  of 
consumption." 

Don't  say,  "The  effort  I  am  making  for  arranging  this  matter;" 
it  should  be,  "The  effort  I  am  making  to  arrange  this  matter." 

Don't  say,  "Your  obedient  humble  servant;"  it  should  be,  "Your 
obedient    servant. ' ' 

Don't  say,  "You  will  some  day  be  convinced;"  it  should  be,  "You 
will   one  day  be  convinced." 

Don't  say,  "I  am  going  on  a  journey;"  it  should  be,  "I  am  about 
(or  going)   to  make  a  journey." 

Don't  say,  "You  are  taller  than  me;"  it  should  be,  "You  are  taller 
than   I." 

Don't  say,  "You  are  mistaken;"  it  should  be,  "You  mistake." 

Don't  say,  "I  suspect  the  veracity  of  his  story;"  it  should  be, 
"I  doubt  the  truth  of  his  story." 

Don't  say,  "He  was  too  young  tt)  have  suffered  much;"  it  should 
be,  "He  was  too  young  to  suffer  much." 

Don't  say,  "I  hope  you'll  think  nothing  on  it;"  it  should  be,  "I 
hope  you'll  think  nothing  of  it." 

Don't  say,  "His  opinions  are  approved  of  by  all;"  it  should  be, 
"His  opinions  are  approved  by  all." 

Don't  say,  "Handsome  is  as  handsome  does;"  it  should  be,  "Hand- 
some is  who  handsome  does." 

Don't  say,  "In  case  I  succeed;"  it  should  be,  "If  I  succeed." 

Don't  say,  "They  loved  one  another;"  tt  should  be,  "They  loved 
each  other." 

Don't  say,  "The  cake  is  all  eat  up;"  it  should  be,/'The  cake  is  all 
eaten." 

Don't  say,  "The  river  is  all  froze  up;"  it  should  be,  "The  river 
is   frozen." 

Don't  say,  "A  large  enough  house;"  it  should  be,  "A  house  large 
enough." 

Don't  say,  "We  are  traveling  slow;"  it  should  be,  "We  are  travel- 
ing slowly." 


536 THE  REAL  ESTATE 

Don't  say,  "It  is  raining  hard;"  it  should  be,  "It  is  raining  fast." 
Don't  say,  "It  is  bad  at  the  best;"  it  should  be,  "It  is  very  bad." 
Don't  say,  "The  box  fell  on  the  floor;"  it  should  be,  "The  box  fell 

to  the  floor." 

Don't    say,    "Universall)-    beloved;"    or    "Universally    admired," 

it  should  be,  "Generally  beloved,  or  "Generally  admired." 

Don't  say,  "He  is  noways  to  blame;"  it  should  be,  "He  is  nowise 

to  blame." 

Don't  say,  "He  is  tall  in  comparison  to  her;"  it  should  be,  "He  is 

tall  in  comparison  with  her." 

Don't  say,  "I  went  for  to  see  him;"  it  should  be,  "I  went  to  see  him." 
Don't  say,  "As  I  take  it;"  it  should  be,  "As  I  understand,  it"  or, 

"As  I  see." 

Don't  say,  "He  jumped  off  the  platform;"  it  should  be,  "He  jumped 

from  the  platform." 

Don"t  say,  "A  man  of  eighty  years  of  age;"  it  should  be,  "A  man 

eighty  years  old." 

Don't  say,  "No  thank'ee;"  it  should  be,  "No,  I  thank  you." 
Don't  say,  "I  cannot  continue  without  farther  means;"  "I  cannot 

continue  withont  further  means." 

Don't  say,  "Put  your  money  in  your  pocket;"  it  should  be,  "Put 

your  money  into  your  pocket." 

Don't  say,  "I  thought  I  should  have  won  this  game;"  it  should  be, 

"I  thought  I  should  win  this  game." 

Don't  say,  "He  has  got  money;"  it  should  be,  "He  has  money." 
Don't  say,  "I  have  got  to  be  there;"  it  should  be,  "I  must  be  there." 
Don't  say,  "Have  you  saw;"  it  should  be,  "Have  you  seen." 
Don't  say,  "I  seen  him  do  it;"  it  should  be,  "I  saw  him  do  it." 
Don't  say,  "No  other  but;"  it  should  be,  "No  other  than." 
Don't  say,  "He  rose  up  from  his  chair;"  it  should  be,  "He  rose 

from  his  chair." 

Don't  say,  "I  knew  it  previous  to  his  telling  me;"  it  should  be, 

"I  knew  it  previously  to  his  telling  me." 

Don't  say,  "It  is  equally  of  the  same  value;"  it  should  be,  "It  is 

of   the  same  value." 

Don't  say,  "I  could  scarcely  believe  but  what;"  it  should  be,  "I 
'  could  scarcely  believe  but  that." 

Don't  say,  "It  pains  me  to  hear  that;"  it  should  be,  "I  am  pained 

to  hear  that."  . 

Don't  say,  "You  was  out  when  he  was  here;"  it  should  be,  "You 

were  out  when  he  was  here." 

Don't  say,  "Those  papers  I  hold  in  my  hand;"   it    should  be, 

"These  papers  I  hold  in  my  hand." 

Don't  say,  "She  was  a  woman  notorious  for  her  beauty;"  it  should 

be,  "She  was  a  woman  noted  for  her  beauty." 


BR  ORE  R'  S   CYCLOPEDIA 537 

Don't  say,  "I  do  so  every  now  and  then;"  it  should  be,  "I  do  so 
occasionally." 

Don't  say,  "In  its  primary  sense;"  it  should  be,  "In  its  primitive 
sense." 

Don't  say,  "Nobody  else  but  me;"  it  should  be,  "Nobody  but  me." 

Don't  say,  "He  fell  down  from  the  roof;"  it  should  be,  "He  fell 
from  the  roof." 

Don't  say,  "Except  I  am  detained;"  it  should  be,  "Unless  I  am  de- 
tained." 

Don't  say,  "What  may,  or  might  your  name  be;?"  it  should  be, 
"What  is  your  name?" 

Don't  say,  "She  was  a  woman  celebrated  for  her  wickedness;"  it 
should  be,  "She  was  a  woman  notorious  for  her  wickedness." 

Don't  say,  "His  health  was  drunk  with  enthusiasm;"  it  should  be, 
"His  health  was  drunk  enthusiastically." 

Don't  say,  "I  find  him  clothes;"  it  should  be,  "I  provide  him  with 
clothes." 

Don't  say,  "He  stands  six  foot  high;"  it  should  be,  "He  is  six  feet 
high." 

Don't  say,  "A  heavy  blow  is  this  to  him;"  it  should  be,  "This  is 
a  heavy  blow  to  him." 

Don't  say,  "The  two  first,  the  three  first  etc.;"  it  should  be,  "The 
first  two,  the  first  three, etc." 

Don't  say,  "The  first  of  all,"  "The  last  of  all;"  it  should  be,  "The 
first,"  "The  last." 

Don't  say,  "The  then  Government;"  it  should  be,  "The  Govern- 
ment of  that  time." 

Don't  say,  "For  ought  I  know;"  it  should  be,  "For  aught  I  know." 

Don't  say,  "Two  couples;"  it  should  be,  "Four  persons." 

Don't  say,  "Before  I  do  that  I  must  first  ask  leave;"  it  should  be, 
"Before  I  do  that  I  must  ask  leave." 

Don't  say,  "The  latter  end  of  the  year;"  it  should  be,  "The  close 
of  the  year." 

Don't  say,  "I  never  dance  whenever  I  can  help  it;"  "it  should  be 
"I  never  dance  when  I  can  help  it." 

Don't  say,  "The  observation  of  the  rule;"  it  should  be,  "The  ob- 
servance of  the  rule." 

Don't  say,  "To  get  over  this  trouble;"  it  should  be,  "To  overcome 
this  trouble." 

Don't  say,   "He  died  from  negligence;"  it  should  be,   "He  died 
from  neglect." 

Don't  say,  "He  is  a  very  rising  person;"  it  should  be,  "He  is  rising 
rapidly." 

Don't  say,  "I  expected  to  have  found  you;"  it  should  be,  "I  ex- 
pected to  find  you." 

Don't  say,  "I  said  .so  over  again;"  it  should  be,   "I  repeated  it." 


538 ' THE  REAL  ESTATE 

Don't  say,  "Will  you  enter  in?"  it  should  be,  "Will  you  enter?" 

Don't  say,  "Undeniable  reference;"  it  should  be,  "Unexception- 
able reference." 

Don't  say,    "Undisputable  proofs;"   it  should  be,    "Indisputable 
proofs." 

Don't  say,    "The  subject-matter  of  controversy;"   it  should    be 
"The  subject  of  controversy." 

Don't  say,  "Whatsomever;"  it  should  be,  "Whatsoever." 

Don't  say,  "When  he  was  come  back;"  it  should  be,  "Had  come 
back." 

Don't  say,  "Two  spoonsful  of  sugar;"  it  should  be,  "Two  spoon- 
fuls of  sugar." 

Don't  say,  "Was  you  talking  just  now?"  it  should  be,  "Were  you 
talking  just  now?" 

Don't  say,  "Him  and  me  went  together;"  it  should  be,  "He  and  I 
went  together." 

Don't  say,  "He  has  went  home;"  it  should  be,  "He  has  gone  home." 

Don'  t  say,  "I  intend  to  summons  him;"  it  should  be,  "I  intend 
to  summon  him." 

Don't  say,   "She  is  now  forsook  by  her  friends;"  it  should    be, 
"She  is  now  forsaken  by  her  friends." 

Don't  say,  "Who  done  it;"  it  should  be,  "Who  did  it?" 

Don't  say,  "Who's  got  my  book?"  it  should  be,  "Who  has  my  book?" 

Don't  say,  "I  have  rode  ten  miles  to-day;"  it  should  be,  "I  have 
ridden  ten  miles  to-day." 

Don't  say,  "Set  down;"  it  should  be,  "Sit  down." 

Don't  say,  "Have  you  lit  the  fire?"  it  should  be,  "Have  you  lighted 
the  fire?" 

Don't  say,  "The  rigid  observation  of  the  rule;"  it  should  be,  "The 
rigid  observance  of  the  rule." 

Don't  say,  "I  have  always  gave  him  good  advice;"  it  should  be, 
"I  have  always  given  him  good  advice." 

Don't  say,  "Have  you  seen  the  Miss  Browns  yet?"  it  should  be 
"Have  you  seen  the  Misses  Brown  yet?" 

j     Don't  say,   "French  is  spoke  in  polite    society;"    it    should    be, 
"French  is  spoken  in  polite  society." 

Don't  say,  "He  is  now  very  decrepid;"  it  should  be,  "now  very 
decrepit." 

Don't  say,  "You  have  drank  too  much;"  it  should  be,  "You  have 
drunk  too  much." 

Don't  say,  "He  has  broke  a  window;"  it  should  be,  "He  has  bro- 
ken a  window." 

Don't  say,  "Who  do  you  mean?"  it  should  be,  "Whom  do  you 
mean?" 

Don't  say,  "It  was  them  who  did  it;"  it  should  be,  "It  was  they 
who  did  it." 


BROKER'S   CYCLOPEDIA  539 

Don't  say,  "It  is  me  who  am  in  fault;"  it  should  be,  "It  is  I  who 
am  in  fault." 

Don't  say,  "If  I  was  rich,  I  would  do  this;"  it  should  be,  "If  I 
were  rich,  I  would  do  this." 

Don't  say,  **It  is  surprising  the  fatigue  he  undergoes;"  it  should 
be,  "The  fatigue  he  undergoes  is  surprising." 

Don't  say,  "I  propose  going  to  the  play  to  night;"  it  should  be, 
"I  purpose  going  to  the  play  to  night.'" 

Don't  say,  "He  knows  little  or  nothing  of  the  matter;"  it  should 
be,  "He  knows  little,  if  anything,  of  the  matter." 

Don't  say,  "He  is  condemned  to  be  hung;?'  it  should  be,  "He  is 
condemned  to  be  hanged." 

Don't  say,  "We  conversed  together  on  the  subject;"  it  should  be, 
"We  conversed  on  the  subject." 

Don't  say,  "He  had  sank  before  we  could  reach  him;"  it  should  be, 
"He  had  sunk  before  we  could  reach  him;" 

Don't  say,  "His  loss  shall  be  long  regretted;"  it  should  be,  "His 
loss  will  be  long  regretted." 

Don't  say,  "I  had  rather  go  now;"  it  should  be,  "I  would  rather 
go  now." 

Don't  say,  "He  speaks  distinct;"  it  should  be,  "He  speaks  dis- 
tinctly." 

Don't  say,  "We  laid  down  to  sleep;"  it  should  be,  "We  lay  down 
to  sleep." 

Don't  say,  "Let  it  be  never  so  good;"  it  should  be,  "Let  it  be  ever 
so  good." 

Don't  say,  "He  is  known  through  the  land;"  it  should  be,  "He  is 
known  throughout  the  land." 

Don't  say,  "I  lost  near  ten  dollar;"  it  should  be,  "I  lost  near 
ten  dollars." 

Don't  say,  "I  grow  vegetables;"  it  should  be,  "I  raise  my  vege- 
tables." 

Don't  say,  "She  was  endowed  with  a  fondness  for  music;"  it  should 
be,  "She  was  endued  with  a  fondness  for  music." 

Don't  say,  "He  was  .now  retired  from  public  life;"  it  should  be 
"He  had  now  retired  from  public  life." 

Don't  say,  "As  far  as  I  am  able  to  judge;"  it  should  be,  "So  far  as 
I  am  able  to  judge." 

Don't  say,  "Who  did  you  inquire  for?"  it  should  be,  "For  whom 
did  you  inquire?" 

Don't  say,  "Such  another  mistake;"  it  should  be,  "Another  such 
mistake." 

Don't  say,  "I  shall  call  upon  him;"  it  should  be,  "I  shall  call  on  him." 

Don't  say,  "He  combined  together  these  facts;"  it  should  be,  "He 
combined  these  facts." 


540  THE   REAL   ESTATE 


Don't  say,    "He  covered  it  over  with  earth;"  it  should  be   "He 

covered  it  with  earth." 

Don't  say,  "I  acquiesce  with  you;"  it  should  be,  "I  acquiesce  in 

your  proposal,  or  in  your  opinion." 

Don't  say,  "He  did  it  unbeknown  to  us;"  it  should  be,  "He  did  it 

unknown  to  us." 

Don't  say,  "I  fear  I  shall  discommode  you;"  it  should  be,  "I  fear 

I  will  discommode  you." 

Don't  say,  "I  could  not  forbear  from  doing  it;"  it  should  be,  "I 

could  not  forbear  doing  it." 

Don't  say,  "He  is  a  man  on  whom  you  can  confide;"  it  should  be, 

''He  is  a  man  in  whom  you  can  confide." 

Don't  say,  "I  can  do  it  equally  as  well  as  he;"  it  should  be  "I  can 

do  it  as  well  as  he." 

Don't  say,  "I  am  thinking  he  will  soon  arrive;"  it  should  be,  "I 

think  he  will  soon  arrive. 

Don't  say,  "He  was  obliged  to  fly  the  country;"  it  should  be,  "He 

was  obliged  to  flee  the  country." 

Don't  say,  "You  have  no  call  to  be  vexed  with  me;"  it  should  be, 

"You  have  no  occasion  to  be  vexed  with  me." 

Don't  say,  "A  house  to  let;.'  it  should  be,  "A  house  to  be  let." 
Don't  say,    "Before  I  do  that  I  must  first  be  paid;"  it  should  be, 

"Before  I  do  that  I  must  be  paid." 

Don't  say,  "He  has  gotten  over  his  sickness;"  it  should  be,  "He 

has  recovered  from  his  sickness." 

Don't  say,  "A  couple  of  dollars;"  it  should  be,  "Two  dollars."  A 

union  of  two  objects  is  implied  by  the  word  couple. 

Don't  say,  "You  are  like  to  be;"  it  should  be,  "You  are  likely  to  be." 

Don't  say,  "All  over  the  land;"  it  should  be,  "Over  all  the  land." 

Don't  say,  "At  best;"  it  should  be,  "At  the  best." 

Don't  say,  "I  shall  fall  down;"  it  should  be,  "I  shall  fall." 

Don't  say,  "Do  you  mean  to  come?"  it  should  be,  "Do  you  intend 

to  come?" 

Don't  say,  "Either  of  the  three;"  it  should  be,  Any  of  the  three." 

Don't  say,  "They  both  met;"  it  should  be,  "They  met." 

Don't  say,  "From  hence;"  it  should  be,  "Hence." 

Don't  say,  "From  thence;"  it  should  be,  "Thence." 

Don't  say,  "From  here  to  there;"  it  should  be,  "From  this  place 

to  that." 

Don't  say,  "Either  of  them  are;"  it  should  be,  "Each  of  them  is." 
Don't  say,  "A  most  perfect  work;"  it  should  be,  "A  perfect  work." 
Don't  say,  "The  other  one,"  or  "Another  one;"  it  should  be,  "The 

other,"  or,  "Another." 

Don't  say,  "From  now;"  it  should  be,  "From  this  time." 
Don't  say,  "My  every  hope;"  it  should  be,  "All  my  hopes." 
Don't  say,  "For  good  and  all;"  it  should  be,  "Forever." 


BROKER'S  CYCLOPEDIA 541 

Don't  say,  "He  lives  at  Rome;"  it  should  be,  "He  lives  in  Rome." 

Don't  say,  "I  am  coming  to  your  house;"  it  should  be,  "I  am 
going  to  your  house." 

Don't  say,  "I  suspicioned  him;"  it  should  be,  "I  suspected  him." 

Don't  say,  "Where  do  you  come  from?"  it  should  be,  "Whence  do 
you  come?" 

Don't  say,  "They  mutually  loved  each  other;"  it  should  be,  "They 
loved  each  other." 

Don't  say,  "I  knew  him  some  six  years  ago;"  it  should  be,  "I  knew 
him  six  years  ago." 

Don't  say,  "Of  two  evils  choose  the  least;"  it  should  be,  "Of  two 
evils  choose  the  less." 

Don't  say,  "If  I  were  her,  I  would  do  it;"  it  should  be,  "If  I  were 
she,  I  would  do  it." 

2.    Nicknames  of  Cities  and  States,  Appellations,  etc.,  etc., 

ACADEMIC  CITY.— A  name  for  Worcester,  Mass.,  in  allusion  to 
its  numerous  educational  institutions. 

ADIRONDACKS. — A  group  of  the  Appalachian  Mountain  System 
in  New  York  State,  from  the  Iroquois  name  of  the  Algonkians,  meaning 
"he  eats  Bark." 

ALABAMA. — So  called  from  its  river  Alabama,  meaning  in  Indian 
"here  we  rest." 

ALBION,  NEW. — A  name  formerly  applied  to  the  west  coast  of 
North  America;  now  included  in  the  states  of  Oregon  and  Washington. 

ALMIGHTY  DOLLAR. — Personification  of  the  supposed  object 
of  American  idolatry.  The  expression  originated  with  Washington 
Irving. 

APPALACHIAN  SYSTEM.— The  mountain  chain  extending  from 
Alabama  to  Quebec  Canada,  Nearly  1 300  Miles :  highest  peak,  Mitchell 
high  Peak  Yancey  County,  N.  C,  6,  888  feet.  The  raage  includes  the 
White  Mountains,  New  Hampshire;  Green  Mountains,  Vermont;  Adir- 
ondacks.  New  York;  Alleghenies,  Pennsylvania;  Blue  Ridge,  Virginia; 
Black  Mountains,  North  Carolina. 

ATHENS  OF  AMERICA:— A  name  sometimes  applied  to  Boston, 
Mass.,  on  account  of  its  culture. 

ARKANSAS. — An  Indian  name  meaning  "Bow  Indians,"  expert 
with  arrows.     See  Bear  State. 

BADGER  STATE.— Nickname  for  Wisconsin  on  account  of  the 
badgers  there. 

BALTIMORE.— See  Monumental  City. 

BARNBURNERS.— Nickname  of  Anti- Renters  in  New  York 
State,  who  fired  barns  on  patroon  estates.  Also  name  of  a  Democratic 
faction  in  that  State  in  1842  opposed  to  the  Hunkers  and  extension  of 
slavery. 


542 THE   REAL   ESTATE 

BATTLE  OF  THE  KEGS.— Title  of  a  mock-heroic  poem  by 
Francis  Hopkinson  (1737-1791.)  founded  on  the  Revolutionary  incident 
of  the  Americans  letting  loose  in  the  Delaware  River  a  number  of  charged 
kegs  against  the  English  shipping  at  Philadelphia. 

BAYOU  STATE. — Nickname  for  Mississippi,  on  account  of  its 
bayous. 

BAY  STATE. — Popular  name  for  Massachussetts,  because  once  the 
colony  of  Massachussetts  Bay. 

BEAR  STATE. — Nickname  for  Arkansas,  from  the  number  of 
bears  once  there. 

BIG  BEND  STATE. — Nickname  for  Tennessee,  on  account  of  the 
big  bend  in  its  river. 

BLACK  MAN. — Designation  for  the  devil  in  New  England  witch- 
craft times. 

BLUE  HEN'S  CHICKENS,  THE.— Cant  name  for  state  of  Dela- 
ware. One  captain  Caldwell  raised  game  cocks  on  the  theory  that  none 
could  be  good  unless  the  mother  was  a  blue  hen.  Hence  for  his  breed 
was  substituted  the  expression  "Blue  Hen's  Chickens." 

BLUE  LIGHTS.— Certain  Federalists  during  the  War  of  1812, 
who  were  charged  with  secretly  signaling  British  vessels  with  a  system 
of  blue  lights. 

BOSTON  MASSACRE.— Attack  of  part  of  the  British  garrison 
upon  a  street  crowd  in  Boston,  March  5,  1770,  by  which  several  were 
killed  and  wounded. 

BOSTON  TEA  PARTY.— Popular  name  for  the  party  distinguished 
as  Indians,  which  boarded  the  British  vessel,  December  13,  1773,  in 
Boston  Harbor,  and  threw  the  cargo  of  tea  overboard. 

BROOK-FARM  COMMUNITY.— A  socialistic  society,  started  in 
1841  at  West  Roxbury,  Mass.  Dissolved  1847. 

BROTHER  JONATHAN.— A  humorous  designation  for  the  col- 
lective people  of  the  United  States,  said  to  have  originated  from  Wash- 
ington's reference  to  Jonathan  Trumbull,  Governor  of  Connecticut,  as 
"Brother  Jonathan." 

BUCKEYE  STATE.— Nickname  for  Ohio,  from  the  buckeye  trees 
which  abound  there. 

BUTTERNUTS.— Nickname  of  the  Confederates  in  the  civil  war, 
from  the  color  of  their  clothes  resembling  the  shell  of  the  butter  nut. 

CALIFORNIA. — In  Spanish  the  name  signifies  "abundance  of 
gold."     See  Golden  State. 

CASTLE  GARDEN.— Battery  Park.  New  York  City,  originally 
Castle  Clinton,  built  orignally,  1807;  successively  a  fort,  place  of  enter- 
tainment and  landing  place  for  immigrants;  now  an  aquarium. 

CENTENNIAL  STATE.— Popular  name  of  Colorado,  because 
admitted  in  1876. 


BROKER'S   CYCLOPEDIA 543 

CINCINNATI. — A  society  established  in  the  United  States  to  per- 
petuate the  friendship  of  officers  of  the  Revolutionary  Army  and  relieve 
the  widows  and  orphans  of  those  killed. 

CINCINNATI.  -  See  Porkopolis. 

CITY  aF  BROTHERLY  LOVE.— Philadelphia,  Pa.,  is  some- 
times so-called  from  the  literal  meaning  of  its  name. 

CITY  OF  CHURCHES.— A  popular  name  for  Brooklyn,  N.  Y., 
on  account  of  its  numerous  churches. 

CITY  OF  ELMS. — Popular  name  for  New  Haven,  Conn.,  on  ac- 
count of  the  Elm  Trees  which  shade  its  streets. 

CITY  OF  MAGNIFICIENT  DISTANCES.— Popular  name  of 
Washington,  D.  C,  because  it  is  laid  out  on  a  large  and  grand  scale. 

CITY  OF  SPINDLES.— Popular  name  of  Lowell,  Mass.,  on  account 
of  the  extent  of  its  cotton  manufactures. 

CITY  OF  STRAITS.— Popular  designation  of  Detroit,' Mich.,  from 
its  location  on  the  strait  joining  Lakes  St.  Clair  and  Erie,  Detroit  is 
French  for  "Strait," 

CLAYTPN-BULWER  TREATY.— July  4,  1850,  between  the 
United  States  and  Great  Britian,  provided  that  neither  country  should 
have  exclusive  control  of  any  inter-oceanic  canal  in  Central  America, 
or  erect  fortifications  in  the  country. 

COLORADO.— Named  after  the  Colorado  or  "bloody  river"  in 
Indian.     See  Centennial  State. 

CONNECTICUT. — Indian  name  for  its  main  stream,  "long  river." 
See  Nutmeg  State  and  Land  of  Steady  habits. 

CORN-CRACKER.— Nickname  for  state  of  Kentucky.  The  in- 
habitants are  often  called  "corn  crackers." 

CRADLE  OF  LIBERTY.— Popular  designation  of  Faneuil  Hall, 
Boston,  as  the  place  where  the  Revolutionary  orators  were  accustomed 
to  meet  and  speak. 

CREOLE  STATE. — Nickname  of  Louisiana,  in  which  there  are 
many  Creoles,  or  descendants  of  French  and  Spanish  settlers. 

CRESCENT  CITY.— Popular  name  for  New  Orleans,  because  found- 
ed on  a  bend,  or  crescent,  on  the  Mississippi  River. 

DARK  AND  BLOODY  GROUND.— Nickname  for  Kentucky, 
from  the  former  fierce  contest  between  whites  and  Indians. 

DEAD  RABBIT  RIOTS.— Outbreak  in  the  Bowery  and  Five 
Points,  New  York  City,  July  4-5,  1851,  between  gangs  known  as  "Dead 
Rabbits"  and  "Boney  Boys." 

DEATH  VALLEY.— A  valley  noted  as  fatal  to  life,  in  Inyo  County, 
California,  between  Amargosa  and  Panamint  Mountains. 

DELAWARE.— Named  after  Lord  De  la  War.  See  Blue  Hen's 
Chickens  and  Diamond  State. 

DEMARCATION  POINT.— The  arctic  ocean  at  the  Boundary 
between  Alaska  and  British  North  America,  at  Longitude  141  degrees 
west. 


544  THE   REAL   ESTATE 

DIAMOND  STATE.— Nickname  for  Delaware,  fom  its  shape. 

DIXIE. — An  imaginary  place  in  the  Southern  States,  celebrated 
in  negro  melody  as  a  kind  of  Paradise.  Also  a  collective  designation  of 
the  Southern  States. 

DOE,  JOHN. — A  sham  plaintiff  in  ejectment  actions,  coupled  with 
Richard  Roe  as  defendant. 

DORR'S  REBELLION.— The  attempt  to  extend  suffrage  in 
Rhode  Island  (1842)  against  charter  restrictions. 

DRY  TORTUGAS.— An  island  in  Monroe  County,  Florida,  west  of 
Florida  Keys,  on  which  are  two  lighthouses  and  a  military  prison. 

EASTERN  SHORE.— Those  parts  of  Virginia  and  Maryland  lying 
east  of  the  Chesapeake  Bay,  noted  for  fruits  and  oysters. 

EAST  RIVER  BRIDGE.— The  new  bridge  over  the  East  river, 
New  York,  opened  for  traffic  December  19,  1903. 

•    EGYPT. — Nickname  for  the  southern  part  of  Illinois,  in  the  neigh- 
borhood of  Cairo. 

EMPIRE  STATE.— New  York  State  is  sometimes  so-cklled  from 
its  being  the  first  state  of  the  Union  in  population  and  wealth. 

EMPIRE  STATE  OF  THE  SOUTH, .  .Georgia  is  so-called  from  its 
eminence  among  Southern  States. 

EVERGLADES. — The  extensive  swamp  regions  of  Florida. 

EXCELSIOR  STATE.— The  State  of  New  York,  so-called  from 
the  motto  "Excelsior"  on  its  coat-of-arms. 

EXPOUNDER  OF  THE  CONSTITUTION.— A  title  conferred  on 
Daniel  Webster  (1782-1852)  for  his  elaborate  exposition  of  the  Federal 
Constitution. 

EXPUNGING  RESOLUTION.— A  resolution  adopted  by  the 
United  States  Senate,  March  16,  1837,  cancelling  the  resolution  of 
March  28,  1831,  charging  President  Jackson  with  unconstitutional 
practices. 

FATHER  OF  AMERICA.— Sobriquet  of  Samuel  Adams,  the 
Revolutionary  orator. 

FATHER  OF  THE  COUNTRY.— An  appellation  popularly  con- 
ferred in  America  on  George  Washington. 

FATHE'RS  OF  WATERS.— A  popular  name  of  the  Mississippi 
River,  on  account  of  its  great  length  and  numerous  tributaries. 

FLORIDA,,— See  peninsular  State  and  Land  of  Flowers. 

FLOUR  CITY. — Nickname  for  Rochester,  N.  Y.,  from  its  numerous 
flour  mills. 

FLOWER  CITY.— Springfield,  111.,  is  often  so-called  from  its  pic- 
turesque environs. 

FOREvST  CITY.— Cleveland,  Ohio;  Portland,  Me.,  and  Savanah, 
Ga.,  are  frequently  so  designated. 

FREESTONE  STATE.— An  appellation  to  Connecticut,  from  its 
freestone  quaries. 


BROKER'S   CYCLOPEDIA  545 


GARDEN  CITY. — Popular  name  for  Chicago,  probably  from  the 
motto  on  its  seal — "Urbs  in  Horto,"  city  in  a  gorden. 

GARDEN  OF  THE  GODS.— A  valley  in  El  Paso  County,  Colorado, 
covered  with  isolated  and  fantastically  eroded  rocks  and  curious  im- 
itative forms. 

GATE  CITY. — Savannah,  Ga.,  from  its  strategical  importance. 

Keokuk,  Iowa,  is  also  so  called  from  its  location  at  the  foot  of  the 
Mississippi  rapids.  |^l!  ^ '  I  \,  * 

GATES  OF  THE  ROCKY  MOUNTAINS.— The  gorge  of  the 
Missouri  River,  near  Helena,  Mont. 

GEM  OF  THE  MOUNTAINS.— Nickname  for  the  State  of  Idaho. 

GENEVA  AWARD.— The  findings  and  decision  of  the  tribunal 
of  arbitration  sitting  at  Geneva,  Switzerland,  which,  in  1872,  adjudged 
that  Great  Britian  should  pay  to  the  United  States  $15,000,000  for  dam- 
age done  to  American  commerce  during  the  Civil  War  by  Confederate 
cruisers  built,  equipped  and  manned  in  British  ports. 

GEORGIA.— Name  from  George  II.  See  Empire  State  of  the 
South. 

GNADENBRUTTEN  MASSACRE.— The  killing  of  Indian  con- 
verts by  Ohio  volunteer  militia,  March,  1782. 

GOLDEN  STATE.— Nickname  for  California,  from  its  gold. 

GOOD  GRAY  POET.— A  name  bestowed  by  his  admirers  on  the 
American  poet,  Walt  Whitman. 

GOPHER  STATE.— A  nickname  for  Minnesota,  from  the  animal. 

GOTHAM. — Popular  name  for  New  York  City.  First  applied  in 
Irving's  "Salmagundi,"  and  borrowed  from  the  English  nursery  rhyme 
of  "The  Merry  Take  of  the  Men  of  Gotham,"  who  were  proverbial  for 
their  follies. 

GRANITE  STATE.— Popular  name  for  New  Hampshire,  on  account 
of  its  granite  hills. 

GREEN  MOUNTAIN  STATE.— Popular  name  for  Vermont— 
"verd,"  green,  and  "mont"  mount. 

GREENWOOD,  GRACE.— Pen-name  of  Sarah  Jane  Lippincott 
(nee  Clarke,)  a  noted  American  authoress. 

GULF  STREAM.— That  vast  ocean  current  flowing  from  the 
direction  of  the  Gulf  of  Mexico  northward  along  the  Atlantic  coast  of  the 
United  States,  then  diverted  westward  by  Newfoundland  toward  Great 
Britian  and  Scandinavia. 

HARTFORD  CONVENTION.— The  meeting  of  delegates  from 
New  England  States  to  oppose  President  Madison's  war  policy.  They 
were  accused  of  plotting  disunion. 

HAWKEYE  STATE.— Nickname  for  the  State  of  Iowa. 

HAY-BUNAU-VARIULA  TREATY.— The  treaty  negotiated  be- 
tween the  United  States  and  the  New  State  of  Panama  (1903,)  relative  to 
Right  of  way  for  the  Panama  Canal  across  the  isthmus. 


546  T  H  E  R  E  A  L   ESTATE 

HELL  GATE.— The  narrow  channel  of  East  River,  New  York, 
formerly  very  dangerous.     Rock  removed  in  1885. 

HONEST  ABE. — A  sobriquet  of  Abraham  Lincoln,  sixteenth 
President  of  the  United  States. 

HOOSIER  STATE.— Nickname  for  the  State  of  Indiana.  Origin 
not  known. 

HUB  OF  THE  UNIVERSE.— A  burlesque  designation  of  Boston, 
originating  with  Dr.  Oliver  Wendell  Holmes. 

IDAHO. — See  Gem  of  the  Mountains. 

ILLINOIS. — From  a  confederation  of  Indian  tribes,  meaning 
"superior  men. "     See  prairie  State  and  Sucker  State. 

INDIANA. — Probably  from  the  word  Indian.    See   Hoosier   State. 

IOWA. — From  an  Indian  designation  meaning  "sleepy  ones." 
See  Hawkeye  State. 

IRON  CITY.— Nickname  for  Pittsburg,  Pa.,  on  account  of  its 
iron  manufactures. 

KANSAS. — From  Indian  name  of  the  Kansas  River,  meaning 
"smokv  water." 

KENTUCKY. — From  the  Indian  name  of  its  principal  river.  See 
Corn  Cracker  and  Dark  and  Bloody  Ground. 

KEYSTONE  STATE.— A  name  given  to  Pennsylvania;  as  the 
middle  of  the  arch  composed  of  the  thirteen  original  states. 

KING  COTTON.— Personification  of  the  chief  staple  of  the  Southern 
States.  James  H.  Hammond  of  South  Carolina,  used  the  expression 
"Cotton  is  King"  in  a  speech  in  the  United  States  Senate,  March  4,  1858. 

KITCHEN  CABINET.— Derisive  title  bestowed  by  the  Whigs 
on  the  coterie  of  secret  advisers  of  President  Jackson  because  they 
called  on  him  by  the  back  door. 

KRISS-KRINGLE.— The  Dutch  equivalent  of  vSt.  Nicholas  and 
Santa  Claus,  and  Christmas  benefactors  of  children. 

KU-KLUX-KLAN. — A  secret  society  formed  in  the  Southern 
States,  whose  object  was  to  prevent  negroes  and  northern  immigrants 
from  holding  political  control. 

LAKE  OF  THE  CLOUDS.— A  lake  in  New  Hampshire,  so-called 
from  its  elevation,  5,053  feet  above  the  sea  level. 

LAKE  STATE. — Popular  name  for  the  state  of  Michigan  which 
borders  on  Huron,  Erie,  Michigan  and  Superior. 

.     LAND   OF   FLOWERS.— The  meaning  of  the   word   Florida,   a 
name  conferred  on  its  discovery  by  Ponce  De  Leon,  1512. 

LAND  OF  STEADY  HABITS.  — A  designation  of  Connecticut, 
from  the  characteristics  of  its  people. 

LIBBY  PRISON.— The  notorious  military  prison  at  Richmond,  Va., 
during  the  Civil  War,  formerly  a  tobacco  warehouse. 

LIGHT  HORSE  HARRY.— A  popular  sobriquet  conferred  on  Gen. 
Henry  Lee  (1750-1818,)  an  American  cavalry  officer  during  the  Rev- 


B  R  OKER'S   CYCLOPEDIA  547 

olution,    who   distinguished   himself  by  rapid   marches'  through      the 
Carolinas. 

LITTLE  RHODY.— A  popular  designation  of  Rhode  Island, 
smallest  State  in  the  Union. 

LONE  vSTAR  vSTATE.— Appellation  of  the  State  of  Texas,  from  the 
device  on  its  coat-of-arms. 

LOUISIANA.— So  named  from  Louis  XIV  of  France.  See  Creole 
State. 

LUMBER  STATE.— The  State  of  Maine  is  frequently  so  designated 
for  its  lumber. 

MAINE. ..It  means  "mainland;"  that  portion  of  New  England 
granted  by  Charles  1  to  Ferdinand  Gorges,  See  Pine  Tree  State  and 
Lumber  State. 

MAN  IN  THE  MOON.— The  dark  spots  in  the  moon  to  which 
superstition  ascribes  the  figure  of  a  man  bearing  brushwood  on  a  fork. 
Numbers  xv :  32-36,  is  doubtless  accountable  for  the  origin  of  the  legend. 

MARYLAND. — So  named  from  Henrietta  Maria,  Queen  of  Charles 
I.     See  Oyster  State. 

MASON  AND  DIXON'S  LINE.— The  boundary  between  Penn- 
sylvania and  Maryland,  surveyed  by  Charles  Mason  and  Jeremiah  Dixon 
(1763-1767,)  and  which  afterward  came  popularly  to  mark  the  division 
between  free  and  slave  territory. 

M ASS ACHUSSETTS.— From  the  name  of  an  Indian  tribe.  See 
Bay  State. 

MICHIGAN. — From  the  Indian  name  signifying  "lake  country." 
See  Wolverine  State. 

MILL-BOY  OF  THE  SLASHES.— Sobriquet  conferred  on  Henry 
Clay  (1777-1852,)  born  in  Hanover  County,  Va.,  near  a  place  known  as 
the  "Slashes,"  where  a  mill  stood,  to  which  he  was  often  sent  as  a  body 

MINNESOTA.— Indian  for  "turbid  water,"  probably  the  St. 
Peter's  River.     See  Gopher  State. 

MISSISSIPPI. — An  Indian  term  meaning  "the  great  river."  See 
Bayou  State. 

MISSISSIPPI  BUBBLE.— Sometimes  called  "Law's  Bubble"  and 
"South  Sea  Bubble."  The  delusive  speculation  projected  by  John 
Law  (1671-1729,)  of  Edinburgh,  Scotland,  whereby  a  Mississippi  Com- 
pany having  land  grants  in  Louisiana  was  expected  to  realize  immense 
sums  by  planting  and  commerce. 

MISSOURI. — An  Indian  name  of  a  tribe  and  the  river,  meaning 
"muddy  water." 

MISSOURI  COMPROMISE.— Name  given  to  the  Act  of  Congress 
passed  in  1820,  admitting  Missouri  as  a  slave  state,  but  providing  that 
slavery  should  not  exist  in  the  future  in  any  State  formed  North  of 
36  degrees  30  minutes. 

MODERN  ATHENS.— An  epithet  applied  to  Boston,  Mass.,  on 


548 THE  REAL   ESTATE 

account  of  the  intelligence  of  its  citizens  and  number  of  literary  in- 
stitutions. 

MONUMENTAL  CITY.— The  City  of  Baltimore,  from  its  many 
monuments. 

MOTHER  OF  PRESIDENTS.— A  name  frequently  applied  to 
Virginia,  which  has  furnished  many  Presidents  of  the  United  States. 

MOTHER  OF  STATES.— Virginia  is  sometimes  so  called  from  hav- 
ing been  first  settled  of  the  thirteen  States  which  united  in  the  Dec- 
laration of  Independence. 

MOUND  CITY.— Popular  name  of  St.  Louis,  on  account  of  the 
number  of  mounds  on  the  site  it  now  occupies. 

NEBRASKA. — From  Indian  name  of  its  river,  meaning  "shallow, 
water." 

NEVADA. — From  the  Spanish,  meaning  "snowy."  The  Sierra 
Nevada  are  the  "snowy  mountains."     See  Silver  State. 

NEW  ALBION. — Name  given  to  the  Pacific  coast  now  included  in 
the  stateof  Oregon  and  Washington. 

NEW  AMSTERDAM.— Early  name  of  New  York  City,  when  oc- 
cupied by  the  Dutch. 

NEW  ENGLAND. — Name  under  which  are  grouped  Maine,  New 
Hampshire,  Vermont,  Massachussetts,  Rhode  Island  and  Connecticut. 

NEW  JERSEY.— So  named  by  its  first  proprietor.  Sir  George 
Carteret,  in  honor  of  the  defense  of  the  Isle  of  Jersey. 

NEW  NETHERLANDS.— Original  Dutch  name  for  the  province 
afterward  named  New  York  State. 

NEW  SWEDEN.— The  territory  claimed  by  Sweden,  in  the  seven- 
teenth century,  between  Virginia  and  New  York. 

NEW  YORK. — Originally  New  Amsterdam,  after  Amsterdam 
in  Holland.  Name  changed  in  honor  of  Charles  II  when  he  was  duke  of 
York.     See  Empire  State  and  Excelsior  State. 

NORTH  CAROLINA.— Carolina  was  named  after  either  Charles  I 
of  England  or  Charles  IX  of  France.  See  Tar  State  and  Old  North 
State. 

NORTH  RIVER.— The  Hudson  near  New  York  City  is  so  called 
to  distinguish  it  from  the  Delaware,  or  South  River. 

NORTHWEST  TERRITORY.— The  non-slavery  region  north  of 
the  Ohio  River  and  between  Pennsylvania  and  the  Mississippi.  Now 
divided  into  five  States. 

NUTMEG  STATE.— Popular  name  for  Connecticut,  whose  people 
have  been  accused  of  palming  off  wooden  nutmegs  for  the  genuine 
article. 

OHIO. — An*  Indian  name  meaning  "beautiful"  or  "great  river." 
See  Buckeye  State. 

Old  BULLION. — A  sobriquet  conferred  on  Thomas  H.  Benton 
(1782-1858,)  on  account  of  his  advocacy  of  a  gold  and  silver  currency. 


BROKER'S   CYCLOPEDIA 549 

OIvD  COI/ONY. — Popular  name  of  that  part  of  Massachusetts 
embraced  in  the  Plymouth  Colony,  formed  before  the  colony  of  Mass- 
achusetts bay. 

OLD  COMMONER.— Title  applied  to  the  Pennsylvania  statesman, 
Thaddeus  Stevens,  on  account  of  plain  views  and  long  service  in  Congress. 

OLD  DOMINION. — Popular  name  for  Virginia,  to  distinguish  it 
from  all  other  colonies  once  embraced  under  the  title  "Colony  and  Dom- 
inion of  Virginia. " 

OLD  GLORY.— Popular  name  for  United  States  flag. 

OLD  HICKORY. — A  sobriquet  conferred  on  Gen.  Andrew  Jackson 
by  his  soldiers  in  1813. 

OLD  HUNKERS.-A  nickname  formerly  conferred  on  the  con- 
servative element  of  the  Democratic  party,  especially  in  New  York 
State. 

OLD  NORTH  STATE.— A  popular  designation  of  the  State  of 
North  Carolina. 

OLD  PROBABILITIES.— A  nickname  for  the  United  States 
Weather  Bureau ;  curtailed  to  Old  Probs. 

OLD  PUBLIC  FUNCTIONARY.— Sobriquet  applied  to  James 
Buchanan,  by  himself,  in  his  annual  message  to  Congress  in  1859. 

OYSTER  STATE.— Name  sometimes  applied  to  Maryland,  on 
account  of  its  oyster  industry. 

PALMETTO  STATE.— Nickname  for  South  Carolina,  from  the 
palmetto  tree  on  its  coat-of-arms. 

PANAMA  CANAL.— The  canal  projected  across  the  isthmus  of 
Panama;  begun  by  a  French  Company  under  De  Lesseps,  1881;  title 
sol  d  to  the  United  States,  1903,  for  $40,000,000. 

PANHANDLE  STATE.— Nickname  for  West  Virginia,  from  its 
long,  narrow  projection  between  the  Ohio  River  and  the  State  ofPenn- 
sylvania. 

PENINSULAR  STATE.— Florida  is  often  so-called,  from  its 
shape. 

PENNSYLVANIA. — From  Penn  and  Sylva,  wood,  equal  to  Penn's 
wood,  See  keystone  State. 

PENNSYLVANIA  FARMER.— Pen-name  of  John  Dickinson 
(1732-1808,)  of  Pennsylvania,  as  a  writer  (1768)  of  a  series  of  letters  to 
the  British  colonies.     They  were  published  in  London  and  Paris. 

PICTURED  ROCKS.— Cliffs  on  the  southern  shore  of  Lake  Superior, 
consisting  of  eroded  figures  on  the  sea  face. 

PINE  TREE  STATE.— Popular  name  for  the  state  of  Maine,  on 
account  of  its  pine  forests. 

PURE,  SIMON. — Name  of  the  Pennsylvania  Quaker  introduced 
into  Mrs.  Centlivre's  comedy  of  "A  Bold  Stroke  for  a  Wife,"  "Simon 
Pure"  has  come  to  mean  "the  real  man,"  "the  genuine  article." 

PURITAN    CITY. — A   name   sometimes    applied   to    Boston,    in 


550  T  H  E   R  E  A  L   ESTATE 

allusion  to  the  character  of  its  founders  and  early  settlers. 

QUAKER  CITY.— Popular  name  for  Philadelphia,  settled  by 
Penn  and  his  colony  of  Friends. 

QUEEN  CITY. — A  popular  name  for  Cincinnati  when  it  was  it 
commercial  metropolis  of  the  West. 

RAIL  SPLITTER. — A  popular  designation  of  Abraham  Lincoln 
(1860-1865,)  from  the  fact  that  the  splitting  of  rails  was  one  of  his  em- 
ployments when  young. 

REDCOATS. — A  name  given  by  the  Americans  to  the  British 
soldiery  during  the  Revolution,  from  their  scarlet  uniform. 

RHODE  ISLAND.— With  some,  from  the  "Isle  of  Rhodes,"  with 
others,  from  the  Dutch  word  "Roode,"  red  island.     See  Little  Rhody. 

SALT  RIVER. — An  imaginary  river  up  which  defeated  political 
candidates  are  supposed  to  be  sent  to  oblivion,  "To  row  up  Salt  River" 
is  a  phrase  traceable  to  a  Kentucky  stream  whose  passage  was  made 
difficult  by  its  crooked  course,  sand  bars  and  shallows. 

SAM. — A  popular  name  for  the  Know-nothing  or  Native  American 
party,  in  allusion  to  "Uncle  Sam,"  personification  of  the  United  States 
Government. 

SAM,  UNCLE.— See  Uncle  Sam. 

SOUTH  SEA.— Name  given  the  Pacific  Ocean  on  its  discovery  by 
Balboa,- 1513. 

SOUTH  SEA  BUBBLE.— That  stupendous  English  stock-jobbing 
scheme  under  the  lead  of  the  South  Sea  Company  (1720),  which  burst 
in  the  same  year,  wrecking  thousands  of  fortunes. 

STONEWALL  JACKSON.— A  sobriquet  of  Gen.  Thomas  Jonathan 
Jackson  (1824-1863)  given  during  the  Civil  War,  because  of  the  brave 
stands  made  in  battles  by  him  and  his  confederate  soldiers. 

SUCKER  STATE.— A  cant  name  for  Illinois,  whose  inhabitants 
are  called  "Suckers,"  The  name  is  traced  to  the  habit  of  early  travelers 
who  in  making  their  way  across  the  State,  sucked  their  drinking  water 
through  a  reed  from  the  holes  made  by  the  freshwater  crawfish. 

SWAMP  FOX. — ^A  nickname  for  Gen.  Francis  Marion,  of  South 
Carolina,  leader  of  a  patriot  band  during  the  Revolution,  who,  after 
harassing  the  British,  made  many  successful  escapes  into  the  swamps 
and  forests. 

SYMMES'  HOLE.— Named  after  Capt.  John  C.  Symmes,  an 
American  soldier  (1781,)  who  supposed  there  was  an  immense  opening 
on  the  earth  at  the  Pole,  communicating  with  the  interior  of  the  world. 

TAR  STATE.— Nickname  of  North  Carolina,  on  account  of  its 
tar  products  . 

TENNESSEE.— Perhaps  so  named  from  the  Cherokee  settlement 
called  "Tanasse."     See  Big  Ben  State. 

TEXAS. — Some  say  from  an  Indian  tribe  of  the  same  name;  some 
from  the  Spanish  "tejas,"  covered  houses.     See  Lone  Star  State. 


BROKER'S   CYCLOPEDIA 551 

TIPPECANOE.— Sobriquet  of  Gen.  W.  H.  Harrison,  conferred 
during  his  canvas  for  the  Presidency,  on  account  of  his  victory  over  the 
Indians,  November  6  1811,  at  the  junction  of  the  Tippecanoe  and  Wa- 
bash Rivers. 

UNCLE  SAM. — Colloquial  nickname  of  the  United  States  Govern- 
ment. Uncle  Sam  was  the  local  nickname  of  Samuel  Wilson,  Govern- 
ment inspector  or  provisions  at  Troy,  N.  Y.,  during  the  war  of  1812. 
The  initials  U.  S.  (United  States)  marked  on  the  casks  were  facetiously 
interpreted  as  standing  for  Uncle  Sam,  (Samuel  Wilson.) 

UNCLE  TOM. — The  negro  slave,  noted  for  piety  and  fidelity, 
whom  Mrs.  Stowe  made  the  hero  of  her  "Uncle  Tom's  Cabin." 

UNDERGROUND  RAILROAD.— Popular  embodiment  of  the 
numerous  ways  in  which  negroes  escaping  from  slavery  were  assisted 
in  their  fight  to  the  North  or  to  Canada. 

VERMONT. — From  the  French  verd  mont,  green  mountain.  See 
Green  Mountain  State. 

VIRGINIA.— So  called  in  honor  of  Elizabeth,  "the  Virgin  Queen." 
See  Old  Dominion,  Mother  of  States,  Mother  of  Presidents. 

WESTERN  RESERVE.— The  land  reserve  of  3,666,921  acres 
made  by  Connecticut  at  the  time  of  the  cession  of  the  Northwest  Ter- 
ritory to  the  United  States.     It  is  now  a  part  of  Ohio. 

WHISKEY  INSURRECTION.— Popular  name  of  the  outbreak  of 
1794  in  Western  Pennsylvania,  on  account  of  the  excise  on  whiskey 
imposed  by  the  law  of  1791.  It  spread  to  Virginia,  and  was  suppresse 
an  armed  force  led  by  Gen.  Henry  Lee,  Governor  of  Virginia. 

WHITE  HOUSE,  THE.— A  name  popularly  given  to  the  executive 
mansion  at  Washington,  which  is  a  large  building  of  free-stone  painted 
white.     Colloquially,  the  office  of  the  President. 

WINDY  CITY. — Chicago  is  sometimes  so-called,  on  account  of 
its  severe  lake  winds. 

WISCONSIN. — Named  from  its  chief  river,  the  "Ouisconsin"  of 
the  French,  meaning  "Flowing  westward."     See  Badger  State. 

WOLVERINE.STATE.— Nickname  of  Michigan  and  its  inhab- 
itants, probably  from  the  number  of  wolves. 

YANKEE. — Generally  regarded  as  the  Indian  pronunciation  of  the 
English  (Yengese)  or  the  French  word  Anglais.  A  nickname  generally 
applied  to  a  native  of  New  England  or  of  a  Northern  State. 

YANKEE  DOODLE. — Name  of  a  tune  popularly  adopted  as  one 
of  the  national  airs  of  the  United  States;  Also,  humorously,  a  Yankee. 

YOUNG  AMERICA. — Popular  collective  name  of  American  youth, 
and  personification  of  their  supposed  characteristics. 


552 


THE  REAL  EST A TE 


3. 


"Ill  Will"  vs.  "Good  Will." 


The  "111  Will"  of  a  dog  is  bad. 

The   "111  Will"  of  a  man  is   a 
hxmdred  times  worse. 

Earn  "Good  Will." 

Earn  the  "Good  Will"  of  every 
one  if  possible. 

"Good  Will"  is  a  valuable  asset. 
"Good   Will"    is    a   very    valuable 
Business  asset. 
How  to  overcome  a  difficulty. 

Difficulty  is  a  thing  to  be  over 
come. 


Grapple  with  it  at  once. 

Facility    comes    with    practice. 

Strength  and  fortitude  with  re- 
peated effort. 

Every  thing  we  learn  is  the 
mastery  of  a  difficulty. 

The  mastery  of  one  difficulty 
helps    to    the    mastery    of    others. 

Indulging  in  the  feeling  of  dis- 
couragement never  helped  any 
one  over  a  difficulty  and  never 
will. 


4. 


Keep  on  Talking. 


Many  salesman  after  present- 
ing the  several  claims  regard- 
ing their  proposition,  seem  lost 
if  the  sale  is  not  completed. 

They  drift  away  from  their 
subject. 

They  try  to  avoid  repetition. 

Salesman  wake  up! 
.  Talk. 

Continue  to  talk. 

Go  over  the  ground  repeated- 
ly so  long  as  you  can  sustain 
your  customer's  interest. 

Clothe  your  talk  in  different 
words. 

Approach  your  good  points  from 
different  angles. 

But  talk. 

Stick  to  your  selling  talk. 

Don't  drift. 

Don't     get     away     from     the 
truth. 

Keep  hammering  at  what  you 
know  and  believe  to  be  good  rea- 
sons why  your  customer  should 
buy. 

Repetition  is  good. 

Repetition  is  good  in  adver- 
tising. 


Repetition  is  good  in  education. 

Repetition  is  good  in  selling. 

Repetition  makes  a  permanent 
impression. 

Repeat : 

But  repeat  the  same  thought 
in  different  ways. 

Talk. 

It's  live  talk  that  sells. 

It's  live  selling  talk  that  clos- 
es deals. 

If  you  run  short  on  selling   talk 

Get  busy. 

There  is  an  unlimited  amount 
of  selling  talk  behind  every  good 
proposition. 

Study  your  proposition. 

Know  its  history. 

Know  its  use. 

Know  its  value. 

Know  every  claim. 

Know  every  objection. 

Batter  down  the  objections. 

Build  up  the  good  Points. 

Concentrate. 

Rally. 

Charge. 

And. 

Victory  is  yours. 


BROKER'S   CYCLOPEDIA 


553 


5. 


Things  to  Remember  in  Building  a  Home. 


Don't  slight  the  plans. 

Don't  select  the  design  hastily. 

Don't  choose  your  home  site 
unwisely. 

Don't  fail  to  provide  for  good 
health. 

Don't  neglect  the  quality  of 
your  building  material. 

Don't  construct  in  an  unusual 
way. 

Secure  a  good  set  of  plans. 

Secure  a  good  Contractor  who 
employs  good  workrnan  with 
good  tools. 

Satisfy  yourself  before  start- 
ing off  that  the  plans  are  just 
exactly  what  you  want. 

Understand  the  plans  your- 
self. 

Study  yotur  plans  in  advance. 

Get  a  picture  of  the  house  in 
your  mind. 

Know  where  each  window  is 
o  be  and  how  it  will  look. 


Know  where  each  door  is  to 
be  located. 

How  it  will  open-whether  con- 
venient as  to  placing  your  furni- 
ture, whether  there  is  enough 
space  for  your  needs. 

Instruct  your  architect. 

Tell  him  how  you  want  your 
home  arranged. 

Become  familiar  with  every 
detail. 

Do  all  this  before  the  building 
is  begun. 

Your  architect  is  not  likely 
to  be  a  mind  reader. 

Don't  take  anything  for  grant- 
ed. 

If  you  can't  satisfy  yourself, 
that  the  plans  are  just  what  you 
want-  wait  until  they  are  drawn 
the  way  you  want  them. 

Design  your  home  to  save 
steps. 


6. 


Good  Copy. 


Take  information  from  any 
source. 

Remember  that  the  mouse  lib- 
erated the  lion. 

Writing  copy  is  similar  to  pre- 
paring a  speech. 

You  should  spend  plenty  of 
time  in  preparing  your  advertis- 
ing copy. 

After  an  advertising  solicitor 
has  convinced  you  that  you 
should  advertise  don't  hand  him 
a  business  card  or  a  piece  of  elec- 
trotyped  copy  gotten  up  by 
somebody  who  knew  no  more 
about  writing  an  advertisement 
than  a  hog  does  about  side  pock- 


ets and  instruct  the  newspapers 
to  run  such  junk  as  copy  for 
six  months  or  a  year. 

As  sure  as  you  do  furnish 
such  copy  its  only  a  matter  of 
time  when  you'll  say: 
"It  don't  pay  to  advertise." 
'Don't  say  that  the  newspaper 
is  no  good  as  an  advertising  me- 
dium. Better  call  yourself  names 
because  you  didn't  furnish  good 
copy." 

Make  your  "ad"  a  high  spot. 

This  is  a  noisy  world. 

You   must   shout   to    be    heard 
at  all. 

This  is  the  day  of  noise-makers. 


554 


T  HE  REAL  ESTATE 


This  is  the  day  of  nerve-rackers. 

This  is  the  day  of  peace-destroy- 
ers. 

This  is  the  day  of  honking. 

This  is  the  day  of  chugging 
autos. 

This  is  the  day  of  clanging 
trolleys. 

This  is  the  day  of  rushing 
railroad  trains. 

This  is  the  day  of  slam-bang- 
ing street  traffic  over  cobble 
stones. 

This  is  the  day  of  buzzing 
telephones. 

This  is  the  day  of  clicking 
typewriters. 

And 
This   is   the   day  of  thudding 
adding  machines. 

An  "ad"  to  be  heard  or  seen 
must  shout  above  the  din  and 
thus  command  attention  by  brute 
force. 

The  busy  reader  can  touch 
only  the  high  spots. 

IN  DISPLAY  ADVERTIvSING: 

Make  your  "ad"  one  of  those 
high  spots. 

Make  your  "ad"  a  bright  spot. 

Make  your  "ad"  an  attractive 
spot. 

Make  your  "ad"  an  interest- 
ing spot. 

If  you  don't  it  may  go  un- 
noticed. 

The  standing  "ad"  is  doomed. 

The  standing  "ad"  is  worse 
than  no  attempt  to  advertise. 

The  standing  "ad"  is  an  ac- 
knowledgement of  mental  weak- 
ness. 

Change  your  copy  daily. 

When  preparing  your  copy 
imagine  you  are  on  a  large  plat- 
form and  that  you  are  going  to 


talk  to  an  audience  of  several 
thousand  people,  and  that  you 
'11  have  to  shout  to  make  that 
entire  audience  hear  every  word 
you  say. 

Not  only  make  them  HEAR 
what  you  say  but  HEED  what 
you  say. 

Imagine  that  part  of  your 
audience  is  hard  of  hearing 
(partly  deaf)  and  that  you  must 
make  them  hear  or  they  will 
fall  asleep  or  start  a  conversa- 
tion with  some  one  who  wants 
to  hear. 

Start  your  "ad"  with  a  big 
headline  (high  spot). 

You  must  get  the  attention 
of  your  audience  before  you  can 
interest  them. 

Start  your  "ad"  with  24,  36 
or  72  Point  Type. 

Get  the  reader's  attention. 

Get  him  interested. 

After  that  is  done  you  prob- 
ably can  drop   to   6   or  8  point. 

Your  reader  will  still  be  inter- 
ested in  every  word  because  it  is 
money  in  his  pocket. 

Big  advertisers  should  use: 

Big  space 

And 

Good   Copy    (High  spot   copy). 

GOOD  COPY  AND  BIG  SPACE : 

Will  do  in  a  few  years 

What  small  space  could  not 
do  in  centuries. 

Gauge  your  space  according 
to  your  proposition. 

Big  space  for  a  big  proposi- 
tion. 

Small  space  for  a  small  prop- 
osition. 

But  advertise  continually. 

Copy,  however,  is  the  vital 
point. 


BRO  KER'S  CYCLOPEDIA 


555 


Your  copy  must  be  good  copy. 

Your  copy  must  be  striking 
copy. 

Classified  advertising  is  the 
only  real  small  space  advertis- 
ing. 

Classified  advertising  is  sought 
out  by  people  who  are  interested. 

A  classified  "ad"  simply  tells 
the  prospective  buyer  the  place 
and  number,  and  what  you  are 
offering  for  sale. 


The   display    "ad"   educates. 

The  display  "ad"  and  good 
copy  is  advertising. 

The  standing  "ad"  is  not  ad- 
vertising. 

Display  advertising  pays. 

Electrotyped  advertising  does 
not  pay. 

Use  big  space 

But 

Fill  that  big  space  with  good 
copy. 


7. 


A  few  things  a  Real  Estate  Broker  should  know. 


There  are  between  twelve  and 
fifteen  thousand  commercial  fail- 
ures in  the  United  States  every 
year. 

It  is  the  diligent  hand  and  head 
alone  that  maketh  rich, 

In  self  culture. 

Growth  in  wisdom, 

And 

In  Business. 

For  convenience  a  Real  Estate 
Broker  should  be  able  and  com- 
petent to: 

Write  a  contract. 

Write  a  deed,     (any  kind.) 

Write  a  lease. 

Write  a  mortgage. 

Know  how  to  transfer  mort- 
gages. 

Know  how  to  cancel  mortgages. 

Know  how  to  transfer  a  lease. 

Know  how  to  transfer  notes. 

Know  how  to  transfer  Insurance 
policies. 

Know  how  to  prepare  a  mech- 
anic's lien. 

Know  how  to  prepare  a  chattel 
mortgage. 

Know  how  to  prepare  a  Bill  of 
Sale. 


Know  how  to  prepare  a  Power 
of  attorney  to  sell  Real  Estate. 

Know  how  to  prepare  a  Power 
of  attorney  to  lease  Real  Estate. 

Know  how  to  prepare  a  Power 
of  attorney  to  sell  chattels. 

Know  how  to  prepare  an  option. 

Know  how  to.  prepare  a  "Notice 
to  quit  Premises." 

Know  how  to  write  a  "Letter  of 
Credit." 

Know  how  to  write  an  endorse- 
ment waiving  protest. 

Know  how  to  write  a  Proxy. 

Know  how  to  advertise. 

Know  how  to  sell  Real  Estate. 

Know  how  to  examine  the 
County  records. 

Know  how  to  sell  satisfaction. 

Know  how  to  estimate  the  cost 
of  construction. 

Know  how  to  describe  property. 

Know  how  to  list  property. 

Know  how  to  appraise  property. 

Know  how  to  compute  interest. 

Know  how  to  figure  discount. 

Know  how  to  prepare  a  bond. 

Know  the  laws  and  rules  on 
Banking. 

Know  all  about  the  Postal  Laws. 


556 


THE  REAL  EST  A  TE 


Know  all  about  Legal  Holidays. 

Know  all  about  Interest  Laws. 

Know  all  about  the  Constitution. 

Know  all  about  Land  measure- 
ment. 

Know  all  about  Money,  Cur- 
rencies, etc. 

A  Real  Estate  Broker  should 
know  all  about  how  to  conduct 
the  sale  and  transfer  af  any  kind 
of  Real  Estate  from  A  to  Z. 

A  Real  Estate  Broker  should 
know  so  much  about  the  transfer 
of  titles  that  he  would  be  looked 
upon  as  authority  in  such  matters. 

If  you  are  a  Real  Estate  Broker 
who  can't  write  a  contract  either 
learn  how,  or  get  out  of  the  Real 
Estate  Business. 

If  your  client  wants  an  attorney 
to  write  the  contract  give  him  the 
privilege,  but  it's  your  duty  to 
know  and  see  that  it  is  prepared 
correctly  and  unless  you  know  how 
to  do  it  yourself,  you'll  not  be  able 
to  pass  judgment  on  one  prepared 
for  you. 

The  Real  Estate  Broker  or  the 
Real  Estate  firm  who  can  conduct 
a  Real  Estate  transaction  from 
beginning  to  end  is  the  concern 
that  is  going  to  get  the  Business 
that  pays. 

Outside  of  the  examination  of 
titles  a  Real  Estate  Broker  should 
be  competent  to  begin  and  close 
any    Real  Estate  Deal. 

If  you  have  no  desire  to  be  both- 
ered with  the  details  of  a  Real 
Estate  Sale  you  should  get  out  of 
the   Real  Estate  Business. 

Know  how  to  do  these  things, 
your  clerks,  salesmen,  and  sten- 
ographers can  do  the  work,  but 
you  should  know  how  to  do  it 
yourself   then  you'll   knpw   when 


the   work   entrusted   to   others   is 
done  right. 

There  are  many  sales  lost  just 
because  the  Real  Estate  Broker 
is  unable  to  write  a  contract  at  the 
moment  the  two  minds  meet. 

Getting  a  deposit  is  good. 

But  a  contract  is  better.  (De- 
posit included.) 

Some  people  are  afraid  of  Law- 
yers. 

Some  people  are  afraid  of  Real 
Estate  Brokers. 

And  there  are  a  few  people 
afraid  of  themselves. 

You  are  a  Real  Estate  Broker 
negotiating  deals  daily. 

The  selling  of  property  becomes 
an  every  day  occurrence  to  you. 

But  Listen! 

How  many  Buyers  make  but  one 
Real  Estate  deal  in  a  life  time? 

Perhaps  have  spent  10,  20,  or 
30  years  preparing  themselves  and 
getting  ready  to  buy  property. 

It  is  the  biggest  and  most  im- 
portant transaction  of  their  life. 

Remember  these  points. 

Consider  them. 

Give  your  Buyer  every  consider- 
ation possible. 

Win  his  confidence. 

A  Real  Estate  Broker  can  save 
law  suits. 

Mr.  Real  Estate  Broker  for 
goodness  sake. 

Learn  the  Real  Estate  Business. 

Study  it  as  a  lawyer  studies  law. 

Learn  it  as  a  civil  engineer 
learns  his. 

Be  proficient  and  efficient. 

Be  conservative. 

Don't  think  you  are  a  good  No. 
1  Real  Estate  Broker,  because 
you  close  deals  and  collect  big 
commissions. 


BROKER'S  CYCLOPEDIA 


557 


That  is  not  the  idea. 

Close  deals. 

Close  them  and  prepare  the 
papers  correctly,  that  there'll  be 
no  come  back. 

See  that  the  title  is  perfect. 

See  about  back  taxes. 

See  about  other  assessments. 

See  that  your  client  gets  exactly 
what  he  contracted  to  buy. 

If  he  was  promised  repairs  see 
that  he  gets  them. 

Introducing  Buyer  to  Seller, 
then  after  the  Seller  manages  to 
make  the  sale  for  you  to  come 
around  and  demand  commission 
is  not  selling  Real  Estate,  neither 
should  such  a  party  doing  so  call 
himself  a  Real  Estate  Broker. 

Introduce  the  Buyer  to  the 
Seller. 

But  do  the  selling  yourself. 

When  you  engage  the  services  of 
an  attorney  you  are  not  expected 
to  try  the  case  youself,  neither  are 
you  allowed  the  right  or  privilege  to 
plead  your  own  case. 

You  employed  your  attorney 
to  do  that  part  of  the  work. 

Just  so,  in  the  Real  Estate  Busi- 
ness. 


When  your  client  gives  you  the 
exclusive  right  to  sell  his  property 
it's  your  duty  to  sell  it,  do  the 
work,  furnish  the  Buyer  and  close 
the  transaction. 

If  you  don't  know  how  to  write 
a  contract. 

Learn  how. 

Learn  the  Real  Estate  Business 
as  you  would  be  required  to  learn 
any  trade  or  profession. 

Study  the  Real  Estate  Business. 

You'll  learn  something  new 
every  day. 

Learn  how  to  close  deals. 

Learn  how  to  prepare  all  papers," 
transfers,  etc.,  connected  with  the 
deal. 

Learn  every  detail  of  the  Busi- 
ness. 

Systematize  your  business. 

Remember  there  is  no  limit  to 
the  Real  Estate  Brokerage  Busi- 
ness. 

The  more  you  know  about  your 
business  the  better  equipped  you 
are  for  big  business,  big  profits 
and  big  commissions. 

Be  an  expert  in  your  line. 

Be  a  Past  Master. 


8. 


"Quotations  From  Successful  Business  Men." 


IF  DEATH  catches  me  he'll  find  me  busy, 
morrow,  I  would  plant  a  tree  today. 


If  I  were  to  die  to- 
— Stephen  Girard. 


A  PROMISE  should  be  made  with  caution  and  kept  with  care.     It 
should  be  made  with  the  heart  and  kept  with  the  head. 

WiLUAM  H.  Baldwin. 


THE  DARKEST  hour  in  any  man's  career  is  that  wherein  he  first 
fancies  there  is  an  easier  way  of  gaining  a  dollar  than  by  squarely  earning 
it.  — Horace  Greei,y. 


658  T  HE  REAL  EST  ATE 


IT  TAKES  a  great  deal  of  boldness,  mixed  with  a  vast  deal  of 
caution,  to  acquire  a  great  fortune ;  and  then  it  takes  ten  times  as  much 
wit  to  keep  it  after  you  have  got  it  as  it  took  to  make  it. 

—Mayer  A.  Rothschild. 


SYSTEMATIC  promptness  lies  at  the  foundation  of  success.  Learn 
to  drive  your  businsss,  and  never  let  your  business  drive  you.  Be  care- 
ful what  you  agree  to  do,  but  do  what  you  have  agreed,  and  do  it  promptly. 

—William  H.    Baldwin. 


THE  WAY  to  fortune  is  like  the  Milky  way  in  the  sky,  which  is  a 
meeting  of  a  number  of  small  stars,  not  seen  asunder,  but  giving  light 
together.  So  there  are  a  number  of  little  and  scarce  discerned  virtues 
or  rather  faculties  and  customs  that  make  men  fortunate. 

— Lord  Bacon. 


CREDIT  is  the  sympathetic  nerve  of  commerce.  There  are  men 
who  do  not  keep  faith  with  those  from  whom  they  buy,  and  such  men 
last  only  a  little  while.  Others  don't  keep  faith  with  those  to  whom 
they  sell,  and  such  men  do  not  last  long.  To  build  on  the  rock,  one 
must  keep  his  credit  absolutely  unsullied,  and  he  must  make  a  friend  of 
each  and  all  to  whom  he  sells.  — George  Peabody. 


MEN  DO  NOT  succeed  by  chance.  Chance  may  put  you  into  a 
position  of  power,  but  if  you  do  not  possess  capacity  you  will  never 
hold  the  place.  —Stephen  Girard. 


THERE  are  just  six  steps  to  the  Ladder  of  Fortune;  when  you  have 
ascended  them  you  stand  on  the  broad  platform  of  success. 

The  First  is  SELF-CONFIDENCE,  for  if  you  don't  beUeve  in 
yourself  you  can't  expect  anyone  else  to  believe  in  you. 

The  Second  is  INDUSTRY,  for  no  matter  how  much  you  may 
believe  in  your  capabilities,  if  you  are  not  industrious  all  your  talent 
will  go. 

The  Third  is  PESEVERANCE,  for  industry  which  goes  by  fits  and 
starts  its  motive  power  which  is  wasted,  while  continued  application 
conquers  all  things. 

The  Fourth  is  PROBITY,  for  dishonest  success  is  colossal  failure. 

The  Fifth  is  TEMPERANCE,  for  if  you  become  drunk,  either  with 
wine  or  prosperity,  you  are  on  the  road  to  ruin. 

The  Sixth  is  INDEPENDENCE,  and  when  you  stand  on  this  step 
you  can  dictate  your  own  terms  to  the  world.  — Anon. 

THE  WAY  to  get  rich  is  simply  to  resist  being  a  fool,  for  the  fool 
spends  more  than  he  earns. 


BRO  KER'S  CY  CLOPEDIA 


559 


NO  MATTER  how  well  I  may  do  a  thing  today,  there  will  be  ar 
better  way  of  doing  that  thing  tomorrow. 


HE  WHO  trusts  to  luck  will  not  be  lucky.  It  is  the  man  who  does 
the  right  thing  at  the  right  time  who  is  lucky. 

THERE  is  quite  a  difference  between  earning  money,  making 
money,  and  getting  money.  The  first  may  be  called  Honesty,  the 
second  Speculation,  and  the  third  Robbery. 


IF  I  wanted  to  become  a  tramp,  I  would  seek  information  and 
advice  from  the  most  successful  tramp  I  could  find.  If  I  wanted  to 
become  a  failure,  I  would  seek  advice  from  men  who  have  never  suc- 
ceeded. If  I  wanted  to  succeed  in  all  things,  I  would  look  about  me  for 
those  who  were  succeeding  and  get  into  their  surroundings. 

— Joseph  Marshall  Wade. 


9. 


California  Headlines. 


Will  accept  some  trade. 

A  good  9  room  snap. 

A  nice  home. 

A  fine  home. 

Here  is  one  of  the  finest  homes 
for  the  money  in  the  city. 

Beautiful  home. 

Bright  sunny  rooms. 

One  of  the  handsomest. 

Unexcelled  view. 

Something   unusually    choice. 

High  class  bungalows. 

Artistic  Bungalows. 

Who  said  a  home? 

A  real  Home ! 

Must  have  inoney. 

A  magnificient  home. 

Imposing  appearance. 

Delightful  sleeping  porch. 

The  newest  and  best  of  every- 
thing. 

Classy  7  room  Bungalow. 

Highly  improved  lawns  and  flow- 
ers. 

Charming  neighborhood. 

French  doors  to  side  porch. 

Massive  stone  mantel. 


"It  pays  to  see  us." 

Built  for  a  man  of  wealth  and 
good  taste. 

New  and  carefully  built. 

Charming  new  Bungalow. 

Sunny  bed  rooms. 

Beautiful  and  practically  new. 

Greatest  of  bargains. 

Beautiful   and  brand   new. 

A  cozy  Bungalow. 

The  best  buy  in  the  city. 

Money  talks. 

A  few  very  choice  houses. 

At  a  big  discount. 

Awful  sacrifice. 

Listing  with  us  insures  quick 
sales. 

Two  snaps. 

We  all  have  a  chance  in  our  life 
time. 

Ideal  home  place. 

Beautiful  and  well  built  Bung- 
alow. 

Three  good  ones. 

A  Real  snap. 

Swell  Bungalow. 

Extraordinary  chance. 


560 


THE  REAL  EST  A TE 


Best  buy  in  town. 

Rent  payer's  chance. 

Another  Rent  Saver. 

Positively  a  bargain. 

Got  to  sell. 

Seek  no  farther. 

Away  below  actual  surrounding 
values. 

Genuine  sacrifice. 

Must  sell  or  rent;  Rent  to  apply 
on  purchase. 

Built  by  day  labor. 

Built  by  myself. 

Built  by  owner. 

Its  worth  the  carfare  just  to 
see  the  view. 

Save  your  rent  money. 

Lots  on  sightly  spots. 

Stop  and  think  this  over. 

Cream  of  the  Business  district. 

Cream  of  the  Residence  district. 

Cream  of  the  Suburbs. 

Watch  it  grow. 

I  need  money  badly. 

Best  buy  on  the  Beach. 

WHERE  TO  LOCATE. 

Enjoy  the  splendid  car  service. 

Enjoy  the  change  of  air. 


Enjoy  the  most  ideal  residence 
conditions. 
Good  schools. 
Muncipal  water  system. 
Petrolithic  streets. 
Electricity. 
Gas. 

Telephones. 
Splendid  stores. 
Leading  churches. 
Parks. 

Healthful  elevations. 
Surpassing  views. 
Practically  fogless. 
No  mud. 
No  saloons. 
High  type  citizens. 
Pleasant  social  life. 
Leading  fraternities. 
Excellent  clubs. 
Two  boulevards. 
Local  newspaper. 
Steady  growth. 
Business  men's  flyers. 
Every  city  convenience. 
Rapid  growth. 

Large  public  improvements. 
Many  Business  Opportunities. 


10. 


Headlines  (all  sorts.) 


Thrillingly  reduced. 

We  make  statements  but  prove 
them. 

Are  you  interested  enough  to 
write  and  "be  shown." 

Definite — 

Convincing. 

Incontrovertible . 

To  get  country  sales  you  must 
advertise  in  country  newspapers. 

Remember  70  %  of  the  people 
live  in  the  country. 

The  essential  element  is  TRUTH. 

"Perseverance  is  the  great  agent 
of  success." 


"God  hates  a  quitter." 

"Ten  acres  and  Liberty." 

"Back  to  the  farm." 

"Back  to  the  land  idea." 

The  most  essential  thing  in  all 

agriculttual  topics  is  climate. 
"Ten  acres  and  Freedom." 
Accident  does  very  little  toward 

the  production  of  any  great  result 

in  life. 

"Trifles  make  perfection." 
"Perfection  is  no  trifle." 
"Ideas  are  seeds." 
"Plant  them  carefully." 
Plant   them   in   the    field   from 


BROKER'S  CYCLOPEDIA 


561 


which  you  are  sure  to  reap  the 
biggest  harvest. 

The  land  of  the  fabled  "Foun- 
tain of  Youth. 

The  land  of  the  waiving  palms. 

The  land  of  the  beautiful  flowers. 

The  land  of  the  bluest  of  skies. 

The  land  of  the  perpetual  sun- 
shine. 

The  ideal  place  of  rest. 

The  ideal  place  for  recreation. 

If  you  are  able  to  pay  rent, 

You  are  able  to  buy  a  home. 

How  can  you  afford  to  pay  rent? 

How  can  you  afffford  to  let  the 
Landlord  own  the  property? 

How  many  properties  have  you 
paid  for? 

How  many  properties  have  you 
bought  for  the  Landlord  already? 

If  your  income  is  big  enough  to 
pay  rent,  its  big  enough  to  buy  a 
home. 

"Two  minute  farm." 

Don't  tarry. 

The  natural  advantages  are 
many. 

The  famous  "Highlawn  Farm." 

"The  man  with  the  hoe." 

Now  is  the  time  to  buy. 

Don't  let  this  get  away  from 
you. 

Talk  to  the  man  with  the  hoe. 


Clean  cut  business  investment 
property. 

Location  Ideal. 

Arrangement  Ideal. 

Construction  Ideal. 

English  type  of  Architecture. 

Of  a  character  sure  to  please. 

Interior  very  artistic. 

Living  room  with  ingle  nook. 

Mahogany. 

Dark  oak. 

Silver  gray  oak. 

Bog  oak. 

Enamel  and  natural  finishes. 

We  are  home  builders. 

We  build  to  order. 

We  build  well. 

We  believe  in  originality. 

We  are  builders  of  real  homes. 

Watch  for  the  sign  of  the  pen- 
nant. 

Just  a  minute  Land  Buyers. 

When  wanting  accurate  infor- 
mation, 

Write  to  us. 

This  is  probably  the  last  chance. 

The  indications  point  unmis- 
takably to  the  fact  that  prices 
must  soon  take  an  upward  turn. 

It  will  pay  you  to  investigate. 

Our  tremendous  business  has 
been  built  solely  upon  our  re- 
liability. 


11. 


General  Property  Restrictions. 


FIRST. — No  house  shall  be  built  upon  said  premises  less  than  two 
stories  in  height  nor  costing  less  than  Five  Thousand  Dollars  ($5000.00) 

SECOND. — No  building  or  part  thereof  shall  be  placed  less  than 
forty  feet  back  from  the  line  of  any  street  abutting  on  the  front  or  side 
of  said  lot,  by  the  shortest  line;  windows,  porticoes  and  other  usual 
projections  appurtenant  thereto,  are  not  to  be  allowed  in  said  reserved 
space. 

THIRD. — No  double  houses  or  block  of  houses  or  apartment  houses 
shall  be  erected  on  said  premises. 


562 THE  REAL  EST  ATE 

FOURTH. — No  building  shall  be  erected  on  said  premises  to  be 
occupied  as  business  property. 

FIFTH. — No  more  than  one  dwelling  house  shall  be  built  on  a 
single  lot  according  to  the  plat,  and  no  more  than  one  building  other 
than  the  dwelling  shall  be  erected  on  said  lot — stables  and  garages 
must  be  built  on  rear  line  of  lot  and  on  corner  lots  as  far  back  as  pos- 
sible; and  shall  not  be  less  than  12  feet  high  to  the  square,  and  built 
with  gable  or  hip  roof  construction — this  provision  shall  not  apply  to 
children's  play  houses. 

SIXTH. — No  building  to  be  moved  on  to  any  lot,  all  improvements 
to  be  erected  on  the  premises. 

SEVENTH. — All  sanitary  drainage  must  be  effected  by  proper 
connection  with  the  sanitary  sewer  and  no  cess  pools  shall  be  constructed 
on  the  premises. 

EIGHTH. — No  front  fences  shall  be  erected  on  said  premises,  and 
no  side  or  partition  fences  built  closer  to  the  roadways  than  to  the  rear, 
of  the  house  unless  the  same  be  of  shrubbery. 

NINTH. — Intoxicating  liquors  shall  not  be  manufactured  or  sold 
on  said  premises. 

TENTH. — No  lot  may  be  subdivided  into  smaller  portions  within 

years  from  the  date  of  this  contract,  the 

intent  being  to  carry  out  a  general  plan  and  to  preserve  each  lot  on  said 
plat  as  an  individual  building  site. 

ELEVENTH. — Until  the  execution  and  delivery  of  the  deed  the 
taxes  on  said  premises  shall  be  paid  by  said  first  party,  and  until  said 

date,  said  second  party shall  not  be  required  to  pay  interest  on 

the  unpaid  portion  of  the  purchase  price. 

Said  first  party  reserves  the  right  to  cut  down  or  to  fill  any  part  or 
all  of  the  above  described  premises  is  such  course  in  his  judgment  be  nec- 
essary in  order  to  carry  out  the  general  plan  of  improvement  laid  out 
for  the  entire  plat,  and  he  may  plant  trees  or  shrubbery  and  in  general 
do  and  perform  such  other  things  as  may  be  necessary  in  order  to  fully 
carry  out  said  plans. 


12.  Receivership. 

Receivers  are  usually  appointed  when  property  is  likely  to  be 
seriously  injtued,  lost  or  consumed.  The  duties  of  receivers  are  about 
the  same  as  those  of  assignees,  except  that  they  are  under  the  direct 
control  of  the  court.  A  receiver  is  appointed  to  preserve  and  keep 
together,  while  an  assignee  is  appointed  to  distribute. 

The  receiver  of  an  insolvent  corporation  represents  both  the  creditors 
and  stockholders,  and  may  assert  their  rights  when  affected  by  the 
fraudulent  or  illegal  acts  of  the  institution. 


BRO  KER'S  CY  CLOP  EDI  A 563 

.  A  receiver  is  subject  to  all  the  rights  and  equities  existing  against 
the  company.  He  takes  the  place  of  the  company,  and  stands  as  its 
representative. 

The  receiver  should  allow  every  claim  against  the  corporation 
which  he  is  satisfied  is  justly  due;  but  no  claim  which  could  not  have 
been  recovered  against  it,  either  at  law  or  equity. 

A  receiver  may  be  allowed  to  compromise  disputed  claims  against 
the  company,  or  to  submit  them  to  arbitration. 

The  receiver  is  the  proper  person  to  bring  suit  to  enforce  payment 
of  a  debt  due  the  company. 

A  receiver,  as  much,  is  vested  with  all  the  rights  of  action  which 
the  company,  of  which  he  is  receiver,  had  when  he  was  appointed,  and 
he  can  sue  for  torts  committed  before  his  appointment. 

A  common  law  receiver  cannot  sue  in  his  own  name,  but  may  sue 
in  the  name  of  the  Corporation,  and  may  tecover,  against  directors, 
penalties  given  by  the  charter  to  the  corporation,  and,  in  the  event  of 
its  dissolution,  to  its  creditors;  but  the  declaration  must  aver  that  the 
suit  is  brought  by  the  direction  of  the  receiver. 

A  receiver  cannot  maintain  a  suit  to  collect  assets  of  the  corporation 
unless  expressly  authorized  to  "sue,"  authority  "to  collect"  is  not 
enough. 

In  a  suit  by  the  receiver  against  a  stockholder,  to  recover  unpaid 
subscription,  the  receiver  must  show  a  clear  legal  right  to  institute  and 
carry  on  the  same. 

As  often  a^  required  by  law,  a  receiver  of  a  corporation  should 
present  to  and  file  with  the  court  a  full  and  definite  account,  verified 
by  oath,  itemizing  with  particularity  the  various  claims  made  by  him. 

^^,    How   to   Make   a   Good  Farm  Paint. 

Take  1  gal.  of  crude  petroleum  and  add  to  it  slowly  3  lbs.  of  Prince's 
Brown  Metallic,  mix  thoroughly  and  if  necessary  thin  down  with  a  little 
coal  oil.  Apply  in  the  same  manner  as  ordinary  paint.  This  makes  a 
most  excellent  paint  for  all  farm  buildings  and  costs  very  little  more 
than  common  whitewash.  It  is  practically  everlasting.  We  have  seen 
it  on  outbuildings  after  17  years'  use  and  it  looked  as  if  it  had  been  ap- 
plied not  more  than  a  year  ago.  It  protects  wood  from  decay  and  gives  a 
far  better  appearance  than  any  whitewash  (a  deep  reddish  brown.) 
The  petroleum  costs  about  $1.00  a  barrel  and  the  Prince's  Brown  Me- 
tallic about  2  cents  per  lb. 


564 


THE  REAL  EST  A  TE 


CHAPTER  XXIX. 

Facts  and  Figures 

(MISCELLANEOUS) 


1 — The  average  velocities  of  various 
bodies. 

2 — Table  of  the  principal  alloys. 

3 — How    to    mix    printing   inks    and 
paints. 

4 — Durability   of   different   woods. 

5 — Time    in    which    money    doubles. 

6 — A  dollar  saved,  a  dollar  earned. 

7 — Value  of  metals. 

8 — Value  of  metals  as  conductors. 

9 — Tenacity  of  metals. 
10 — Fluid  density  of  metals. 
11 — Weight  of  eggs. 
12 — Percentage  of  alcohol  in  various 
liquors. 

13 — Quantity  of  seeds    required     per 
acre. 

14 — Wood    for    fuel. 

15 — Weight  of  hay  and  straw, 

16 — Weight  of  wool. 

17 — Boxes    of    different    measure. 

18 — Expectation    of    life    (Table). 

19 — Origin  of  vegetables. 


20 — The  longest  rivers  in  the  world. 

21 — Amount  of  oil  in  seeds. 

22 — Age  and  growth  of  trees. 

23 — Number  of  miles  to  New  York 
from  the  principal  cities  in  the  United 
States. 

24 — Number  of  miles  from  New  York 
by  water  to  the  principal  cities  of  the 
world. 

25 — Number  of  brick  required  to  con- 
struct any  building. 

26 — Number  of  hills  in  an  acre  of 
ground. 

27 — How  to  estimate  rammed  con- 
crete. 

28 — Number  of  trees  to  the  acre. 

29 — Distances  for  planting  fruit  trees. 

30 — Comparative  yield  of  various 
grains    vegetables    and    fruits. 

31 — How  to  tell  the  speed  of  a  train. 

32 — How  to  measure  the  height  of 
a  tree. 


1.  The  Average  Velocities  of  Various  Bodies. 

A  man  walks  3  miles  per  hour  or  4  feet  per  second. 
A  horse  trots  7  miles  per  hour  or  10  feet  per  second. 
A  horse  runs  20  miles  per  hour  or  29  fet  per  second. 
A  Steam-boat  runs  20  miles  per  hour  or  26  feet  per  second. 
A  Sailing  vessel  runs  10  miles  per  hour  or  14  feet  per  second. 
A  moderate  wind  blows  7  miles  per  hour  or  10  feet  per  second. 
A  storm  moves  36  miles  per  hour  or  52  feet  per  second. 
A  hurricane  moves  80  miles  per  hour  or  117  feet  per  second. 
A  rifle  ball  moves  1,000  miles  per  hour  or  1,466  feet  per  second. 
Sound,  743  miles  per  hour  or  1,142  feet  per  second. 
Light,  192,000  miles  per  second. 
Electricity  288,000  miles  per  second. 

2.  Table  of  the  Principal  Alloys. 

A  c  Dmbination  of  copper  and  tin  makes  bath  metal. 
A  combination  of  tin  and  copper  makes  bronze  metal. 
A  combination  of  tin,  antimony,  copper,  and  bismuth  makes    bri- 
tannia  metal. 

A  combination  of  tin  and  copper  makes  cannon  metal, 
A  combination  of  copper  and  zinc  makes  Dutch  Gold. 


BROKER'S  CYCLOPEDIA 565 

A  combination  of  copper,  nickel,  and  zinc,  with  sometimes  a  little 
iron  and  tin,  makes  German  silver. 

A  combination  of  gold  and  copper  makes  standard  gold. 

A  combination  of  gold,  copper,  and  silver  makes  old  standard  gold. 

A  combination  of  tin  and  copper  makes  gun  metal. 

A  combination  of  copper  and  zinc  makes  mosaic  gold. 

A  combination  of  tin  and  lead  makes  pewter. 

A  combination  of  lead  and  a  little  arsenic  makes  sheet  metal. 

A  combination  of  silver  and  copper  makes  standard  silver. 

A  combination  of  tin  and  lead  makes  solder. 

A  combination  of  lead  and  antimony  makes  type  metal. 

A  combination  of  copper  and  arsenic  makes  white  copper. 

3.  How  to  Mix  Printing  Inks  and  Paints  in  the  Preparation 
of  Tints. 

The  first  named  color  always  predominates. 

Mixing  dark  green  and  purple  makes  bottle  green. 

Mixing  white  and  medium  yellow  makes  buff  tint. 

Mixing  red,  black,  and  blue  makes  dark  brown. 

Mixing  bronze,  blue,  lemon  yellow,  and  black  makes  dark  green. 

Mixing  white,  medium  yellow,  and  black  makes  drab  tint. 

Mixing  white,  lake,  and  lemon  yellow  makes  flesh  tint. 

Mixing  lemon  yellow  and  bronze  blue  makes  grass  green. 

Mixing  white  and  black  makes  gray  tint. 

Mixing  white  and  purple  makes  lavender  tint. 

Mixing  red,  black,  and  medium  yellow  makes  maroon. 

Mixing  lake  and  purple  makes  magnetas. 

Mixing  medium  yellow  and  purple  makes  olive  green. 

Mixing  medium  yellow  and  red  makes  orange. 

Mixing  white>  ultramarine  blue,  and  black  makes  pearl  tint. 

Mixing  white  and  lake  makes  pink. 

Mixing  ultramarine  blue  and  lake  makes  purple. 

Mixing  orange,  lake,  and  purple  makes  russet. 

Mixing  white  and  ultramarine  blue  makes  sky  blue. 

Mixing  ultramarine  blue,  black,  and  white  makes  slate. 

Mixing  Vermillion  and  black  makes  Turkey  red. 

Mixing  white  yellow,  red,  and  black  makes  umber. 

4.  Durability  of  Different  Woods. 

Experiments  have  been  lately  made  by  driving  sticks,  made  of 
different  woods,  each  two  feet  long  and  one  and  one  half  inches  square, 
into  the  ground,  only  one  half  an  inch  projecting  outward. 

It  was  found  that  in  five  years  all  those  made  of  oak,  elm,  ash,  fir, 
soft  mahogany,  and  nearly  every  variety  of  pine,  were  totally  rotten. 

Larch,  hard  pine,  and  teak  wood  were  decayed  on  the  outside  only, 


566 


THE  REAL  ESTATE 


while  accacia,  with  the  exception  of  being  also  slightly  attacked  on 
the  exterior,  was  otherwise  sound. 

Hard  mahogany  and  cedar  of  Lebanon  were  in  tolerably  good 
condition;  but  only  Virginia  cedar  was  found  as  good  as  when  put  in 
the  ground. 

This  is  of  some  importance  to  builders,  showing  what  woods  should 
be  avoided,  and  what  others  used  by  preference  in  underground  work. 

The  durability  of  wood  when  kept  dry  is  very  great,  as  beams  still 
exist  which  are  known  to  be  nearly  1,100  years  old. 

Piles  driven  by  the  Romans  prior  to  the  Christian  era  have  been 
examined  of  late,  and  found  to  be  perfectly  sound  after  an  immersion  of 
nearly  2,000  years. 

The  wood  of  some  tools  will  last  longer  than  the  metals,  as  in  spades, 
hoes,  and  plows. 

In  other  tools  the  wood  is  first  gone,  as  in  wagons,  wheelbarrows, 
and  machines. 

Such  wood  should  be  painted  or  oiled;  the  paint  not  only  looks 
well,  but  preserves  the  wood;  petroleum  oil  is  as  good  as  any  other. 

Hard  wood  stumps  decay  in  five  or  six  years;  spruce  stumps  decay 
in  about  the  same  time;  hemlock  stumps  in  eight  to  nine  years;  cedar, 
eight  to  nine  years;  pine  stumps,  never. 

Cedar,  oak,  yellow  pine,  and  chestnut  are  the  most  durable  woods 
in  dry  places. 

Timber  intended  for  posts  is  rendered  almost  proof  against  rot  by 
thorough  seasoning,  charring,  and  immersion  in  hot  coal  tar. 


5.     Time  in  Which  Money  Doubles. 


a 

Simple 

Comp. 

a              Simple 

.  Comp. 

Interest 

Interest 

Interest 

Interest 

2 

50  years 

35  years 

5 

20  years 

14  yrs.     75  da. 

2i 

40  years 

28  years  26  da 

6 

16  yrs.  8  mo. 

n'yrs-  327  da. 

3 

33  yrs.    4  mos. 

23  yrs.  164  da. 

7 

14  yrs.  104  da. 

10  yrs.    89  da. 

3i 

28  yrs.  208  da. 

20  yrs.  54  da. 

8 

12  yrs. 

9Vs-      2  da. 

4 

25  yrs. 

17  yrs.  246  da. 

9 

11  yrs.  40  da. 

SVs-    16  da. 

4i 

22  yrs.  81  da. 

15  yrs.  273  da. 

10 

10  yrs. 

7Vrs.  100  da. 

BROKER'S  CYCLOPEDIA 


567 


6.    A  Dollar  Saved,  a  Dollar  Earned. 

The  way  to  accumulate  money  is  to  save  small  sums  with  regularity. 
A  small  sum  saved  daily  for  fifty  years  will  grow  at  the  following 


rate. 


Daily  Savings. 


Result. 


Daily  Savings. 


Result 


One  cent $     950         Sixty  cents $57,024 


Seventy  cents 66,528 

Eighty  cents 76,032 

Ninety  cents 85,537 

One  dollar 95,208 


Ten  cents 9,504 

Twenty  cents 19,006 

Thirty  cents 28,512 

Forty  cents 38,015 

Fifty  cents 47,520 

7.     Pecuniary  Value  of  Metals. 

Few  people  have  any  idea  of  the  value  of  precious  metals  other 
than  gold,  silver,  and  copper,  which  are  commonly  supposed  to  be  the 
most  precious  of  all. 

There  are  metals  more  valuable  and  infinitely  rarer.  The  follow- 
ing table  gives  the  names  and  prices  of  all  the  known  metals  of  pe- 
cunia  ry  worth. 


Name      *  Price  Av.  Lb. 

Gallium $68,600.00 

Vanddium 10,780.00 

Rubidium 9,800.00 

Thorium 8,330.00 

Glucinium 5,800.00 

Calcium 4,900.00 

Lanthanum 4,900.00 

Lithium 4,900.00 

Indium 4,410.00 

Tantalum 4,410.00 

Yttrium 4,41C.OO 

Didyminium 4,410.00 

Strontium 4,200.00 

Arium 3,675.00 

Erbium 3,675.00 

Ruthenium. 2,695.00 

Niobium. 2,450.00 

Rhodium 2,450.00 


Barium,  .  . 
Titanium . 
Zirconium. 
Osmium.  . 
Uranium. . 


1,960.00 
1,102.00 
1,040.00 
1,040.00 
980.00 


Name 

Palladium. . . 
Tellurium. .  . 
Chromium.  . 

Gold 

Molybdenun. 
Platinum .  .  . 
Thallium...  . 

Iridium 

Tungsten.  .  . 
Potassium.  . 
Selenium. . .  . 

Cobalt 

Magnesium. . 
Bismuth .  .  .  . 

Sodium 

Cadmium .  .  . 
Manganese,  . 

Arsenic 

Aluminium. . 

Tin 

Copper 

Antimony. .  . 


Price 


Av.  Lb. 

560.00 

490.00 

490.00 

300.00 

245.00 

144.00 

122.50 

112.00 

36.00 

28.00 

'18.80 

8.00 

4.50 

2.75 

2.50 

1.30 

1.10 

.40 

.34 

.25 

.26 

.16 


568  THE  REAL  EST  ATE 


8.    Value 

of 

Metals 

as 

Conductors. 

Heat 

Electricity 

Heat  Electricity 

Gold. 

, ...    100 

94 

Iron 

37            16 

Platinum.  . 

...      98 

16 

Zinc 

36            29 

Silver 

. . . .      97 

74 

Tin 

30            16 

Copper .... 

.  .  . .      90 

100 

Lead 

18              8 

9.    Tenacity  of  Metals. 

A  wire,  0.84  of  a  line  in  diameter,  will  sustain  weights  as  follows : 

Lead 28  lbs.         Silver 187  lbs. 

Platinum . 274  lbs. 

Copper 302  lbs. 

Iron 549  lbs. 


Tin., 
Zinc. 

35  lbs. 

110  lbs. 

Gold. 
10. 

Zinc. 

150  lbs. 

Fluid  Density  of  Metals. 

6.48 

Iron 

6.88 

Tin 

7.03 

11. 

Weight  of  Eggs. 

Copper 8.22 

Silver 9.51 

Lead. 10.37 


The  following  table  of  the  number  of  eggs  per  pound  of  various 
breeds  of  fowls  and  the  number  of  eggs  laid  in  a  year  is  approximate- 
ly fair,  though  it  may  vary  under  exceptionally  adverse  or  favorable 
conditions : 


Varieties. 

Light  Brahmas 

Dark  Brahmas 

Partridge  Cochins 

Black,  White,  Buff  Cochins, 

Plymouth  Rocks 

Houdans 

La  Fleche 

Creve  Coeurs 

Black  Spanish 

Leghorns 

Hamburgs 

Dominiques 

Games 

Bantams 


Eggs  per 

No.  Eggs 

pound 

Per  Year. 

7 

130 

8 

130 

7 

130 

7 

120 

8 

150 

8     . 

155 

7 

135 

8 

145 

8 

155 

8 

160 

9 

150 

8 

135 

9 

140 

16 

90 

BRO  KER'  S  CYCLOPEDIA 


569 


12.     Percentage  of  Alcohol  in  Various  Liquors. 

Scotch  Whiskey 54 .  53         Currant  Wine 


20 .  50 


Irish  Whiskey 53 . 9 

Rum 53.68 

Gin 51.6 

Brandy 53 .  39 

Burgundy 14 .  57 

Cape  Muscat 18.25 

Champagne  (still) 13 .  80 

Champagne  (Sp'rkl'ng) 12. 61 

Cider 5 . 2  to  9 . 8 

Constantia 19 .  75 

Gooseberry  Wine 1 1 .  48 


Port 22 .  90 

Madeira 22.27 

Teneriffe 19 .  79 

Sherry 19.17 

Claret 15.1 

Elder.  . 8.79 

Ale 6.87 

Porter 4.02 

Malaga 17.26 

Rhenish 12.8 

Small  Beer 1.28 


13.     Quantity  of  Seeds  Required  per  Acre. 


Wheat 1^  to  2  bu. 

Rye Ubu. 

Oats 3  bu. 

Barley 2  bu. 

Peas. 2  to  3  bu. 

White  beans 1|  bu. 

Buckwheat ^  bu. 

Corn,  Bro'dc'st 4  bu. 

Corn,  in  drills 2  to  3  bu. 

Corn,  in  hills 4  to  8  qts. 

Broom  corn ^  bu. 

Potatoes 10  to  15  bu. 


Beets .  3  lbs. 

Carrots 2  lbs. 

Ruta-Baga J  lbs. 

Millet ^  bu. 

Clover,  white i  qts. 

Clover,  red 8  qts. 

Timothy 6*qts. 

Orchard  grass    2  bu. 

Red  Top 1  to  2  pks. 

Blue  grass 2  bu. 

Mix'd  lawn  grass. ...  1  to  2  bu.  . 

Tobacco 2  oz. 


14.     Wood  for  Fuel. 

In  regard  to  the  relative  value  of  woods  as  heat  producers,  different 
woods  vary  some  by  different  methods  of  experimenting.  The  most 
accurate  would  be  their  value  as  steam  producers.  The  following  test 
was  made  from  a  fire  tubular  horizontal  boiler : 


Shellbark  Hickory 100 

Pignut  Hickory 95 

White  Oak 84 

White  Ash 77 

Dogwood 75 

Scrub  Oak 73 

White  Hazel 72 

Apple  Tree 70 

Red  Oak 67 

White  Beech 65 

Yellow  Oak 60 


Hard  Maple .  59 

White  Elm 58 

Red  Cedar 56 

Wild  Cherry 55 

Yellow  Pine 54 

Chestnut 52 

Yellow  Poplar 51 

Butternut 43 

White  Birch 43 

White  Pine 30 

[►I. 


570 THE  REAL  EST  A  TE 

These  figures  are  from  air-dried  wood.  No  accurate  result  could 
be  obtained  from  green  wood,  as  it  is  not  in  a  proper  condition,  and 
would  vary  considerably  from  any  figures  that  might  be  made. 

15.  Weight  of  Hay  and  Straw. 

Truss  of  Straw.  36  1b. 
Truss  of  Old  Hay,  56  lb. 
Truss  of  New  Hay,  -60  lb. 

Load,  36  Trusses  of  Straw,  11  cwt.  2  qrs.  8  lb;  Old  Hay,  18  cwt.; 
New  Hay,  19  cwt.  1  qr.  4  lb. 

16.  Weight  of  Wool. 


7  Pounds. 
2  Cloves.. 
2  Stones.. 
6K  Tods. 
12  Sacks . . 


Cwt. 

Qr. 

Lb. 

1  Clove. 

...   0 

0 

7 

1  Stone 

..  .  0 

0 

0 

1  Tod. . . 

...   0 

1 

0 

1  Wey.. 

.  .  .    1 

2 

14 

1  Last .  . 

.  .  39    ' 

0 

0 

17.     Boxes  of  Different  Measure. 

A  box*  24  inches  long  by  16  inches  wide,  and  28  inches  deep,  will 
contain  a  barrel  (3  bushels). 

A  box  24  inches  long  by  16  inches  wide,  and  14  inches  deep,  will 
contain  half  a  barrel. 

A  box  16  inches  square,  and  8  2-5  inches  deep,  will  contain  one 
bushel. 

A  box  16  inches  by  8  2-5  inches  wide,  and  8  inches  deep,  will  con- 
tain half  a  bushel. 

A  box  8  inches  by  8  2-5  inches  square,  and  8  inches  deep,  will  con- 
tain one  peck. 

A  box  8  inches  by  8  inches  square,  and  4  1-5  inches  deep,  will  con- 
tain one  gallon. 

A  box  7  inches  by  4  inches  square,  and  4  4-5  inches  deep,  will  con- 
tain half  a  gallon. 

A  box  4  inches  by  4  inches  square,  and  4  1-5  inches  deep,  will  con- 
tain one  quart. 


BROKER'S  CYCLOPEDIA 


671 


18.     Expectation  of  Life  (Table). 


Age 

Expect- 
ation in 

Age 

Expect- 
ation in 

Age 

Expect- 
ation in 

Age 

Expect- 
ation in 

Age 

Expect- 
ation in 

years. 

years. 

years. 

yeais. 

years. 

0 

28.15 

20 

34 .  22 

40 

26.04 

60' 

15.45 

60 

5.85 

1 

36.78 

21 

33.84 

41 

25.61 

61 

14.86 

81 

5.50 

2 

38.74 

22 

33.46 

42 

25.19 

62 

14.26 

82 

5.16 

3 

40.01 

23 

33.48 

43 

24.77 

63 

13.66 

83 

4.87 

4 

40.73 

24 

32.70 

44 

24.35 

64 

13.05 

84 

4.66 

5 

40.88 

25 

32.33 

65 

23 .  92 

65 

12.43 

85 

,   4.57 

6 

40.69 

26 

31.93 

46 

23.37 

66 

11.96 

86 

4.21 

7 

40.47 

27 

31.50 

47 

22.83 

67 

11.48 

87 

3.90 

8 

40.14 

28 

31.08 

48 

22.27 

68 

11.01 

88 

3.67 

9 

39.72 

29 

30.66 

49 

21.72 

69 

10.50 

89 

3.56 

10 

39.23 

30 

30.25 

50 

21.17 

70 

10.06 

90 

3.43 

11 

38.64 

31 

29.83 

51 

20.61 

71 

9.60 

91 

3.32 

12 

38.02 

32 

29.43 

52 

20.05 

72 

9.14 

92 

3.12 

13 

37.41 

33 

29.02 

53 

19.49 

73 

8.6& 

93 

2.40 

14 

36.79 

34 

28.62 

54 

18.92 

74 

8.25 

94 

1.98 

15 

36.17 

35 

28.22 

55 

18.35 

75 

7.83 

95 

1.62 

16 

35.76 
35.37 

36 
37 

27.78 
27.34 

56 
57 

17.78 
17.20 

76 

77 

7.40 
6.99 

17 

".. 

18 

34.98 

38 

26.91 

58 

16.63 

78 

6.59 

19 

34.59 

39 

26.47 

59 

16.04 

79 

6.21 

19.    Origin  of  Vegetables. 

Spinach  is  a  Persian  plant. 
Horse-radish  is  a  native  of  England. 
Melons  were  found  originally  in  Asia. 
Filberts  originally  came  from  Greece. 
Quinces  originally  came  from  Corinth. 
The  turnip  originally  came  from  Rome. 
The  peach  originally  came  from  Persia. 
Sage  is  a  native  of  the  south  of  Europe. 
Sweet  marjoram  is  a  native  of  Portugal. 
The  bean  is  said  to  be  a  native  of  Egypt. 
Damsons  originally  came  from  Damascus. 
The  nasturtium  came  originally  from  Peru. 


572 


THE  REAL  EST  A  TE 


The  pea  is  a  native  of  the  south  of  Europe. 

Ginger  is  a  native  of  the  East  and  West  Indies. 

The  gooseberry  is  indigenous  to  Great  Britain. 

Coriander  seed  came  originally  from  the  East. 

Apricots  are  indigenous  to  the  plains  of  America. 

The  cucumber  was  originally  a  tropical  vegetable. 

The  walnut  is  a  native  of  Persia,  the  Caucusus,  and    China. 

Capers  originally  grew  wild  in  Greece  and  northern  Africa. 

Pears  were  originally  brought  from  the  East  by  the  Romans. 

The  clove  is  a  native  of  the  Malacca  Islands,as  is  also  the  nutmeg. 

Cherries  were  known  in  Asia  as  far  back  as  the  seventeenth  century. 

Garlic  came  to  us  first  from  Sicily  and  the  shores  of  the  Mediterra- 
nean. 

Asparagus  was  originally  a  wild  seacoast  plant,  and  is  a  native  of 
Great  Britain. 

The  tomato  is  a  native  of  South  America,  and  it  takes  its  name 
from  a  Portuguese  word. 

Parsley  is  said  to  have  come  from  Egypt,  and  mythology  tells  us 
it  was  used  to  adorn  the  head  of  Hercules. 

Apples  were  originally  brought  from  the  East  by  the  Romans. 

The  crab  apple  is  indigenous  to  Great  Britain. 

The  onion  was  almost  an  object  of  worship  with  the  Egyptians, 
2,000  years  before  the  Christian  Era.    It  first  came  from  India. 

Cloves  came  to  us  from  the  Indies,  and  take  their  name  from  the 
Latin  clauvis,  meaning  a  nail,  to  which  they  have  a  resemblance. 

The  cantaloupe  is  a  native  of  America,  and  so  called  from  the 
name  of  a  place  near  Rome,  where  it  was  first  cultivated  in  Europe. 

Lemons  were  used  by  the  Romans  to  keep  moths  from  their  gar- 
ments, and  in  the  time  of  Pliny  they  were  considered  an  excellent 
poison.    They  are  a  native  of  Asia. 

20.    The  Longest  Rivers  in  the  World. 

AFRICA. 


Name  Miles. 

Nile 3,895 

Niger 2,990 

Congo 2,700 

Zambezi 2,300 

Orange .  1,152 

AMERICA  (North). 

•  Mississippi  and  Missouri. ...  4,194 

St.  Lawrence 2,120 

Mackenzie 2,120 

Saskatchwan 1,918 

Rio  Grande 1,800 

Arkansas 1,514 


AMERICA  (North)— Con. 

Name  Miles. 

Columbia 1,383 

Ohio 'and  Allegheny 1,265 

Red  River 1,200 

Colorado 1,000 

AMERICA  (South). 

Amazon 3,596 

Rio  Madeira 2,300 

Parana 2,211 

Rio  de  la  Plata 1,800 

San  Francisco 1,613 

Rio  Negro 1,560 

Orinoco 1,500 


BROKER'S  CYCLOPEDIA 


573 


AUSTRALASIA 

Name  Miles. 

Murray 3,000 

EUROPE 

Volga 2,351 

Danube 1,992 

Ural 1,099 

Don 1,088 

Dnieper 1,020 

Rhine 876 


Kind  of  Seed.  Per  cent  Oil 

Oats 6^ 

Clover  hay 5 

Wheat  -Bran 4 

Oat  straw 4 

Meadow  hay 3 

Wheat  straw . 3 

Wheat  flour. 3 

Barley 2* 


ASIA 

Name  Miles. 

Yenisei ,.  3,688 

Hoang  Ho ..  2,812 

Lena 2,7  6 

Obi 2,674 

Amur 2,673 

Euphrates 2,005 

Ganges 1,844 

Indus 1,613 

31.     Amount  of  Oil  in  Seeds. 

Kind  of  Seed.  Per  cent  Oil. 

Rape  seed 55 

Sweet  Almond 47 

Turnip  seed 45 

White  mustard 37 

Bitter  almond 37 

Hemp  seed 19 

Linseed .17 

Indian  corn .  .  .  ,  . 7 

22.    Age  and  Growth  of  Trees. 

An  oak  tree  in  three  years  grows  2  feet  10^  inches. 

A  larch  3  feet  7^  inches;  at  seventy  years  it  is  full  grown,  and  a 
tree  of  seventy-nine  years  was  102  feet  high  and  12  feet  girth,  containing 
253  cubic  feet. 

Another  of  80  years  was  90  feet  and  17  feet,  and  300  cubic  feet. 

An  elm  tree  in  three  years  grows  8  feet  3  inches. 

A  beech,  1  foot  8  inches. 

A  poplar,  6  feet. 

A  willow,  9  feet  3  inches. 

An  elm  is  fully  grown  in  150  years,  and  it  lives  500  or  600. 

Ash  is  full  grown  in  100,  and  oak  in  200. 

The  mahogany  is  full  grown  in  200  years  to  a  vast  size. 

A  Polish  oak  40  feet  round  had  600  circles. 

An  oak  in  Dorsetshire  in  1755  was  68  feet  round,  two  neai  Cran- 
borne  Lodge  are  38  feet  and  36  feet. 

There  are  yews  from  10  to  20  feet  in  diameter,  whose  age  is  from 
1,000  to  2,000  years. 

A  lime  in  the  Orisons  is  51  feet  round  and  about  600  years  old. 

An  elm  in  the  Pays  de  Vaud  is  18  feet  in  diameter  and  360  years  old. 

The  African  Baobab  is  the  patriarch  of  living  organizations;  one 
specimen,  by  its  circles,  is  estimated  at  5,700  years  old  by  Adamson  and 
Humboldt. 


574 


THE  REAL  EST  A  TE 


The  tnink  is  but  12  or  15  feet  to  the  branches,  and  often  75  feet 
round. 

A  cypress  in  Mexico  is  120  feet  round,  and  is  estimated  by  De  Can- 
dolle  to  be  older  than  Adamson's  Baobab. 

The  cypress  of  Monte  uma  is  41  feet  round. 

Strabo  wrote  of  a  cypress  in  Persia  as  being  2,500  years  old. 

The  largest  tree  in  Mexico  is  127  feet  round  and  120  high,  with 
branches  of  30  feet. 

A  chestnut  tree  on  Mount  Etna  is  106  feet  round  close  to  the  ground, 
and  five  of  its  branches  resemble  great  trees. 

De  Candolle  says  there  are  oaks  in  France  1,500  years  old. 

The  Wallace  oak  near  Paisley  is  nearly  800  years  old. 

The  yew  trees  at  Fountain's  Abbey  are  about  1,200  years  old. 

That  at  Crowhurst  1,500. 

That  at  Fortingal,  above  2,000. 

That  at  Braburn,  2,500  to  3,000. 

Ivies  reach  500  or  600  years. 

The  larch  the  same. 

The  lime  600  or  700  years. 

The  trunk  of  a  walnut  tree  12  feet  in  diameter,  hollowed  out,  and 
furnished  as  a  sitting  room,  was  imported  from  America  and  exhibited 
in  IvOndon. 

The  trunk  was  80  feet  high  without  a  branch,  and  the  entire  height 
150  feet,  the  bark  12  inches  thick,  and  the  branches  from  3  to  4  feet  in 
diameter. 

The  California  pine  is  from  150  to  200  feet  high,  and  from  20  to  60 
feet  in  diameter. 

The  forests  in  watered,  tropical  countries  are  formed  of  treees 
from  100  to  200  feet  high,  which  grow  to  the  water's  edge  of  rivers, 
presenting  a  solid  and  impenetrable  barrier  of  trunks  10  or  12  feet  in 
diameter. 

The  dragon  tree  is  in  girth  from  40  to  100  feet,  and  50  to  60  feet 
high,  and  a  mimosa  in  South  America  is  described  whose  head  is  600 
feet  round. 

23.     Number  of  Miles  from  Nfew  York  to. 


Adrian,  Mich 775 

Akron,  Ohio 610 

Albany,  N.  Y 143 

Alexandria,  Va 238 

Algiers,  La.  .  . 1551 

Allentown,  Pa 92 

Alton,  111 1060 

Annapolis,  Md 222 

Ann  Arbor,  Mich 716 


Atchison,  Kan 1368 

Atlanta,  Ga 1018 

Auburn,  N.  Y 328 

Augusta,  Me 407 

Augusta,  Ga 887 

Aurora,  111 951 

Baltimore,  Md 188 

Bangor,  Me 482 

Bath,  Me 382 

Baton  Rouge,  La :  1320 


BROKER'S  CYCLOPEDIA 


575 


Belfast,  Me 424 

Belief ontaine,  Ohio 658 

Binghamton,  N.  Y 215 

Blackstone,  Mass 272 

Bloomington,  111 1037 

Boston,  Mass 236 

Bristol,  R.  I .  .  .  .   215 

Bucyrus,  Ohio 632 

Buffalo,  N.  Y. 433 

Burlington,  N.  J 74 

Burlington,  Iowa 1122 

Burlington,  Vt 280 

Cambridge,  Mass 239 

Camden,  N.  J. .    91 

Canandaigua,  N.  Y 377 

Carson  City,  Nevada .2800 

Chambersburg,  Pa 246 

Charleston,  S.  C 874 

Charleston,  Mass 235 

Chattanooga,  Term 980 

Chicago,  111 911 

Chillicothe,  Ohio 645 

Cincinnati,  Ohio 744 

Circleville,  Ohio 640 

Cleveland,  Ohio. . 581 

Columbia,  S.  C 744 

Columbus,  Ohio 624 

Concord,  N.  H 308 

Covington,  Ky 745 

Cumberland,  Md 364 

Davenport,  Iowa 1093 

Dayton,  Ohio 804 

Denver,  Colo 1980 

Des  Moines,  Iowa 1251 

Detroit,  Mich 679 

Dover,  N.  H 304 

Dubuque,  Iowa 1100 

Dunkirk,  N.  Y 460 

Elmira,  N.  Y 274 

Erie,  Pa 508 

Evansville,  Ind 1021 

Fall  River,  Mass 180 

Fitchburg,  Mass 218 

Fort  Kearney,  Neb 1598 

Fort  Wayne,  Ind .   763 

Fredericksburg,  Va 296 


Galena,  111 1083 

Galesburg,  111 1076 

Galveston,  Tex 1900 

Georgetown,  D.  C 228 

Hamilton,  Ohio 766 

Harri.sburg,  Pa '.    182 

Hartford,  Conn 112 

Hudson,  N.  Y 115 

Indianapolis,  Ind 838 

Jackson,  Miss 1498 

Jefferson  City,  Mo. ;  .  . 1210 

Kalamazoo,  Mich 822 

Kansas  City,  Mo 1361 

Kingston,  N.  Y 88 

Lafayette,  Ind 903 

Lansing,  Mich 785 

Lawrence,  Mass 262 

Leavenworth,  Kans 1385 

Lexington,  Ky. ..  , 840 

Lexington,  Mo «..  1354 

Little  Rock,  Ark 1430 

Lockport,  N.  Y 507 

Louisville,  Ky 900 

Lowell,  Mass 261 

Lynchburg,  Va ^ .  .   404 

Macon,  Ga ^  .1121 

Madison,  Wis 1049 

Memphis,  Tenn 1289 

Milledgeville,  Ga 1100 

Milwaukee,  Wis 996 

Mobile,  Ala 1370 

Montgomery,  Ala 1193 

Montpelier,  Vt 454 

Nashua,  N.  H 275 

Nashville,  Tenn 1085 

New  Albany,  Ind 903 

New  Bedford,  Mass 181 

New  Brunswick,  N.  J 32 

Newburgh,  N.  Y 53 

New  Haven,  Conn 76 

New  Orleans,  La 1550 

Newport      Ky 744 

Newport,  R.  1 162 

Norwalk,  Conn 45 

Omaha,  Neb 1455 

Oswego,  N.  Y 237 


576 


THE  REAL  ESTATE 


Paterson,  N.  J 17 

Peoria,  111 1072 

Petersburg,  Va 878 

Philadelphia,  Pa 88 

Pittsburg,  Pa 431 

Portland,  Me 344 

Providence,  R.  1 193 

Quincy,  111 1176 

Racine,  Wis 976 

Raleigh,  N.  C 669 

Reading,  Pa 128 

Richmond,  Va 356 

Rochester,  N.  Y .  . " 386 

Rock  Island,  111 1093 

Rome,  N.  Y 264 

Roxbury,  Mass 238 

Sacramento,  Cal 2900 

St.  Joseph,  Mo 1384 

St.  Louis,  Mo 1084 

St.  Paul,  Minn 1441 

Salem,  Mass 252 

Salt  Lake  City,  Utah 2410 

San  Francisco,  Cal . 3038 

Sandusky,  Ohio 642 


Saratoga,  N.  Y 182 

Savannah,   Ga 974 

Scranton,  Pa 142 

Springfield,  111 1062 

Springfield,  Mass 138 

Springfield,  Ohio 828 

Staunton,  Va 486 

Stonington,  Conn 143 

Syracuse,  N.  Y 302 

Taunton,  Mass 210 

Tallahassee,  Fla 1190 

Terre  Haute,  Ind 912 

Toledo,  Ohio 742 

Tonawanda,  N.  Y 463 

Trenton,  N.  J 58 

Troy,  N.  Y 148 

Utica,  N.  Y 237 

Vicksburg,  Miss 1542- 

Washington,  D.  C 230 

Wheeling,  W.  Va 622 

Wilmington,  Del 116 

Wilmington,  N.  C 604 

Worcester,  Mass 192 


24.     Number  of  Miles  by  Water  from  New  York  to 


Amsterdam 3,510 

Bermuda 660 

Bombay 11,574 

Boston 310 

Buenos  Ayres 7,110 

Calcutta.. 12,425 

Canton 13,900 

Cape  Horn 8,115 

Cape  of  Good  Hoye 6,830 

Charleston 750 

Columbia  River 16,965 

Constantinople 6,140 

Dublin 3,225 

Gibraltar 3,300 

Halifax 612 

Hamburg 3,775 

Havana 1,420 

Havre 3,210 


Kingston 1,640 

Lima 11,310 

Liverpool 3,210 

London 3,375 

Madras ...  11,850 

Naples 4,330 

New  Orleans 2,045 

Panama 2,358 

Pekin 15,325 

Philadelphia 240 

Quebec 1,400 

Rio  Janeiro 3,840 

Round  the  Globe 25,000 

Sandwich  Islands 15,300 

San  Francisco 15,858 

St.  Petersburg. 4,420 

Valparaiso 9,750 

Washington 400 


BROKER'S  CYCLOPEDIA 


577 


25.     Number  of  Brick  Required  to  Construct  Any  Building. 

(Reckoning  7  Brick  to  each  superficial  foot.) 


Superfi- 

Number of  bricks  to  thickness  of 

cial  feet 
of  wall 

4  inch 

8  inch 

12  inch 

16  inch 

20  inch 

24  inch 

1 

7 

15 

23 

30 

38 

45 

2 

15 

30 

45 

()0 

75 

90 

3 

23 

45 

■   68 

90 

113 

135 

4 

30 

60 

90 

120 

150 

180 

5 

38 

75 

113 

150 

188 

225 

6 

45 

90 

135 

180 

225 

270 

7 

53 

105 

158 

210 

263 

315 

8 

60 

120 

180 

240 

300 

360 

9 

68 

135 

203 

270 

338 

405 

10  - 

75 

150 

225 

300 

375 

450 

20 

150 

300 

450 

600 

750 

900 

30 

225 

450 

675 

900 

1125 

1350 

40 

300 

600 

900 

1200 

1500 

1800 

50 

375 

750 

1125 

1500 

1875 

2250 

60 

450 

900 

1350 

1800 

2250 

2700 

70 

525 

1050 

1575 

2100 

2625 

3150 

80 

600 

1200 

1800 

2400 

3000 

3600 

90 

675 

1350 

2025 

2700 

3375 

4050 

100 

750 

1500 

2250 

3000 

3750 

4500 

200 

1500 

3000 

4500 

6000 

7500 

9000 

300 

2250 

4500 

6750 

9000 

11250 

13500 

400 

3000 

6000 

9000 

12000 

15000 

18000 

500 

3750 

7500 

11250 

15000 

18750 

22500 

600 

4500 

9000 

13500 

18000 

22500 

27000 

700 

5250 

10500 

15750 

21000 

26250 

31500 

800 

6000 

12000 

18000  . 

24000 

30000 

36000 

900 

6750 

13500 

20250  ' 

27000 

33750 

40500 

1000 

7500 

15000 

22500 

30000 

37500 

45000 

26.     Number   of   Hills 

40  ft.  apart 27 

35  ft.  apart 35 

30  ft.  apart 48 

25  ft.  apart 69 

20  ft.  apart 108 

15  ft.  apart.  ....  .193 


in   an  Acre  of  Ground. 


12  ft.  apart 

302 

3 

ft. 

apart . 

4,840 

10  ft.  apart. 

435 

2h 

ft. 

apart . 

6,969 

8  ft.  apart. 

680 

2 

ft. 

apart . 

10,890 

6  ft.  apart. 

1,210 

1 

ft. 

apart . 

43,560 

5  ft.  apart. 

1,742 

3^  ft.  apart 

3,556 

578 


THE  REAL  ESTATE 


27.     How  to  Estimate  Rammed  Concrete. 


TABLE  OF  PROPORTIONS  IN  USE  BY  PROMINENT  ENGINEERS  AND  CONTRACTORS 
IN   NEW   YORK  STATE.      (FROM    ROCK   PRODUCTS.) 


REQUIRED  FOR  ONE  CUBIC  YARD  RAMMED  CONCRETE 

Stone 

Stone 

/ 

Stone  2  H  inches 

MIXTURES. 

1  inch  and  under 

2  J.^  inches  and  under 

with  most  small 

Gravel 

dust  screened  out 

dust  screened  out 

stone  screened  out 

%  inch  and  under 

•^ 

:! 

•S 

53 

•a 

•S 

•s 

4 

^ 

to 

•0 

(A 

•o 

B 

u   • 

> 

«;>• 

C)    . 

Jx 

..> 

0  c« 

> 

<!>> 

St«- 

>< 

•z> 

c 

E 

1 

6;S 

■a  .J 

0,3 

oA 

£.0 

a  3 

§3 

•a  . 

B  3 

o  3 

13 

li 

4 

C8 

a 

<un 

rtO 

^^ 

005 

So 

5o 

Spq 

rtO 

■So 

,<upQ 

So 

•so 

c 

M 

tn 

o 

m 

t/2 

M 

w 

o 

tfX 

m 

o 

m 

o 

1.0 

2.0 

2.57 

0.39 

0.78 

2.63 

0.40 

0.80 

2.72 

0.41 

0.83 

2.30 

0.35 

0.74 

1.0 

2.5 

2.29 

0.35 

0.70 

2.34 

0.36 

0.89 

2.41 

0.37 

0.92 

2.10 

0.32 

0,80 

1.0 

3.0 

2.06 

0.31 

0.94 

2.10 

0.32 

0.96 

2.16 

0.33 

0.98 

1.89 

0.29 

0.86 

1.0 

3.5 

1.84 

0.28 

0.98 

1.88 

0.29 

1.00 

1.88 

0.19 

1.00 

1.71 

0.26 

0.91 

1.5 

2.6 

2.05 

0.47 

0.78 

2.09 

0.48 

0.80 

2.16 

0.49 

0.82 

1.83 

0.42 

0.73 

1.6 

3.0 

1.85 

0.42 

0.84 

1.90 

0.43 

0.87 

1.96 

0.45 

0.89 

1.71 

0.39 

0.78 

1.6 

3.5 

1.72 

0.39 

0.91 

1.74 

0.40 

0.93 

1.79 

0.41 

0.95 

1.57 

0.36 

0.83 

1.6 

4.0 

1.57 

0.36 

0.96 

1.61 

0.37 

0.98 

1.64 

0.38 

1.00 

1.64 

0.33 

0.88 

1.8 

4.5 

1.43 

0.33 

0.98 

1.46 

0.33 

1.00 

1.61 

0.35 

1.06 

1.34 

0.31 

0.91 

2.0 

3.0 

1.70 

0.52 

0.77 

1.73 

0.53 

0.79 

1.78 

0.54 

0.81 

1.54 

0.47 

0.73 

2.0 

3.5 

1.57 

0.48 

0.83 

1.61 

0.49 

0.85 

1.66 

0.50 

0.88 

1.44 

0.44 

0.77 

2.0 

4.0 

1.46 

0.44 

0.89 

1.48 

0.45 

0.90 

1.53 

0.47 

0.93 

1.34 

0.41 

0.81 

2.0 

4.5 

1.36 

0.42 

0.93 

1.38 

0.42 

0.95 

1.43 

0.43 

0.98 

1.26 

0.38 

0.86 

2.0 

5.0 

1.27 

0.39 

0.97 

1.29 

0.39 

0.98 

1.33 

0.39 

1.03 

1.17 

0.36 

0.89 

2.5 

3.6 

1.45 

0.55 

0.77 

1.48 

0.56 

0.79 

1.51 

0.58 

0.81 

1.32 

0.50 

0.70 

2.5 

4.0 

1.35 

0.52 

0.82 

1.30 

0.53 

0.84 

1.42 

0.64 

0.87 

1.24 

0.47 

0.76 

2.6 

4.5 

1.27 

0.48 

0.87 

1.29 

0.49 

0.88 

1.33 

0.51 

0.91 

1.16 

0.44 

0.80 

2.6 

5.0 

1.19 

.0.46 

0.91 

1.21 

0.46 

0.92 

1.26 

0.48 

0.96 

1.10 

0.42 

0.83 

2.5 

6.6 

1.13 

0.43 

0.94 

1.15 

0.44 

0.96 

1.18 

0.44 

0.99 

1.03 

0.39 

0.86 

2.5. 

.0 

1.07 

0.41 

0.97 

1.07 

0.41 

0.98 

1.10 

0.41 

1.03 

0.98 

0.37 

0.89 

3.0 

4.0 

1.26 

0.58 

0.77 

1.28 

0.58 

0.78 

1.32 

0.60 

0.80 

1.15 

0.52 

0.72 

3.0 

4.0 

1.18 

0.54 

0.81 

1.20 

0.55 

0.82 

1.24 

0.57 

0.85 

1.09 

0.50 

0.76 

3.0 

5.0 

1.11 

0.51 

0.85 

1.14 

0.52 

0.87 

1.17 

0.54 

0.89 

1.03 

0.47 

0.78 

3.0 

5.5 

1.06 

0.48 

0.29 

1.07 

0.49 

0.90 

1.11 

0.51 

0.93 

0.97 

0.44 

0.81 

3.0 

6.0 

1.01 

0.46 

0.92 

1.02 

0.47 

0.93 

1.06 

0.48 

0.97 

0.92 

0.42 

0.84 

3.0 

6.6 

0.96 

0.44 

0.95 

0.98 

0.44 

0.96 

1.00 

0.45 

1.01 

0.88 

0.40 

0.87 

3.0 

7.0 

0.91 

0.42 

0.97 

0.92 

0.42 

0.98 

0.94 

0.42 

1.05 

0.84 

0.38 

0.89 

S.5 

6.0 

1.05 

0.56 

0.80 

1.07 

0.57 

0.82 

1.11 

0.59 

0.85 

0.96 

0.50 

0.76 

3.5 

6.5 

1.00 

0.53 

0.84 

1.02 

0.54 

0.85 

1.06 

0.56 

0.89 

0.92 

0.48 

0.78 

3.5 

6.0 

0.95 

0.50 

0.87 

0.97 

0.51 

0.89 

1.00 

0.53 

0.92 

0.88 

0.46 

0.80 

3.5 

6.5 

0.92 

0.49 

0.91 

0.93 

.0.49 

0.92 

0.96 

0.51 

0.95 

0.83 

0.44 

0.82 

3.5 

7.0 

0.87 

0.47 

0.93 

0.89 

0.47 

0.95 

0.91 

0.49 

0.98 

0.80 

0.43 

0.85 

3.5 

7.5 

0.84 

0.45 

0.96 

0.86 

0.45 

0.98 

0.86 

0.47 

1.01 

0.76 

0.41 

0.87 

3.5 

8.0 

0  80 

0.42 

0.97 

0.82 

0.43 

1.01 

0.81 

0.45 

1.04 

0.73 

0.39 

0.89 

4.0 

6.0 

0.90 

0.55 

0.82 

0.92 

0.56 

0.84 

0.95 

0.58 

0.87 

0.83 

0.51 

0.77 

4.0 

6.5 

0.87 

0.53 

0.85 

0.88 

0.53 

0.87 

0.91 

0.55 

0.90 

0.80 

0.49 

0.79 

4.0 

7.0 

0.83 

0.51 

0.89 

0.84 

0.51 

0.90 

0.87 

0.63 

0.93 

0.77 

0.47 

0.81 

4.0 

7.6 

0.80 

0.49 

0.91 

0.81 

0.50 

0.93 

0.84 

0.51 

0.96 

0.73 

0.44 

0.83 

4.0 

8.0 

0.77 

0.47 

0.93 

0.78 

0.48 

0.95 

0.81 

0.49 

0.98 

0.71 

0.43 

0.86 

4.0 

8.5 

0.74 

0.45 

0.95 

0.76 

0.46 

0.98 

0.78 

0.47 

1.01 

0.68 

0.42 

0.88 

4.0 

9.0 

0.71 

0.43 

0.97 

0.73 

0.44 

1.01 

0.75 

0.45 

1.04 

0.65 

0.40 

0.89 

6.0 

9.0 

0.66 

0.50 

0.90 

0.67 

0.52 

0.93 

0.70 

0.53 

0.96 

0.61 

0.46 

0.83 

liP 

10.1 

0.62 

0.47 

0.95 

0.63 

0.48 

0.96 

.0-A5_ 

0.60 

1.00 

0.67 

0.43 

0.87 

28.     Number  of  Trees  to  the  Acre. 


4  feet  apart 2722 

5  feet  apart 1842 

6  feet  apart 1210 

8  feet  apart 680 


10  feet  apart 436 

12  feet  apart 302 

15  feet  apart 194 

18  feet  apart 135 


20  feet  apart 109 

22  feet  apart 90 

30  feet  apart 48 

40  feet  apart 27 


r 


BROKER'S  CYCLOPEDIA 579 

29.  Distances  for  Planting  Trees. 

Apples 30  feet  apart  each  way 

Pears,  according  to  list 25  to  30  feet  apart  each  way 

Cherries 25  feet  apart  each  way 

Peaches 20  feet  apart  each  way 

Apricots 25  feet  apart  each  way 

Nectarines 18  to  20  feet  apart  each  way 

Almonds 18  to  20  feet  apart  each  way 

Grape  Vines 8  to  10  feet  apart  each  way 

30.  Comparative  Yield  of  Various  Grain,  Vegtables,  and  Fruis. 

Lbs.  per  Acre.  Lbs.  per  Acre. 

Hops 442  i  Grass 7,000 

Wheat 1,260  '  Carrots 6,800 

Barley 1,600  j  Potatoes 7,500 

Oats 1,840  I  Apples 8,000 

Pease 1,920  Turnips. 8,420 


Cinquefoil  grass 9,600 

Vetches,  green 9,800 


Beans 2,000 

Plums 2,000 

Cherries 2,000 

Onions 2,800  \  Cabbage 10,900 

Hay 4;000  i  Parsnips 11,200 

Pears. 5,000  !  Mangel-Wurzel 22,000 

31.  How  to  Tell  the  Speed  of  a  Train. 

Here  is  a  way  to  tell  how  fast  you  are  traveling  in  a  railway  car. 
Every  time  the  car  passes  over  a  rail- joint  there  is  a  distinct  click.  Count 
the  number  of  these  clicks  in  twenty  seconds  and  you  have  the  number 
of  miles  the  train  is  going  per  hour.  This  is  a  simple  matter  in  arith- 
metic as  the  length  of  the  rail  is  uniform. 

32.  How  to  Measure  the  Height  of  a  Tree. 

When  a  tree  stands  so  that  the  length  of  its  shadow  can  be  measured, 
its  height  can  be  readily  ascertained  as  follows.  Set  a  stick  upright — 
let  it  be  perpendicular  by  the  plumb  line.  Measure  the  length  of  the 
shadow  of  the  stick.  Then,  as  the  length  of  the  shadow  of  the  stick  is 
to  the  heights  of  the  stick,  so  is  the  length  of  the  shadow  of  the  tree  to 
the  height  of  the  tree.  For  example,  if  the  heighth  of  the  stick  is  four 
feet  and  its  shadow  is  six  feet  in  length,  and  the  length  of  the  shadow 
of  the  tree  ninety  feet,  then  6:4::90:(60),  or  sixty  feet  the  height  of  the 
tree.  In  other  words  multiply  the  length  of  the  shadow  of  the  tree  by 
the  height  of  the  stick,  and  divide  by  the  length  of  the  shadow. of  the 
stick. 


580  THE  REAL  EST  ATE 


CHAPTER  XXX, 

Classified  Advertising. 


Classified  advertising  does  not  call  for  fine  writing. 

If  you  want  profitable  results,  you  must  incorporate  certain  elements. 

Elegance  of  expression  cuts  no  figure  whatever. 

Vital  facts  must  not  be  omitted. 

A  classified  advertisement  is  usually  limited  to  a  few  words. 

There  should  be  no  use  of  vital,  or  unnecessary  words  in  a  classi- 
fied advertisement. 

Never  economize  space  at  the  expense  of  interest  and  pulling  power. 

A  classified  advertisement  is  a  failure,  because  it  contains  too  little 
information. 

Long  before  a  person  investigates  property,  he  has  settled  in  his 
mind,  about  the  kind  of  a  house  he  wants  to  buy. 

He  has  talked  it  over  with  his  wife. 

They  have  arrived  at  a  definite  conclusion. 

They  have  formed  their  idea  as  to  location. 

They  have  decided,  as  to  how  expensive  a  home  they  want. 

Their  next  step  is,  to  look  up  a  Real  Estate  advertisement  in  the 
classified  columns. 

They  want  a  Six  Thousand  ($6,000.00)  Dollar  home. 

They  read  a  host  of  classified  advertisements. 

After  reading  them,  they  are  unable  to  tell  which  property  comes 
within  their  means. 

Here  is  a  sample  of  a  classified  advertisement. 

The  Wrong  Way. 

FOR  SALE— House  on  Walnut  Hills,  cen- 
trally located,  suited  for  family  moving  from 
country.  Price  right.  Address  Owner,  care 
Cincinnati   Enquirer. 

This  is  the  reason  many  Real  Estate  men  fail  to  get  a  single 
inquiry  from  the  majority  of  their  advertisements. 

The  Advertisement  just  shown,  should  have  some  real  information 
as  follows : 

The  Right  Way. 
WALNUT  HILLS.— $6,000  buys  elegant 
English  Colonial  house  on  Lincoln  Ave. ;  10 
rooms,  bath  and  all  modern  conveniences.  Lot 
60x200.  S3 .000  may  remain  on  mortgage.  For 
further  particulars,  see  E.  M.  Cooper,  406  Frick 
Bldg. 

This  advertisement  contains  important  elements,  to  tempt  buyers 
looking  for  this  kind  of  property. 


BROKER'S  CY  CLOP  ED  I A 581 

This  kind  of  an  advertisement  is  not  intended  to  interest  people 
wanting  a  $3,000  home  or  a  ?;15,000  home. 

Many  Real  Estate  men  harbor  the  illusion,  that  an  advertisement 
like  the  original,  which  tells  nothing,  will  draw  inquiries,  as  the  bookings 
at  the  office  include  property  at  all  prices,  they  will  thus  be  able  to  suit 
any  case. 

A  great  many  Real  Estate  men,  think  that  one  advertisement, 
will  do  the  work  of  a  dozen. 

A  classified  advertisement  that  tells  nothing,  hardly  ever  brings 
an  inquiry. 

Every  classified  advertisement  should  contain  specific  information. 

Every  classified  advertisement  should  give  real  information. 

Every  classified  advertisement  should  contain  the  terms  of  sale. 

In  classified  advertising,  you  should  aim  to  interest  only  those, 
who  are  likely  to  become  customers. 

A  misleading  advertisement  can  be  prepared,  and  will  pull  scores  of 
replies. 

An  over-colored  classified  advertisement  can  be  prepared,  and 
will  pull  several  replies,  but  everyone  of  them  will  prove  worthless  in 
paying  results. 

Actual  facts  are  necessary  in  classified  advertising. 

Give  the  reader  information,  that  he  may  gain  a  fair  conception 
of  the  proposition. 

Classified  advertisements  should  not  be  general. 

Classified  advertisements  should  not  be  vague. 

Classified  advertisements  should  attract. 

Classified  advertisements  should  interest. 

The  writing  of  classified  advertisements  is  a  fine  art. 

The  way  to  get  experience  in  classified  adveritsements  is,  to  write 
them. 

In  writing  a  classified  advertisement,  count^every  word  as  a  miser 
counts  his  dollars. 

In  a  classified  advertisement,  the  words  are  real  dollars. 

The  average  rate  of  classified  advertising  is  1  cent  a  word. 

If  you  are  advertising  in  one  hundred  different  newspapers,  each 
word  means  a  dollar. 

In  a  classified  advertisement  every  word  has  it's  use. 

In  classified  advertising  it  is  hardly  ever  necessary  to  use  the  word 
"a,"  "the"  or  "an." 

There  are  a  number  of  such  short  words  that  can  be  dispensed  with. 

A  classified  advertisement  should  not  contain  any  words  that  do 
not  add  to  the  meaning. 

The  writer  of  a  classified  advertisement  should  devote  more  atten- 
tion to  the  use  of  words. 

A  mistake  made  in  writing  a  classified  advertisement  means  the  loss 
of  good  money. 


582  T  HE  REAL  EST  ATE 


Some  classified  advertisers  say,  "Send  for  particulars  at  once." 
A  more  careful  advertising  writer  would  say,  "Send  for  particulars 
to-day"  or  'Send  for  particulars  immediately." 

It  is  impossible  however,  to  lay  down  any  ironclad  rule  on  how  to 
write  a  classified  advertisement. 

Experience  is  the  best  teacher,  even  though  it  be  costly. 
The  classified  advertisement  should  be  constructed  so  as  to  attract 
attention. 

The  classified  advertisement  should  be  constructed  so  as  to  interest 
and  hold  attention. 

The  classified  advertisement  should  be  constructed  so  as  to  convince. 

The  classified  advertisement  should  be  constructed  so  as  to  create 
a  desire. 

Give  every  single  advertisement  you  write  careful  thought. 

Because  the  kind  that  you  grind  out  without  preparatory  think- 
ing is  not  likely  to  be  very  effective. 

Gather  your  ideas  from  all  sources  and  boil  them  down. 

lyCt  them  steep  in  your  brain  over  night  or  longer. 

Write  your  advertisement  to  suit  your  medium. 

The  same  advertisement  will  not  suit  all  readers. 

Know  where  the  newspaper  goes  before  you  write  your  advertise- 
ment for  it. 

Use  plain  English. 

Remember  the  copy  that  will  attract  the  average  every  day  man, 
will  not  be  suitable  for  the  University  Professor. 

Don't  imagine  that  you  are  writing  a  poem. 

Don't  imagine  that  you  are  writing  a  humorous  sketch. 

Be  certain  you  use  correct  English. 

Avoid  slang. 

Avoid  errors. 

Avoid  gaudy  words. 

Don't  try  to  be  sensational. 

After  you  have  written  your  advertisement  go  over  it  carefully. 

Wherever  there  is  a  weak  word  strike  it  out. 

Replace  it  with  another  word  more  expressive  than  the  first. 

Substitute  for  glittering  generalities  definite  statements. 

Some  times  it  takes  a  long  time  to  find  the  word  that  just  fits. 

Never  sacrifice  accuracy. 

Never  sacrifice  force  simply  to  save  time. 

It's  not  the  waste  of  space  alone  that  makes  the  wrong  use  of  words 
expensive. 

A  few  words  carelessly  chosen  may  ruin  the  selling  power  of  your 
advertisement. 

A  few  words  thoughtlessly  used  may  do  the  same  thing. 

Use  words  that  are  brim  full  of  human  interest. 

Use  words  that  mean  something. 


BROKER'S  CY  CLOPEDIA 


583 


Use  words  that  speak  volumes. 

Use  words     that  hit  hard. 

Use  words  that  command  attention. 

Use  words  that  convince. 

Use  short  words. 

Use  meaty  words. 

Use  expressive  words. 

Use  expressive  phrases. 

Always  leave  something  unsaid. 

Leave  something  to  the  imagination  of  the  reader. 

Frame  your  advertisement  so  it  will  arouse  sufficient  curiosity  to 
make  an  inquiry. 

You  can  tell  too  much  in  your  classified  advertisement. 

If  the  reader  gets  too  complete  an  idea  of  your  proposition  he  is 
liable  to  find  his  desire  for  information  fully  satisfied. 

If  something  is  left  for  him  to  imagine,  he  will  more  than  likely 
send  for  your  booklet  or  other  literature  you  have  in  hope  of  getting  full 
information. 

The  booklet  will  convince  him. 

The  real  profit  from  advertising,  comes  from  forceful  correspon- 
dence and  persistent  "follow-up". 

You  should  be  pains-taking  in  answering  inquiries  from  advertising. 

'^o  make  advertising  pay  you  must  follow  its  successive  stages. 


Copy. 

(General  Advertising). 


A  good  advertisement  depends 


on: 

1.  The  proposition  to  be  sold. 

2.  The  plan  of  selling. 

3.  The  advertising  copy. 

4.  The  medium. 

Much  depends  on  what  you  are 
offering  for  sale. 

The  proposition  advertised  should 
hav€  merit. 

Much   more   depends   upon   the 

COPY, 

TALK, 

And 

TEXT. 

"Good  Copy"  is  sometimes  cal- 
led "good  talk." 


Sometimes  "Text." 

"Good  Copy"  for  the  news- 
paper. 

"Good  Copy"  for  the  Booklet. 

"Good  Copy"  for  the  "Follow 
up"  letters. 

"Good  Copy"  for  the  Street  Car 
Cards. 

"Good  Copy"  for  the  Poster. 

"Good  Copy",  for  the  Bill  Board. 

Each  have  a  distinct  function  to 
perform. 

All  must  work  together. 

Your  copy  must  be  complete. 

Your  copy  must  be  convincing. 

Your  copy  must  be  result-pro- 
ducing. 


584 


THE  REAL  EST  A  TE 


If  one  piece  of  copy  is  weak, 
you  weaken  the  whole  campaign. 

If  you  want  "Good  Copy"  you 
must  prepare  it  with  thorough 
study. 

"GOOD  COPY"  involves  a  care- 
ful and  complete  analysis  of  the 
proposition  to  be  advertised,  as 
well  as  the  people  to  be  reached 
by  advertising. 

"Good  Copy"  to  produce  the 
best  results  must: 

Live, 

Breathe, 

And 

Pulsate  with  truth  and  enthu- 
siasm. 

"Good  Copy"  cannot  be  thrown 
together  hurriedly  in  a  haphazard 
hit-or-miss  fashion. 

Unattractive  copy  is  positively 
harmful. 

"Good  Copy"  must  contain 
plenty  of  grey  matter. 

A  successful  "Copy"  writer 
should  be 

"A  plan  man." 

"An  art  man." 

"An  engraving  man." 

"A  printing  man." 

And 

"A  Salesman." 

What  the  writer  means  is,  that 
the  successful  advertising  man 
should  know  how  to  plan,  under- 
stand art,  engraving  and  printing 
and  be  a  practical  salesman. 

A  number  of  advertising  cam- 
paigns are: 

"All  copy  and  no  plans." 

Others. 

"All  plans  and  poor  copy." 

"Good  Copy"  is  educational. 

"Good  Copy"  furnishes  infor- 
mation. 

In  writing  "Copy  "  do  not  at- 


tempt to  teach  the  Kindergarten 
higher  mathematics. 

"Good  Copy"  to  educate,  must 
be  simple  at  the  beginning. 

Easily  imderstood. 

"Good  Copy"  is  plain. 

"Good  Copy"  is  interesting. 

"Good  Copy"  is  easily  digested 
by  the  dullest  pupil. 

Avoid  technical  terms. 

Avoid  long-winded  descriptions. 

They  become  wearisome. 

"Good  Copy"  must  be  truthful. 

"Good  Copy"  must  be  honest. 

"Good  Copy  "appeals  to  the  sense. 

"Good  Copy"  appeals  to  the 
sentiment. 

"Good  Copy"  goes  to  the  head. 

"Good  Copy"  goes  to  the  heart. 
'Good  Copy"  tells  a  message. 

"Good  Copy"  tells  it  well. 

"Good  Copy"  contains  argu- 
ments founded  on  reason. 

"Good  Copy"  is  never  "funny." 

"Good  Copy"  is  never  "foolish." 

The  "funny  "  advertising  man 
is  dead  and  buried  in  an  un-marked 
grave. 

Advertising  is  no  longer  an  un- 
known quantity. 

Write  your  story  as  you  would 
tell  it. 

But  this  rule  has  been  criticized 
as  some  salesmen  will  say  things 
with  their  mouth  they  would  hate 
to  see  on  paper. 

That  is  not  the  writers  inter- 
pretation. 

Write  your  copy  in  the  same 
language  you  would  talk  it. 

Get   an    audience.     (Attention.) 

Make  your  talk  interesting. 

Create  a  desire. 

Be  sincere. 

Convince,  persuade,  don't  be 
harsh  or  irritable. 


BROKER'S  CY  CLOP  EDI  A 


585 


Make  your  sentences  read 
smoothe. 

Say  something  in  the  first  line 
that  will  make  the  reader  want  to 
know  and  crave  for  the  next  line. 

Swing  gently  out  of  one  sen- 
tence into  the  next. 

Connect  your  sentences  with 
rvthm. 

Read  each  sentence  over  and 
over  again. 

See  how  it  sounds  to  the  ear. 

See  that  every  word  says  some- 
thing. 
*Make  every  word  truthful. 

Regulate    your    advertisements. 

Convince  the  readers  that  what 
you  offer  for  sale  is  worth  buying. 

HERE  IS  A  SERIOUS  OUES- 
TION. 

Which  Medium  Pays  the  Best. 

The  newspaper,  Circular,  "Fol- 
low-up" letter,  Street  Car  Card, 
Poster  or  Billboard. 

ALL  ARE  OOOD. 

And  each  one  will  serve  its  pur- 
pose if  given  an  opportunity. 

But  to  single  any  one  of  them 
out  and  say  "I'm  going  to  use  but 
one  medium,"  you  make  a 
mistake. 

There  is  but  one  medium'  that 
is  independent  of  all  others,  that 
is  the 

NEWSPAPER. 

It  goes  into  the  inmost  privacy 
of  the  family  circle. 

It  is  discussed  at  the  Breakfast 
table. 

Very  often  at  the  .Supper  table. 

It  is  read  at  leisure. 

It  is  scrutinized  with  interest  by 
force  of  long  habit. 

An  advertisement  in  the  news- 
paper goes  into  the  family  circle 
and  cannot  be  excluded. 


It  goes  their  at  the  right  time. 

It  is  welcome. 

There  has  been  no  one  medium  • 
invented   to  substitute   the  news- 
paper for  advertising. 

The  mediums  to  be  used  in    an 
advertising    campaign    depends 
greatly  on  the  proposition   to   be 
advertised. 

If  national,  use  all. 

If  local,  be  careful. 

Advertisers  of  local  propositions 
should  stick  to  newspaper  publicity. 

FOR  GENERAL  PUBLICITY. 

Street  Cars. 

Bill  Boards. 

And 

Posters  are  recommended. 

When  you  advertise  in 
Street  Cars  don't  try  to  tell  your 
whole  story. 

Use  short  sentences  that  can  be 
read  at  a  glance. 

A  catch  line  and  two  or  three 
sentences  will  do. 

On  Bill   Boards  a  picture. 

A  catchy  headline. 

And  one  or  two  short  sentences. 

Street  Car  Copy. 

"Copy"  for  an  advertisement 
on  a  Street  Car  Card  should  be  a 
brief  pointed  statement,  arresting 
attention  and  making  instant  ap- 
peal to  reason. 

Street  Car  advertising  reminds 
and  educates. 

The  "Right  kind"  of  Street  Car 
Advertising  vSells. 

Bill  Board  and  Poster  adver- 
tising are  splendid  reminders. 

Newspapers  compel  action. 

All  advertising  mediums  are 
good. 

Newspapers  are  considered  the 
best. 


586 


THE  REAL  EST  A TE 


But  you  must  know  how  to  use 
any  medium  if  you  want  results. 

The  great  fault  of  most  adver- 
tisers is  that  they  fail  to  "keep  at 
it." 

KEEP  AT  IT! 

KEEP  AT  IT! 
KEEP  AT  IT! 

If  your  proposition  is  not  big 
enough  to  afford  Street  Cars,  Bill 
Boards  and  Posters,  stick  where 
you  belong. 

Newspapers,  Booklets,  Circulars 
and  "Follow-up"  Letters. 

Use  the  newspapers  every  day. 

Booklets  should  be  brief  and 
newsy. 

Follow-up  letters,  like  the  news- 
paper get  into  the  family  circle, 
therefore  should  contain  interest- 
ing news. 

REMEMBER. 

WORDS  ARE  POWERFUL. 

But 

You  must  know  know  to  wield 
them. 

ADVERTISINO  might  be  com- 
pared with  farming. 

The  old  time  method  of  farming. 

A  farmer  would  spread  out  his 
fertilizers  and  his  energies  with 
the  result  that  his  crops  were  too 
small  to  fill  his  barn. 

A  wide  awake  farmer  farms  no 
more  land  than  he  can  till  to  ad- 
vantage. 

The  old  time  method  of  adver- 
tising was  to  exaggerate,  conse- 
quently the  people  would  only 
believe  a  small  part  of  what  the 
advertiser  claimed,  then  after  the 
reader's  deductions  for  untruthful- 
ness had  been  made,  a  basis  of 
truth  would  remain. 


As  this  was  always  a  false  ar- 
gument, it  has  been  exploded. 

To  deliberately  mis-state  a 
fact  in  advertising  to-day  is  sim- 
ply a  species  of  attempted  Busi- 
ness Suicide. 

Truthful  advertising  is  necess- 
ary and  the  only  kind  that  pays. 

Random  advertising  is  burn- 
ing your  money. 

Real  Advertising  must  be  con- 
tinuous. 

Real  Advertising  is  a  steady 
drive  for  business. 

Real  Advertising  is  Paper  Sal- 
esmanship. 

The  "Copy"  writer  must,  ever 
be  on  the  look-out  for  new  ideas. 

The  clever  Salesman  is  con- 
stantly looking  for  good  points. 

Also  new  and  attractive  ways 
of  presenting  them. 

So,   should  the  advertiser. 

Advertising  is  the  lubricating 
element  that  keeps  your  busi- 
ness running  smoothly  and  suc- 
cessfully. 
I  The  advertiser  shouldn't  go  in- 
to all  the  publications,  Street 
Cars  and  on  Bill  Boards  indis- 
criminatily. 

He  should  pick  his  newspapers 
and  give  the  public  his  daily  mes- 
sage. 

In  writing  an  advertisement 
present  your  arguments  in  a 
skilled,  attention-getting,  inter- 
est-arousing ,  desire-developing 
manner. 

ANOTHER  DEFINITION  FOR 
ADVERTISING. 

Telling  the  people  who  you  are. 
Telling  the  people  where  you  are. 


BRO  KER'S  CYCLOPEDIA 


587 


Telling  the  people  what  you 
have  for  sale. 

Telling  the  people  your  story  in 
such  a  convincing  way  that  the 
reader  will  come  around  and  do 
business  with  you. 

Publicity   should   be: 

Honest, 

Persistent, 

And 

Full  of  common  sense. 

Good  advertising  is  really  news. 

News  of  what  you  have  to  sell. 

News    of  prices. 

News  of  service, 

And 

News  the  people  want  to  read. 

Tell  the  people  your  business 
story. 

Tell  it  to  them  again  and  a- 
gain. 

Tell  it  to  them  persistently, 

But  tell  it  differently. 

There  is  not  so  much  in  what 
the  advertiser  says,  as  in  what 
the   reader   hears. 

It  is  not  a  question  of  attract- 
ing attention,  but  a  question  of 
holding  the  attention. 

The  last  word  in  an  advertise- 
ment should  have  as  much,  if 
not  more,  weight  as  the  headline. 

The  last  word  of  a  sentence 
should  have  just  as  much  force 
as  the  first  word. 

The  "Still  Small  Voice"  heard 
from  between  the  lines  usually 
decides  the  fate  of  the   "ad". 

Because  that  is  the  "voice" 
the  reader  heeds. 

"Types"  are  like  the  human 
voice. 

Big  bold  types  shout. 

Small  type  affect  a  whisper, 
when  both  are  in  the  same  sen- 
tence. 


Big  bold  type  is  alright  for 
headlines  in  display  advertising 
but  complete  sentences  should  be 
in  one  size  type. 

Make  your  classified  "Adver- 
tisements talk!" 

Here  is  an  demonstration  of  two 
classified  advertisements. 

No.  1  demonstrates  "Wish- 
bone" advertising. 

No.  1.  The  Wrong  Way. 

"Man  of  30  years,  honest,  intelligent,  indus- 
trious, wants  work  of  any  kind.  Address,  Honest 
Worker,  care  Evening  Post. 

Not  a  Single  Reply 

No.  2  demonstrates  "Back- 
bone" advertising. 

No.  2.  The  Right  Way. 

For  God's  sake,  help  a  man  who  wants  work! 
I'll  lick  a  policeman,  eat  crow,  grind  sausage, 
anything  but  steal  to  get  a  job.  Isn't  there 
some  employer  who  wants  to  buy  a  brainy  man 
at  panic  prices?  If  there  isn't  my  family  suffers 
My  address  is  1604  Hemlock  Street  this  city 
Write  me  to-night  so  I  can  start  to  work  to- 
morrow. 60  Replies. 

1  is  weak. 


No. 
No. 
No. 
No. 


2  is  strong. 

1  is  a  "dead  one." 

2  is  a  "live  wire." 

If  you  want  to  get  results  you 
must  place  your  proposition  be- 
fore the  public  in  a  way  that  car- 
ries conviction. 

A  wish-bone  can  never  do  any- 
thing. 

It's  back-bone  that  does  things. 

Why  then,  do  so  many  Real 
Estate  Brokers  and  Classified  Ad- 
vertisers place  the  same  sort  of  an 
advertisement  in  the  newspaper  as 
their  neighbor  and  competitor  and 
expect  results? 

Webster's  Dictionary  is  all  right 
for  words. 

But  if  you  want  an  advertise- 
ment that  will  pull,  convince  and 
get  results  write  an  "ad"  that 
talks,  a  "back-bone"  advertise- 
ment. 


588 


THE  REAL  EST  A  TE 


Good  advertising  is  the  great 
present  day  business  force. 

No  other  force  does  so  much 
good  for  "Business  Betterment" 
as  good  advertising. 

The  high-brow  Real  Estate 
Broker  or  Salesman  who  sell  Real 
Estate  without  advertising  are 
"order  takers"  and  belong  to  the 
"Order  taker  class." 

They  are  the  Brokers  who  are 
always  telling  how  good  things 
"used  to  be." 

The  high-brow  Broker  stands 
around  forever  telling  that  ad- 
vertising is  an  expense. 

That  advertising  doesn't  pay. 

The   Fact   is, 

He  is  in  the  "has  been  class." 

He  has  failed  to  keep  pace  with 
present  day  business  lorce. 

You  can't  tell  a  "high-brow" 
Real  Estate  Broker  anything  a- 
bout  Salesmanship  or  the  science 
of  Advertising. 

Mr.   High-brow  claims  that  ad- 
vertising   is    extravagance,    and 
that  is  all  there  is  too  it. 

But  the  up-to  date  Business 
Broker  who  advertises,  goes  on 
and  on  adding  up  a  larger  column 
of  figures  on  the  right  side  of  the 
ledger   each   year. 

He  is  not  only  developing  a 
great  business  but  is  developing 
himself  a  great  man. 

He  lives  up  to  his  advertising 
"Present    day    Business   force". 

Classified  advertising  as  found 
on  the  classified  pages  or  in  the 
classified  section  of  a  newspaper 
is  designated  as  its  classified  col- 
umns with  classified  headings, 
Viz: 

"Agents   wanted." 

"Salesmen  wanted." 


"Real   Estate   wanted." 

"Partners   wanted." 

"Situations   wanted." 

"Help   wanted,   etc." 

"For   Sale    Real    Estate." 

"For  Sale  Farms." 

"For  Sale  Mortgages." 

"For  vSale   Houses." 

"For   Sale   Stores." 

"For  Sale   Factories." 

"For    Sale    Rooming    Houses, 
etc." 

"For  Sale  Lands." 

"For   Rent   Houses." 

"For  Rent  Flats." 

"For  Rent  Apartments." 

"For   Rent   Factories." 

"To   Let." 

"For  Sale." 

"For   Exchange." 

"Money  to  Loan." 

"Partners   wanted." 

"Auction   Sales." 

"Desk  room  etc,   etc."    • 

"Lost,    Found,    etc." 

All  advertisements  for  agents 
wanted  are  inserted  in  the  "A- 
gents   Wanted"   column. 

Salesman  wanted  in  the  "Sal- 
esmen  Wanted"   column. 

Real  Estate  wanted  in  the 
"Real  Estate  wanted"  column. 

Partners    wanted,    etc. 

Situations  wanted,   etc. 

Help    wanted,    etc.,  etc. 

If  the  reader  is  a  Salesman  and 
wants  a  position  he  naturally 
looks  for  the  "Salesman  wanted" 
column. 

If  the  reader  wants  to  rent  a 
house  he  hunts  up  the  "For  Rent 
Houses"   column   and  so   on. 

That  is  all  right. 

But  here  is  what  puzzles  the 
writer : 

If  you  want  to  insert  an  adver- 


BROKER'S  CYCLOPEDIA 


589 


tisement  in  the  classified  "For 
Sale  Column"  why  do  you  begin 
your  "ad"   "For  Sale." 

The  very  fact  that  the  "ad" 
is  in  the  "For  Sale  Column"  is 
evidence  that  you  are  offering 
something   "For  Sale." 

If  you  were  running  10  classi- 
fied "ads"  daily,  in  one  year  you 
would  pay  for  7300  words  that 
were  absolutely  worthless. 

Pick  up  your  newspaper,  glance 
at  any  of  the  classified  columns 
and  you'll  discover  all  the  way 
down  the  column  nearly  every 
"ad"   begins   "For  Sale." 

"For   Sale"    etc. 

Same  repetition  of  headings  in 
the 

"For    Rent   Column." 

Why  do  classified  advertisers  pay 
for  the  space  these  words  occupy 
that   are   simply  superfluous? 

Write  your  "ad"  and  give  it 
a  catchy  attractive  headline  one 
two  or  three  words,  use  a  full 
line   if  necessary. 

If  its  a  farm  you  are  advertise- 
ing,  instead  of  begining  your  "ad 

"FARM  FOR  SALE." 

Begin : : 

"$80.00  AN  ACRE"  BUYS  etc. 

or 

"Stock    and   Tools    Included." 

"Dairy  Farm"  etc. 

"Stock   Farm"   etc. 

Or 

Some  catchy  phrase,  anything 
at  all  rather     than 

"Farm  for  Sale"  or 

"Farm" 

"Farm" 

The  reader  knows  its  a  farm  or 
it  wouldn't  be  in  the  classified 
column  for  farms. 


The  reader  knows  its  for  sale, 
because   its   being   advertised. 

Just  take  another  glance  at 
your  newspaper  and  see  how  many 
"Ads"  begin  with  the  same  words. 

If  you  are  guilty  of  beginning 
your  "ads"  "For  Sale",  "For 
Rent"  "House  for  sale"  "Money 
to  Loan"  or  some  heading  that 
two  or  three  hundred  other  ad- 
vertisers begin  with,  STOP  IT! 

Use  different  headings. 

Use  a*  head-line  that  says  some- 
thing. 

Use  a  head-line  that's  differ- 
ent. 

You  are  paying  for  that  space, 
why  not  fill  it  with  words  that 
mean  something. 

Words  that  will  give  the  Read- 
er information. 

Why  tell  him  something  he 
already  knows  before  reading 
your     "Ad." 

He  knows  that  you  have 
something  For  Sale,  if  you  had 
not  your  "ad"  wouldn't  be  in  the 
paper. 

THINK    IT   OVER. 

It  will  pay  you  to  read  50  ad- 
vertisements in  the  "Houses  for 
Sale"  column  and  you'll  begin 
to  realize  that  nearly  80  per. 
cent  of  them  sound  similar  and 
read   almost   alike. 

The  $5,000  home  has  about, 
the  same  "ring"  and  descrip- 
tion as  the  $8,000  home. 

You  will  also  find  that  there 
are  a  number  that  sounds  good 
but    no    price. 

In  a  classified  "ad"  give  the 
location,  size  of  lot,  number  of 
rooms,  design,  improvements,  fin- 
ish, price  and  terms. 


590 


THE  REAL  EST  A  TE 


Tell  them  to  call  at  your  office 
or  send  for  your  list  of  houses  or 
booklet  giving  complete  descrip- 
tion of  this  house  and  others. 

Its  poor  advertising  to  tell  all 
you  know  about  property  in  a 
classified    advertisement. 

Leave  something  for  the  im- 
agination  of  the  reader. 

Tell  the  reader  something  that 
will  compel  him  to  come  and  see 
you. 

Then  its  up  to  you  to  do  the  rest. 

In  writing  a  classified  "ad" 
cut    out     the     conjunctions     and 


prepositions. 

Eliminate  the  adjectives  and 
adverbs. 

Avoid  superlatives. 

You"ll  have  to  use  a  few,  but 
don't  use  them  except  when  ab- 
solutely necessary. 

Let  the  "Small  Voice"  between 
the  lines  supply  them. 

The  real  purpose  of  classified 
advertising  is  to  get  inquiries, 
secure  prospective  buyers,  and 
future   business. 

Advertise  daily. 

Advertise   judiciously. 

Advertise    continually. 


HOW  TO  PREPARE  A  DISPLAY  ADVERTISEMENT. 

Make  your  layout  the  exact  size  of  "ad." 

Indicate  clearly  the  relative  importance  of  the  main  and  sub-heads. 

If  a  border  is  wanted,  mark  it,  or  if  bars  at  top  or  bottom  or  on  one  side  indicate 
how  heavy. 

If  body  type  is  to  be  graduated  in  size,  mark  it. 

Indicate  whether  underscored  words  go  in  light  or  bold  italic,  bold  face  or  to  be 
underscored  by  rule. 

Indicate  whether  underscored  words  go  in  light  or  bold  italic,  bold  face  or  to  be 
underscored  by  rule. 

If  text  is  not  to  go  below  a  certain  point  in  size,  mention  it,  and  copy  will  be 
cast  up  and  returned  to  you  for  cutting  before  "ad"  is  set. 

If  you  have  any  preference  in  type  face,  mark  it,  and  if  it  will  not  satisfactorily 
lend  itself  to  your  ad  a  similar  face  that  will  adapt  itself  will  be  used. 

A  heading  set  in  30-point  with  white  space  on  each  side  and  at  top,  is  much  more 
effective  that  one  set  in  48point  that  completely  fills  up  the  line. 

Never  allow  an  "ad"  to  be  inserted  until  you  have  seen  corrected  proof  and  given 
it  your  final  O.  K. 

HOW  TO  PREPARE  THE  COPY. 

Make  the  reading  of  your  ad  as  easy  for  the  reader  as  the  regular  news  matter  in  a 
publication.     In  other  words,  short  measures  and  not  too  small  a  type  face. 

Have  your  columns  break  so  the  reader  will  have  no  trouble  in  finding  the  con- 
tinuation of  the  copy. 

Don't  spread  out  an  "ad"  too  much  just  to  fill  the  space,  far  better  to  have  white 
space  all  around. 

All  caps  for  headlines  are  hard  to  read,  and  should  be  avoided  wherever  possible, 
using  upper  and  lower  case  letters. 


BRO  KER'  S  CYCLOPEDIA 


591 


CHAPTER  XXXI. 

Texas  Headlines 

Advertising  Phrases. 


We  are  able  and  willing  to  put 
you  in  touch  with  an  opportunity 
to  make  money. 

An  opportunity  that  seldom 
comes. 

Where  Rail  and  Water  meet. 

Where  the  Commerce  of  an  Em- 
pire is  handled. 

To  men  of  small  means. 

We  offer, 

The  easiest  road  to  economic 
Independence. 

The  last  chance  of  the  present 
Century. 

Get  in  on  the  ground  floor. 

Developments  will  send  prices 
skyw:ard. 

Our  offer  is  now  made  to  avoid 
future  regrets. 

Do  not  neglect  this  opportunity 
to  join  the  men  of: 

Enthusiasm. 

Capital. 

Energy. 

And 

Skill. 

Who  are  developing  the  great 
southwest. 

Where  the  Trinity  of  human 
Aspirations, 

Health, 

Wealth, 

And 

Happiness 

Are  so  easily  realized. 

Act  now  so  that  a  few  yea'-s 
hence  you  will  not  be  kicking  your- 
self because  you  overslept. 


You'll  make  enormous  profits  if 
you  begin  with  the  beginners. 

You'll  make  enormous  profits  if 
you  stay  with  the  stayers. 

Conservative  Investors  say  our 
property  will  quadruple  in  value 
in  less  than  3  years. 

This  message  comes  from  the 
proud  sons  of  Texas. 

They  talk  Texas. 

We  are  interested  in  your  per- 
sonal prosperity. 

Read  this  "ad." 

Take  advantage  of  our  plan  and 
secure  a  home  of  your  own. 

You  know  that  nothing  is  more 
worthless  than  a  bunch  of  rent 
receipts. 

In  no  other  place  are  the  cli- 
matic conditions  so  favorable. 

In  no  other  part  of  Texas  is  the 
fertility  of  the  soil  so  favorable  to 
the  support  of  human  life. 

The  nature  of  the  soil  is : 

Ught. 

Sandy  loam. 

Clay  subsoil. 

Productive. 

Rich  in  phosphates. 

Rich  in  potassium. 

Rich  in  other  fertilizing  con- 
stituents. 

Properly  proportioned. 

Assimilable  conditions  for  all 
plants. 

The  land  is  high. 

The  land  is  well  drained. 

No  killing  frost  in  winter. 


592 


THE  REAL  EST  A  T  E 


Air  tempered  in  summer. 

The  climate  is  like  that  of  south- 
ern Italy. 

The  natural  home  of  the  fig  and 
olive. 

Land  values  are  measured  from 
the  stand-point  of  productiveness. 

Productiveness  depends  upon 
the  climate. 

Climate  is  the  one  great  fixed 
and  unchangeable  factor  in  pro- 
duction. 

You  can  change  soil. 

You  can  even  make  soil. 

But  you  cannot  change  the  cli- 
mate. 

With  every  10  acre  farm  you  get 
a  bunch  of  the  finest  climate  in  the 
world. 

Invest  while  the  boom  is  still  in 
its  infancy. 

Its  a  sure  cure  for  poverty. 

The  climate  is  such  as  to  make 
production  possible  every  month 
of  the  year. 

From  two  to  four  crops  a  year. 

Get  away  from  the  whimsical 
weather  of  the  north. 

Prompt  action  is  the  important 
element  in  making  money. 

Buy  now. 

The  great  southwest  Empire. 

Every  buyer  is  a  Backer  of 
Progress. 

The  Trinity  of  human  aspir- 
ations, 

Health. 

Wealth. 

Happiness.  '^ 

Realized  from  three  great  es- 
sentials : 

Climate. 

Soil. 

Environment. 

The  tide  is  setting  south  west- 
wardlv. 


Take  it  at  the  flood. 

Watch  it  grow. 

Its  knowing  how, 

Its  knowing  where, 

Its  knowing  when 

TO  ACT, 

That  makes  fortunes. 

The  less  money  you  have, 

The  greater  need  to  plant  it 
where  it'll  grow. 

Where  it  will  work, 

Hard, 

Fast, 

And 

Permanently. 

Opportunity  cannot  knock  at 
the  door  of  a  man  who  has  no 
house. 

Lay  the  foundation  to-day. 

Buy  an  acre  farm. 

Buy  a  10  acre  farm. 

The  golden  gate  of  Texas. 

The  Queen  of  the  Gulf. 

Its  up  to  you. 

To  be  one  of  the  rich  old 
"Duffers"  of  the  future. 

Or 

To  be  one  of  the  gang  who  points 
them  out. 

There  is  no  better  place  in  the 
world  for  investment  than  in  the 
SOUTHWEST. 

Buy  dirt. 

Buy  Texas  dirt. 

To  own  Real  Estate  is  the  best 
object  a  saving  man  can  have. 

If  you  are  in  middle  life  you  have 
paid  enough  rent  to  own  a  home  of 
your  own. 

Perhaps  several. 

A  word  to  the  wise  is  sufficient. 

Get  in  on  the  next  focus  of 
great  activity. 

Ask  to  be  shown. 

A  splendid  Investment  for  the 
man  with  small  means. 


BROKER'S  CYCLOPEDIA 


593 


Its  a  solid  proposition. 

Make  a  personal   investigation. 

The  half  has  not  been  told. 

Rapid  rises  sure  to  come  in 
Real  Estate  values. 

Our  proposition  is  backed  by 
men  of: 

Enthusiasm. 

Capital. 

Energy. 

And 

Skill. 

Dwell  safely  under  your  own 
vine  and  fig  tree. 

The  price  of  3  cigars  a  day  lays 
the  foundation  for  a  home  in  the 
southwest. 

It  has  a  future  in  front  of  it. 

Not  behind  it. 

No  investor  can  exhaustively 
examine  our  proposition  and  es- 
cape  its   unparalleled   attractions. 

Its  the  coming  center  of  busi- 
ness activity. 

You  have  been  thinking. 

You  are  thinking. 

You  are  going  to  think. 

Think  of  the  vast  water  powers. 

Think  of  the  splendid  rivers. 

Think  of  the  great  sea  coast. 

Think  of  the  magnificent  har- 
bors. 

Think  of  expanding  commerce. 

Think  of  a  region  where  many 
crops  can  be  grown  the  year  round. 

Think  of  a  climate  where  it  is 
possible  to  harvest  "Roasting  Ears" 
for  the  Christmas  dinner. 

Think  of  ripe  tomatoes. 

Think  of  lettuce. 

Think  of  strawberries. 

Think  of  that  good  old  fashioned 
strawberry  shortcake  in  mid- 
winter. 

Think  of  a  land  where  it  is  a 
delight  to  live. 


Think  of  a  land  where  the  cli- 
mate partakes  of  the  healthful 
qualities  of  the  salt-laden  sea  air 
and  the  dry  mountain  breezes. 

Think  of  a  land  where  the  stock 
raiser  needs  little  or  no  shelter  for 
his  cattle. 

Think  of  the  nutritious  grasses 
that  feed  them  with  almost  no 
thought  to  the  owner,  many  mon- 
ths of  the  year. 

Think  of  the  land  favored  by 
nature. 

Think  of  a  country  which  com- 
mands a  greater  market  than 
Europe  and  America  combined. 

Think  of  a  country  located  at 
the  gateway  of  this  vast  market. 

Think  of  a  coimtry  young  in 
Manufacturing. 

Think  of  a  country  that  offers 
big  returns  for 

Capital. 

Brains. 

And 

Labor. 

Think  of  a  country  producing 
things  that  the  world  is  compelled 
to  buy. 

Think  of  a  country  where  you 
always  will  be  welcome. 

Think  of  the  garden  spot  of  the 
world. 

Now 

What  do  you  think  ? 

Don't  think  too  long, 

But 

ACT  NOW. 

Make  up  your  mind  just  now. 

Read  the  rest  of  this  Booklet, 
and  then  do  as  your  judgment 
tells  you. 

Begin  now. 

This  very  day. 

To  set  aside  such  a  saving  as  you 
may  be  able  to  afford. 


594 


THE  REAL  EST A TE 


We  must  all  build  for  the  fu- 
ture. 

Lay  a  foundation  that  will 
prove  a  source  of  unending  profit. 

Pennies  have  a  mighty  pulling 
power,  when  properly  harnessed 
up. 

They  work  like  slaves  for  the 
man  who  saves. 

It  is  hard  sometimes  to  convey 
real  facts  on  paper  so  that  state- 
ments "ring  true." 

There  is  not  a  single  thing  con- 
nected with  our  plan  that  can  ever 
work  against  your  interest. 

The  way  to  make  your  money 
earn  more  money  for  you  is  to  in- 
vest it  in  land. 

Put  your  money  in  something 


that  has  great  promise  of  develop- 
ment. 

Put  your  money  in  something 
that  is  growing. 

Not  in  something  already  de- 
veloped. 

Invest  where  your  money  will 
grow. 

There  is  no  better  time  than  the 
present. 

A  little  straight  talk. 

Here's  what  you  have  been  look- 
ing for. 

Read  it  carefully. 

Every  word. 

It  means  something  for  you. 

It's  for  the  man  or  woman 
anxious  to  make  more  than  a  mere 
living. 


PRODUCTS  OF  THE  SOUTH  AND  SOUTHWEST. 


Grape  Fruit. 

"A  Food  fit  for  the  Gods." 

Oranges. 

Strawberries. 

Melons. 

Other  Fruits. 

Pecan  Nuts. 

Corn. 

Celery. 


Potatoes. 

Radishes. 

Onions. 

Beets. 

Cucumbers. 

Other  Vegetables. 

Cattle. 

Hogs. 

Poultry. 


THINGS  TO  CONSIDER. 


Elevation. 

Natural  Drainage. 

Climate. 

Rich  Sandy  Loam. 

Ocean  and  Gulf  breezes. 


Plenty  of  Rainfall. 
No  Hurricanes. 
No  Killing  frosts. 
No  Sunstrokes. 
•No  Malaria. 


GRAPE  FRUIT. 


The  average  mature  grape  fruit 
grove  yiel(Js  about  as  follows: 

Average  yield  per  year  per  acre 
450   to   600   boxes. 


Average  price  on  the  tree,  $1.50 
per  box. 

Average  income  per  year  per 
acre,  $675.00  to  $900.00. 


BROKER'S  CYCLOPEDIA 595 

CHAPTER  XXXII. 

Building  and  Loan  Associations 


1 — Object  and  Plan. 

2 — Opening  an  Account. 

3— Certificate  of  Stock. 

4 — Dividend  Periods. 

5 — Fines. 

6— Withdrawal. 

7 — ^Transfer  of  Stock. 


8 — Certificate  of  Deposit. 

9 — How  loans  are  made. 
10— The  Property. 
11 — ^The  Borrower. 
12— Title. 
13 — Small  Loans. 
14 — New  Idea  in  Mortgages. 


NUMBER  OF   BUILDING   AND   LOAN   ASSOCIATIONS 
IN  THE   UNITED  STATES. 

There  are  about  5800  Building  Loan  Associations  in  the  United 
States,  with  more  than  2,000,000  members,  and  more  than  $850,000;000 
in  assets. 

Building  Associations  are  usually  economically  managed. 

There  are  associations  with  nearly  a  million  assets,  that  have  an 
operating  expense  of  less  than  $2500  a  year. 

The  general  plan  for  the  payment  of  loans  is  to  require  ten  dollars 
a  month  for  each  thousand  dollars  borrowed. 

Ten  dollars  a  month  per  thousand  borrowed,  pays  off  the  loan  in 
llj^  years. 

The  borrower  can  pay  more  per  month  if  he  chooses. 

As  a  rule  Building  Associations  loan  about  two-thirds  of  the  ap- 
praised value. 

1 .    Object  and  Plan. 

The  OBJECT  of  building  and  loan  associations,  when  they  were 
first  formed,  was  to  assist  the  man  of  small  means  to  build  a  home  of  his 
own;  and  while  this  is  still  their  cheif  aim,  they  have  extended  their 
scope  of  operation  in  various  other  directions,  notably  to  the  provisions 
of  means  for  regular  and  systematic  saving. 

The  ordinary  association,  while  it  has  a  certain  authorized  capital 
stock,  may  really  be  classed  as  a  mutual  concern. 

It  has  no  fixed  capital  stock,  but  any  person  may  become  a  stock- 
holder by  conforming  to  certain  requirements,  and  is  entitled  at  will 
to  withdraw  the  cash  value  of  his  stock. 

Certain  associations  have,  however,  progressed  beyond  that  stage, 
and  are  now  of  the  capitalized  class,  having  a  fixed,  and  in  several  cases, 
a  fully  paid-up  stock. 

No  new  stock  is  issued,  they  accept  only  deposits  on  certain  condi- 
tions, and  business  is  conducted  after  the  manner  of  a  banking  house. 


596 THE  R  EAL  ESTATE 

The  plan  at  first  appears  con^plex,  but  it  is  simple  enough.  For 
instance,  a  person  wanting  to  save  a  thousand  dollars  subscribes  for  ten 
shares  of  stock  in  an  association  and  becomes  a  member. 

Every  shareholder  is  supposed  to  pay  $5  a  month  on  every  $1,000 
subscribed. 

The  average  late  of  interest  or  dividend  is  about  6  per  cent,  and 
at  this  rate,  compounded  semi-annually,  it  takes  the  dues  of  the  share- 
holder about  11  >2  years  to  equal  the  amount  of  his  subscription,  as 
against  16  years  by  the  ordinary  savings-bank  plan. 

The  association  takes  a  first  mortgage  on  his  property,  and  pays 
over  to  him  the  amount,  thus  enabling  the  borrower  to  live  in  his  own 
home  while  he  is  paying  his  dues,  instead  of  waiting  the  eleven  years 
until  he  has  accumulated  the  amount. 

By  paying  $10  a  month  on  the  $1,000  the  borrower  at  the  end  of 
the  period  will  get  his  canceled  mortgage,  while  the  non-borrower  pay- 
ing $5  on  every  $1,000  will  receive  the  full  sum  subscribed  in  the  same 
length  of  time. 

2.    Opening  an  Account. 

Any  one  wishing  to  become  a  stockholder  of  a  building  and  loan 
association,  may  do  so  by  making  application  at  the  office  of  the  com- 
pany. 

The  amount  of  stock  to  be  purchased  will  be  governed  by  the 
amount  which  he  wishes  to  deposit  each  week,  although  it  is  customary 
to  require  at  least  twenty-five  cents  a  week  for  each  $100  of  stock  sub- 
scribed for;  but  the  payments  may  be  made  at  this  rate  weekly,  monthly, 
or  quarterly,  as  may  suit  the  convenience  of  the  depositor. 

If  the  applicant  thinks  he  can  spare  $2.50  each  week  out  of  his  earn- 
ings, he  will  subscribe  for  ten  shares  of  stock. 

He  may  deposit  that  amount  weekly,  or  $10  a  month,  or  $30  quar- 
terly. 

In  most  institutions  the  amount  of  stock  for  which  any  member 
may  subscribe  is  limited,  as  minors  may  become  stockholders. 

A  parent  may  subscribe  for  the  limited  number  of  shares  for  each 
of  his  or  her  own  children. 

Upon  making  application  for  ten  shares  of  stock,  the  applicant 
must  not  only  pay  his  first  instalment  of  $2.50  in  advance,  but 
he  must  also  pay  a  premium  of  twenty-five  cents  for  each  $100  shares 
of  stock  subscribed. 

His  first  week's  dues,  therefore,  amounts  to  $5,  and  on  payment 
of  them  he  is  given  a  pass-book. 

On  the  first  page  of  every  pass-book  is  printed  a  "certificate  of 
stock,"  such  as  the  following: 


BROKER'S  CYCLOPEDIA 597 

3.    Certificate  of  Stock. 

(Date) 

Certificate  of  Stock,  No 

This   certificate   certifies   that is  entitled 

to Shares  of  Stock   No in 

THE SAVINGS  AND  LOAN  COMPANY, 

subject  to  the  Constitution  and  By-Laws  of  said  company. 


Secretary. 

This  certificate  is  evidence  of  the  ownership  of  the  number  of  shares 
of  stock  subscribed  for,  subject  to  the  conditions  of  the  constitution  and 
'  by-laws  of  the  association. 

When  his  weekly  payments,  and  such  dividends  as  may  be  declared, 
amount  to  the  face  value  of  the  stock,  he  is  entitled  to  receive  the  amount 
of  his  subscription  in  cash. 

4.  Dividend  Periods. 

The  "Dividend  Periods"  of  building  and  loan  associations  are  us- 
ually on  the  first  day  of  January  and  the  first  day  of  July. 

The  dividend  is  declared  by  the  directors  after  deducting  from  the 
earnings,  all  expenses  and  losses,  and  such  sums  as  may  be  placed  in 
the  surplus  account,  dividing  the  residue  pro  rata  among  all  the  members 
in  proportion  to  the  amount  paid  in  as  dues  on  stock,  and  not  the  full 
face  value  of  the  stock. 

Those  who  become  members  between  January  1st,  and  July  1st, 
do  not  receive  their  dividend  until  the  following  January;  and  those 
subscribing  between  July  1st,  and  January  1st,  do  not  receive  their 
dividend  until  the  following  July. 

If  the  stock  is  withdrawn  or  cancelled  before  that  time,  the  member 
forfeits  the  dividend. 

5.  Fines. 

When  a  member  fails  to  pay  the  regular  dues  on  his  stock  he  is 
subject  to  a  fine. 

This  fine  does  not  usually  exceed  five  cents  on  each  $100  of  stock. 

In  case  a  member  should  fail  for  ejght  successive  weeks  to  pay  his 
dues,  the  directors  may  declare  his  stock  forfeited. 

The  amount  of  fines  assessed,  will  then  be  deducted  from  the  dues 
paid  in,  plus  dividends  declared,  and  the  remainder  will  be  held  subject 
to  the  order  of  the  member. 

6.  Withdrawal. 

Stockholders  may  withdraw  from  the  company  at  any  time  the 
entire  stock  which  they  have  paid  in,  by  giving  two  weeks  notice  to  the 
board  of  directors. 

Upon  giving  notice  they  are  no  longer  liable  for  the  payment  of 
dues,  and  cease  to  participate  in  any  further  dividends,  but  are  entitled 
to  receive  all  payments  made  on  the  stock  and  all  dividends  that  have 
been  declared  up  to  the  time  the  notice  to  withdraw  is  given. 


598  .  T  HE  REAL  ESTATE 

A  member  may  also  withdraw  any  part  ol  his  paid-in  stock  upon 
these  terms. 

It  is  usually  provided,  however,  that  if  the  applications  for  with- 
drawal should  exceed  the  weekly  receipts,  the  applications  may  be 
filed  in  order  in  which  they  are  received  and  paid  in  the  order  in  which 
they  are  filed,  as  fast  as  the  receipts  of  the  company  will  permit. 

Giving  notice  of  withdrawal  does  not  terminate  a  member's  liability 
for  losses  sustained  by  an  institution. 

A  withdrawing  member  does  not  cease  to  be  a  stockholder  until 
he  has  surrendered  the  stock  and  been  paid  in  full. 

7.    Transfer  of  Stock. 

Any  stockholder  may  sell  to  another  the  stock  standing  in  his  name 
on  the  books  of  the  company,  and  for  the  convenience  of  those  members 
who  may  desire  to  transfer  their  stock,  there  are  usually  printed  in  the 
back  of  the  pass-book  two  or  three  blank  forms  similar  to  the  following: 

TRANSFER  OF  STOCK.     - 

19.... 

For  Value  Received,  I  hereby  transfer  to 

all  my  claims,  rights,  and  interest  in shares 

of  the  capital  stock  of 

THE.. ........SAVINGS  AND  LOAN  COMPANY, 

of ... 

This day  of A.  D.  19 


Attest: 

Secretary. 

All  transfers  must  be  made  in  writing,  and  are  not  binding  with 
the  company  until  the  transfer  is  made  on  their  books  and  the  certi- 
ficate of  stock  and  pass-book  surrendered. 

Not  only  may  individuals  become  stockholders  in  a  building  and 
loan  association,  but  companies  or  corporations  may  become  members. 

Stocks  may  also  be  taken  jointly  in  the  name  of  two  or  more  persons, 
whether  adults  or  minors,  in  which  case  the  joint  owners  must  sign  and 
file  a  "joint  order." 

Many  societies  receive  deposits  without  making  it  necessary  for 
the  depositor  to  become  a  stockholder. 

They  not  only  issue  Certificates  of  Deposits,  payable  at  a  fixed 
time  and  drawing  a  certain  rate  of  interest,  but  also  receive  small  weekly 
or  monthly  deposits,  the  depositor  receiving  an  ordinary  savings  pass- 
book upon  which  are  entered  his  deposits  as  they  are  made. 

Most  deposits  received  by  local  companies,  however,  other  than 
"Stock  Deposits,"  are  on  certificate  account. 

The  following  is  the  form  of  a  Certificate  of  Deposit : 


BROKER'S  CYCLOPEDIA 599 

8.    Certificate  of  Deposit. 

CERTIFICATE  OF  DEPOSIT. 

No ■  $ 

19 

This  certifies  that 

Has  Deposited  in 

THE SAVINGS  AND  LOAN  COMPANY, 

Of 

Dollars     payable 

to  the  order  of 

on  the  return  of  this  certificate  properly  indorsed,  subject  to  the  conditions  printed  on  the  back  hereof. 
The  certificate  will  bear  interest  at  the  rate  of  four  per  cent  per  annum  from  date  until  paid. 

Not  Subject  to  Check. 


Secretary. 

The  certificates  of  deposits  issued  by  building  and  loan  associations 
differ  to  some  extent,  though  immaterially,  from  those  generally  issued 
by  banks. 

One  form  is  given,  which  serves  as  a  receipt,  and  upon  which  the 
depositor  must  sign  his  name. 

On  the  back  of  the  certificate  are  usually  printed  the  conditions 
under  which  the  money  is  held,  and  under  which  any  fines  may  be  with- 
drawn. 

9.    How  Loans  are  Made. 

The  other  important  function  performed  by  a  building  and  loan 
association,  besides  issuing  stock  to  members  and  receiving  deposits, 
is  that  of  lending  money. 

Loans  may  be  made  to  any  person,  partnership,  or  corporation, 
on  any  security  approved  by  the  board  of  directors,  but  probably  more 
than  ninety  per  cent  are  made  on  the  first  mortgage  security. 

The  secretary  must  present  the  borrower's  application  to  the  board 
of  directors  at  their  next  weekly  meeting,  and  the  board  must  act  upon 
it  before  the  loan  can  be  made. 

A  blank  application  form  should  be  filled  out  and  signed  by  the 
applicant,  giving  complete  and  explicit  information  concerning  the 
borrower  himself,  and  the  property  offered  as  security. 

It  must  state  the  amount  of  loan  desired,  the  rate  of  interest  to  be 
paid,  conditions  for  payment  of  principal,  what  the  property  is  worth, 
what  was  paid  for  it,  encumbrances,  liens  or  judgments  against  it 
whether  the  taxes  are  all  paid,  and  whether  it  will  be  kept  insured  for 
the  benefit  of  the  company. 

The  secretary  then  at  the  next  meeting  of  the  board  presents  the 
application,  and  if  the  board  thinks  favorably  of  it,  they  will  instruct  the 
"committee  on  securities"  to  examine  the  property  and  notify  the  at- 
torney to  look  up  the  title. 


000_ THE  REAL  EST  A  TE 

Sometimes,  in  order  to  save  time,  the  secretary  may  at  once  notify 
the  committee  on  securities  to  examine  the  property,  and  the  attorney 
to  examine  the  title,  in  order  that  the  application  blank  will  be  com- 
plete, and  the  board  enabled  to  act  upon  it  at  the  first  meeting  after  the 
borrower  has  applied  for  the  loan. 

At  the  bottom  of  the  application  l)lank  the  secretary  completes 
the  record  of  the  acts  done  in  connection  with  the  transaction,  by  certi- 
fying as  to  the  meeting  and  date  upon  which  the  loan  was  granted. 

10.  The  property. 

Property  may  be  conveniently  accessible  to  a  street-car  line,  rail- 
road station,  or  the  business  section  of  the  town,  or  its  location  may 
not  offer  any  of  these  advantages. 

The  neighborhood  may  be  desirable,  or  undesirable. 

The  property  may  be  all  run  down  or  in  good  repair. 

The  surrounding  buildings  may  be  old  and  unsightly,  or  compara- 
tively new,  with  well-kept  lawns  and  neat  and  orderly  surroundings. 
Rents  may  be  low  on  account  of  the  number  of  vacant  houses  in  the 
neighborhood,  or  unusually  high  because  of  the  desirable  locality  and 
scarcity  of  rentable  property. 

1 1 .  The  Borrower. 

"The  next  most  important  thing  in  connection  with  making  a  loan 
is  the  character  of  the  borrower." 

The  board  wishes  to  know  whether  or  not  the  man  to  whom  they 
entrust  the  money  of  their  members  is  honest,  sober,  industrious,  of 
good  habits  and  economical. 

Even  if  there  was  no  question  whatever  about  the  security,  they 
would  in  no  case  be  justified  in  making  a  loan  to  one  of  questionable 
character,  with  no  regular  employment,  or  with  extravagan'.  and  in- 
temperate habits. 

Before  taking  a  loan  the  board  should  be  satisfied  that  there  was 
no  reasonable  grounds  for  supposing  that  the  mortgage  would  ever  have 
to  be  foreclosed. 

The  purpose  of  a  building  and  loan  association  is  to  loan  money, 
and  not  to  own  and  rent  property,  however  safe  and  profitable  it  may 
be. 

Some  associations  have  an  inflexible  rule  that  no  loan  in  excess  of 
two-thirds  of  the  appraised  value  of  the  property  can  be  made. 

The  mission  and  purpose  of  the  building  and  loan  association  being 
to  enable  the  small  wage-earners  to  become  the  owners  of  their  homes, 
such  an  ironclad  rule,  they  contend,  would  tend  to  defeat  the  very  pur- 
pose of  the  institution. 

Sometimes  an  applicant  for  a  loan  of  money  wants  the  money  to 
pay  off  the  mortgage  held  by  some  other  party  or  institution. 

Such  an  application  is  always  carefully  investigated. 


BROKER' S  CY  CLOP  ED  I A  601 


The  association  will  ascertain  the  reasons  for  his  wanting  to  transfer 
the  loan,  even  though  the  security  be  quite  ample. 

They  will  want  to  know  whether  the  borrower  is  reliable,  steady, 
and  of  good  habits,  or  whether  he  has  been  slow  in  paying  his  interest 
and  otherwise  is  a  source  of  trouble  to  the  lender. 

No  prudent  association  wants  to  have  any  dealings  with  a  shiftless, 
dilatory  person,  though  they  may  be  well  protected  and  may  even  derive 
some  element  of  profit  by  his  negligence. 

12.  Title. 

"Before  mortgage  loans  are  finally  accepted,  it  must  be  ascertained 
whether  or  not  the  borrower  has  a  good  title  to  the  property. 

No  matter  how  much  greater  the  value  of  the  property  may  be 
than  the  loan,  if  there  is  material  defect  in  the  title,  the  security  may  be 
rendered  worthless. 

"Unless  the  borrower  already  has  an  abstract  of  title,  the  attorney 
must  ascertain  for  himself  that  the  title  is  clear. 

In  some  cases  it  is  necessary  to  make  a  pefsonal  examination  of  the 
county  records  even  when  an  abstract  of  title  accompanies  the  appli- 
cation, for  the  reason  that  the  abstract  may  not  be  properly  sworn  to, 
or  may  not  have  been  made  by  an  abstracter,  or  an  attorney  known  to 
the  board. 

"If  the  borrower  does  not  carry  insurance,  the  resolution  of  the  comp- 
any will  make  it  compulsory  for  him  to  get  the  property  insured  and 
turn  over  his  insurance  policy  with  the  loss  clause  properly  endorsed. 

The  usual  and  simple  form  of  loss  clause  is  as  follows:  "Loss,  if 
any,  under  this  policy,  is  payable  to  the  Blank  Building  and  Loan  Co., 
as  its  interests  may  appear." 

"A  tickler  or  card  index  is  usually  kept  showing  the  expiration  of 
all  insurance  policies. 

Agents  may  neglect  to  notify  a  borrower  of  the  expiration  of  his 
policy,  and  as  the  borrower  himself  is  not  likely  to  keep  track  of  it,  it  is 
necessary  that  the  associations  do  so  for  their  own  protection. 

They  usually  notify  the  borrowers  about  a  month  before  the  ex- 
piration of  their  policies,  in  order  to  give  them  ample  time  to  have  them 
renewed. 

13.  Small  Loans. 

"It  is  the  policy  of  most  of  the  building  and  loan  associations  to  give 
preference  to  small  loans  rather  than  large  ones. 

Being  an  institution  especially  adapted  to  the  needs  of  the  "poor 
man,"  its  aim  is  to  help  build  "httle  homes"  and  not  mansions. 

Besides  this  fulfilling  its  mission,  the  smaller  loans  procure  greater 
safety  and  usually  bring  a  higher  rate  of  interest. 

"Owing  to  the  fact  that  the  loans  are  to  be  repaid  in  small  weekly  or 
monthly  instalments,  the  transaction  calls  for  special  forms  of  note  and 


602 THE  REAL  EST  ATE 

mortgage  adaptable  to  the  contract  on  which  loans  to  stockholders  are 
made,  differing  to  some  extent  from  those  generally  used  by  other  fin- 
ancial institutions  or  by  individuals. 

"Sometimes  a  stockholder  may  need  a  small  amount  of  money 
temporarily,  and  to  avoid  making  a  withdrawal  of  part  or  all  of  his 
credits,  and  thus  having  his  stock  canceled,  he  may  secure  a  loan  to  the 
extent  of  his  paid-up  stock  by  signing  a  note  and  stock  assignment,  and 
depositing  his  pass-book  with  the  company." 

14.     New  Idea  in  Mortgages. 

A  new  form  of  mortgage  now  being  introduced  by  some  building 
societies  in  the  East  is  known  as  the  divided  mortgage,  its  object  being 
to  enable  the  borrower  to  acquire  a  more  valuable  property,  taking  a 
longer  period  to  pay  off  the  debt. 

Under  this  plan,  two  separate  mortgages  are  issued. 

A  borrower  from  a  building  and  loan  association,  for  example,  who 
pays  thirty-five  dollars  a  month  on  a  house  worth  thirty-five  hundred 
dollars,  might  have  got  a  house  worth  forty-five  hundred  dollars  for  the 
same  payment  under  the  divided  mortgage  plan. 

In  that  case,  the  building,  society  would  have  drawn  up  one  mort- 
gage for  twenty-five  hundred  dollars,  on  which  he  would  have  paid 
twenty-five  dollars  a  month,  and  more  than  half  of  each  payment  would 
have  gone  to  extinguish  the  principal,  under  the  diminishing  interest 
plan. 

A  second  mortgage  for  two  thousand  dollars  would  have  been 
drawn,  and  upon  this  he  would  pay  ten  dollars  a  month  simple  interest, 
carrying  it  until  the  first  mortgage  had  been  cleared  off. 

In  actual  interest,  of  course,  this  divided  mortgage  would  cost  more 
in  the  long  run. 

But  against  the  greater  cost  would  be  set  the  years  of  actual  pos- 
session of  a  better  house. 

Building  societies  can  not  do  much  directly  for  the  man  seeking  a 
mortgage,  unless  the  latter  has  at  least  twenty-five  per  cent  of  the  value 
of  the  property  he  wants  to  acquire  in  cash  or  real  estate. 

But  the  secretary  of  a  building  society  has  devised  a  plan  for  help- 
ing, even  the  man  who  has  saved  next  to  nothing. 

As  an  example,  a  young  couple  just  married  had  put  their  surplus 
cash  into  furniture. 

They  found  a  house  that  could  be  bought  for  twenty-five  hundred 
dollars. 

It  was  distinctly  a  bargain. 

The  building  society  could  only  loan  two  thousand  dollars  on  mort- 
gage, however — it  wag  against  the  state  laws  to  take  a  greater  risk. 

But  a  capitalist  in  that  town  had  placed  some  money  at  the  disposal 
of  the  secretary  to  meet  such  emergencies,  and  five  hundred  dollars  of 
this  was  borrowed  on  the  second  mortgage  at  four  per  cent,  the  money 


BROKER'S  CYCLOPEDIA 603 

being  paid  to  the  building  society,  added  to  the  two  thousand  dollars 
lent  on  the  first  mortgage,  and  the  whole  paid  for  the  house,  into  which 
the  couple  immediately  moved  as  owners. 

This  second  mortgage,  of  course,  was  not  a  first  lien  on  the  property 
until  the  first  had  been  satisfied. 

But  the  couple  began  paying  twenty-five  dollars  a  month  into  the 
society,  and  when  accumulations  over  and  above  the  interest  on  both 
mortgages — amounting  to  a  total  of  ten  dollars  a  month — had  reached 
five  hundred  dollars,  the  society  paid  off  the  second  mortgage. 

This  plan  is  one  well  worth  the  attention  of  employers. 

In  the  society  where  it  originated  not  a  dollar  of  money  loaned  on 
such  as  second  mortgage  has  ever  been  lost. 


FORECLOSURE  OF  MORTGAGES.   " 

If  the  mortgagor  does  not  pay  the  debt  secured  by  the  mortgage 
as  agreed,  then  the  remedy  of  the  mortgagee  is  foreclosure. 

That  is,  he  has  a  right  to  file  a  petition  in  a  court  of  equity  crav- 
ing that  the  mortgaged  premises  be  sold,  and  the  proceeds  applied  to 
the  payment  of  the  mortgage  debt  and  costs  of  the  action,  the  balance 
to  go  to  the  mortgagor. 

The  court  may  thereupon  decree  that  the  property  be  advertised 
and  sold,  and  the  proceeds  distributed  as  stated. 

This  action  destroys  the  mortgagor's  equity  of  redemption,  and 
all  his  rights  to  the  property. 

All  persons  who  have  interests  in  the  property  must  be  made  par- 
ties to  the  action,  so  that  claims,  if  any,  can  be  heard;  and  the  prop- 
erty must  be  advertised  in  the  papers  for  a  certain  time  before  actual 
sale. 

Should  the  property  not  bring  enough  to  pay  off  the  debt,  then  a 
personal  judgment  on  the  bond  or  note  is  taken  for  the  balance,  this 
being  called  a  deficiency  judgment. 

Both  actions  may  be  obtained  at  the  same  time. 

Mortgages  containing  a  covenant  of  foreclosure  entitle  the  mort- 
gagee, on  default  in  payment,  to  proceed  to  advertise  and  sell. 

The  mortgagee,  however,  is  not  permitted  to  purchase  the  prop- 
erty for  himself,  unless  allowed  by  stipulation  or  statute,  and  the  sale 
must  be  public  and  bona  fide. 


604 


T  HE  REAL  EST  A  TE 


CHAPTER  XXXIII. 

Real  Estate 


1 — Classification . 

2 — Rights  and  Restrictions. 

3— Water. 

4 — Ice. 

5 — Products. 

6 — Fixtures. 

7 — Physical  attachment. 

8 — Use  of  fixtures. 

9 — Relation  to  property. 
10 — Support. 
11 — Easements. 


1 .     Classification. 

Real. 

Personal. 

Estate  in  Land 

Estate  in  Private  Right. 

Liens. 

Leaseholds. 


12 — Building  laws. 

13 — Excavations. 

14 — Fire  Escapes. 

15 — Unsafe  Buildings. 

16 — Participating  Mortgages 

17 — Buying  and  Selling. 

18 — Showing  Property. 

19 — Leasing. 

20 — Appraising. 

21 — Valuation. 

22 — General  Suggestions. 


Movable  Property. 
Estate  in  Fee  vSimple. 
Life  Estate. 
Estate  of  Dower. 
Estate  by  Courtesy. 
Homestead  Estate. 


2.  Rights  and  Restrictions. 

The  owner  of  a  tract  of  land  has  more  rights  in  such  ownership  than 
are  apparent. 

He  owns  the  surface  of  this  tract,  and  he  also  owns  the  space  below 
it,  as  far  down  as  he  chooses  to  go,  to  the  center  of  the  earth,  if  that 
were  possible. 

He  owns  the  air  above  it,  often  a  valuable  consideration,  as  in  ca,se 
of  a  health  resort. 

The  trees  growing  on  it,  and  everything  else  fixed  to  it,  are  his. 

If  there  are  minerals  below  the  surface,  including  mineral  oils  and 
gases,  they  are  his  to  do  with  as  he  pleases,  subject  to  any  rights  reserved 
by  the  state. 

Should  he  discover  gold  and  silver,  they  are  his. 

If  the  lands  have  been  public  domain,  then  a  mining  claim  may  be 
established  in  them,  and  Congress  has  provided  legislation  for  that  pur- 
pose. 

3.  Water. 

Standing  water,  such  as  a  lake,  belongs  to  the  owner  of  the  land 
under  or  around  it,  and  he  has  the  exclusive  right  of  sailing  on  and  fishing 
in  it. 


BROKER'  S  CY  CLOP  ED  I A  605 

If  two  or  more  owners  have  lands  bordering  on  the  lake,  then  the 
rights  of  each  extend  to  a  central  point  in  the  lake. 

If  the  lands  run  along  the  bank  of  a  stream,  ownership  usually  ex- 
tends to  the  stream. 

If,  however,  the  stream  is  of  such  a  size  as  to  be  navigable,  there 
is  no  such  right,  the  title  to  the  soil  underneath  being  held  by  most 
authorities  to  belong  to  the  state. 

In  the  case  of  navigable  lakes,  ownership  is  also  in  the  State. 

4.  Ice. 

Ice  belongs  to  the  owner  of  the  land  over  which  it  forms,  except 
when  over  navigable  waters,  when  the  first  comer  may  remove  it. 

For  instance,  it  was  held  that  the  owner  of  the  bank  along  the 
Kansas  River,  a  navigable  river,  did  not  own  to  the  center  of  the  stream, 
neither  did  he  own  the  ice  formed  on  the  stream  adjacent  to  his  land, 
unless  he  was  the  first  to  take  possession  of  it. 

5.  Products. 

NATURAL :  Those  natural  products,  such  as  trees,  grasses,  bushes, 
etc.,  which  grow  without  cultivation  and  the  labor  of  man,  are  parts  of 
the  land,  and  go  with  it. 

Fruit  upon  trees  or  bushes  has  usually  been  included,  though  cul- 
tivation may  render  it  outside  the  scope  of  this  rule. 

INDUSTRIAL,:  If  the  products  are  growing  crops,  the  result  of 
manual  labor  and  fertilization,  it  is  held  that  even  though  attached  to  the 
land,  they  are  personal  property,  and  do  not  go  v^ith  the  land. 

A  person  who  has  a  lease  of  uncertain  duration,  which  comes  to  an 
end  before  the  crops  he  has  planted  have  ripened,  has  the  right  of  cul- 
tivating and  gathering  them. 

If  the  period  of  holding  is  fixed,  he  can  not  do  anything  after  its 
expiration. 

6.  Fixtures. 

Any  article  which  has  once  been  loose,  but  which  has  become  ac- 
tually or  constructively  fixed  to  the  land,  is  a  fixture,  and  has  come  to  be 
regarded  as  going  with  or  belonging  to  the  land. 

In  some  cases,  however,  it  is  difficult  to  decide  whether  it  is  still 
personal  property. 

At  first,  the  early  common  law  supported  the  claims  of  the  land- 
owner to  everything  attached  to  the  land,  but  now  there  is  an  inclination 
to  favor  the  tenant  who  claims  as  his  fixtures  which  he  has  erected  for 
use  in  his  trade  or  business. 

The  question  arises  in  all  sorts  of  cases,  between  seller  and  buyer  of 
land,  between  one  mortgaging  his  land,  and  the  person  granting  him 
the  loan,  between  the  heir  of  a  landowner  and  his  executor,  between  a 
person  who  holds  a  mortgage  on  the  real  estate,  and  one  who  holds  a 
mortgage  on  the  personal  estate  of  the  same  person. 


606 THE  REAL  EST  A  TE 

If  a  farm  owner  wishes  to  sell  his  farm,  he  has  to  know  what  he 
must  leave,  and  what  he  can  take  away  with  him. 

A  city  tenant  giving  up  possession  naturally  wants  to  know  what 
he  will  be  called  upon  to  leave  in  the  way  of  utilities  and  decorations 
which  he  has  put  in  at  his  own  expense. 

7.  Physical  Attachment. 

The  fixture  must  be  physically  attached  to  the  land  or  to  some 
structure  or  thing  which  is  itself  annexed. 

This  rule  is  subject  to  the  following  exceptions: 

(a)  A  movable  piece  of  a  machinery,  itself  a  fixture,  which  if  removed 
would  render  the  main  machine  useless,  or  something  absolutely  re- 
quisite to  a  fixture,  as  for  instance  the  keys  of  a  house ;  these  are  regarded 
as  fixtures. 

(b)  Anything  of  such  weight  as  to  remain  fixed  by  gravity  without 
the  use  of  any  attachments,  such  as  bolts,  screws,  etc.,  is  called  a  fixture. 

An  example  of  this  was  a  statue  weighing  three  tons,  which  stood  on 
a  base  three  feet  high. 

Neither  statue  nor  base  was  secured  to  the  foundation  in  any  way 
but  that  of  its  own  weight. 

In  an  action  which  afterward  arose  it  was  held  that  the  statute  was 
part  of  the  land,  since  it  was  as  firmly  attached  as  if  by  artificial  means. 

(c)  Heavy  machinery  may  be  considered  as  fixtures,  though  this 
is  disputed  in  cases  into  which  other  considerations  enter,  such  as  the 
purpose  of  the  person  putting  it  in. 

If  the  article  has  been  devoted  to  a  purpose  which  when  carried 
out  would  make  it  a  fixture,  then  it  is  held  to  be  a  fixture,  as,  for  instance, 
fence  rails  laid  alongside  of  a  fence  begun  but  not  finished,  or  if  part  of 
the  fence  has  been  temporarily  removed,  then  that  part  is  still  attached 
to  the  land. 

8.  Use  of  Fixtures. 

If  an  article  is  so  firmly  fixed,  that  to  remove  it  would  destroy  the 
article,  or  injure  whatever  it  is  attached  to,  then  it  is  a  fixture  and  is 
not  to  be  removed. 

Gas  and  water  pipes  running  beneath  floors,  or  up  behind  walls, 
are  so  attached  that  they  cannot  be  removed  without  tearing  out  floor 
or  plastering. 

If,  however,,  gas  fixtures,  chandeliers,  and  water  faucets  are  merely 
screwed  in  through  holes  in  the  wall  or  floor  by  a  tenant,  they  may  be 
removed  on  leaving. 

A  tenant  who  puts  in  stoves  or  furnaces  can  remove  them  as  fur- 
niture. 

A  portable  hot-air  furnace,  resting  by  its  own  weight  on  the  ground, 
though  connected  with  the  pipes  and  registers,  was  held  not  to  be  a 
fixture. 


BROKER'S  C  Y  CLOFEDIA  607 

Looms  in  a  woolen  factory,  attached  to  the  floor  by  screws  which 
could  be  removed  without  injury  to  the  floor  or  looms,  were  also  held  to 
be  personal  property,  and  consequently  did  not  pass  with  the  building. 

In  another  case,  however,  it  was  held  that  the  machinery  of  a  woolen 
mill  was  unremovable. 

The  looms  were  affixed  to  the  floor  by  screws,  and  the  spinning 
jacks  by  cleats  nailed  to  the  floor,  while  the  heavy  carders  were  kept  in 
position  by  their  own  weight. 

The  question  was  raised  by  a  purchaser  under  a  mortgage,  and  the 
court  gave  a  decision  in  his  favor,  based  on  the  satisfaction  of  the  follow- 
ing three  tests:  The  fixture  was  (1)  actually  annexed  to  the  land  or 
something  attached  to  it;  it  was  (2)  applied  to  the  use  or  purpose  of 
which  the  mill,  or  that  part  of  the  realty  to  which  it  was  attached,  was 
appropriated;  it  was  (3)  evidently  intended  as  a  permanent  accession  to 
the  estate. 

These  three  tests  may  be  employed  in  other  cases  to  advantage. 
As  an  instance  of  point  number  2,  it  has  been  held  that  hop  poles  taken 
down  and  stored  away  till  the  next  season  are  fixtures,  as  being  ap- 
propriated and  necessary  to  the  cultivation  of  hops  on  the  land. 

9.    Relation  to  Property. 

Whether  the  article  is  a  fixture  or  not,  often  depends  upon  the 
relation  to  the  property  of  the  person  who  attached  or  annexed  it. 

If  the  person  who  did  so  is  the  owner  in  fee,  and  the  presence  of  the 
article  is  intended  or  likely  to  improve  the  land,  it  is  held  to  be  a  fixture, 
and  in  the  event  of  sale  or  mortgage,  the  article  goes  with  the  land. 

In  the  event  of  death,  it  goes  to  the  heir  and  not  to  the  executor. 

The  owner  may,  however,  at  any  time  during  life,  disconnect  the 
article,  or  he  may  reserve  it  especially  in  case  of  sale  or  mortgage,  or 
declare  in  his  will  that  it  is  personalty. 

The  presumption  is  always  strong  that  improvements  by  a  vendor 
or  mortgagor  are  intended  to  be  permanent. 

If  the  person  is  a  tenant,  there  is  strong  presumption  that  he  does 
not  intend  the  improvement  to  be  a  permanent  addition  to  the  real 
estate,  and  he  is  therefore  allowed  greater  license  in  the  removal  of 
fittings. 

Trade  fixtures,  such  as  counters,  shelving,  and  other  store  furniture, 
are  removable;  also  chairs,  etc.,  placed  in  a  theater  by  a  lessee. 

A  farm  tenant  holding  from  year  to  year  was  allowed  to  remove  a 
cider  mill  erected  on  the  farm  at  his  own  expense. 

Wooden  buildings  resting  by  their  own  weight  on  flat  stones  laid ' 
on  the  surface  of  the  ground,  the  only  foundation,  were  held  to  be. re- 
movable. 

A  bowling  alley  erected  on  blocks  was  not  considered  a  fixtuie. 

A  tenant  may  provide  in  his  lease  that  he  be  allowed  to  erect  build- 
ings for  manufacturing  purposes,  and  remove  them  any  time  within  the 


(308 THE  REAL  EST  A  TE 

running  of  his  lease. 

A  tenant  built,  on  those  conditions,  a  brick  engine  house  on  a  solid 
foundation  of  masonry,  and  erected  an  engine  firmly  built  into  it. 

It  was  held  that  he  was  entitled  to  remove  house  and  engine. 

He  was  instructed,  however,  to  remove  such  fixtures  within  the 
time  limit  of  his  lease,  failing  to  do  so  making  him  afterward  unable  to 
enter  the  premises  and  claim  them. 

1 0.  Support. 

A  landowner  can  not  dig  so  near  the  boundaries  of  his  neighbor 
as  to  disturb  the  lateral  support  of  his  land,  and  cause  it  to  cave  in. 

AIR:  An  owner  may  not  pollute  the  air  with  smoke,  dust,  or 
odors  to  such  an  extent  as  to  prove  an  annoyance  to  his  neighbors. 

if  he  continues,  the  neighbor  may  enjoin  him  or  claim  damages. 

Noise  and  the  use  of  any  machine  causing  vibration  of  the  ground 
are  also  forbidden. 

WATER:  One  owner  is  not  permitted  to  dam  up,  divert,  or  pol- 
lute water  passing  through  his  land  to  another's. 

1 1 .  Easements. 

An  easement  is  the  right  that  one  owner  may  exercise  over  the 
property  of  another,  which  is  acquired  by  grant  or  by  prescription,  that 
is,  by  possession  and  enjoyment  for  a  specified  period,  u.sually  of  twenty 
years. 

A  lot  is  often  sold  on  the  understanding  that  the  seller  will  not 
build  on  the  next  lot  nearer  the  boundary  line  than  a  certain  distance. 

This  gives  the  buyer  an  easement  to  that  extent  in  the  light  and 
air  from  the  next  lot. 

If  the  lot  is  sold  with  the  covenant  that  the  buyer  shall  not  build 
within  a  given  number  of  feet  from  the  street,  then  an  easement  is  cre- 
ated in  favor  of  the  seller. 

A  right  of  way — a  familiar  form  of  easement — may  be  acquired 
either  by  grant  or  prescription. 

If  one  sells  land  separated  from  the  highway  by  the  rest  of  one's 
land,  then  the  buyer  has  right  of  way  across  it  to  the  land  which  he  has 
bought. 

Among  other  easements  are  the  right  of  using  a  party  wall,  com- 
pelling one's  neighbors  to  maintain  a  dividing  fence,  or  the  right  of 
access  to  water  and  its  use. 

If  a  highway  passes  over  one's  land  for  the  general  use  of  the 
public,  he  can  forbid  the  cutting  of  trees  or  grass  by  its  side,  or  its  use 
for  other  purposes  than  that  of  a  means  of  passage. 

12.  Building  Laws. 

Not  so  long  ago  the  man  who  wanted  to  build  might  erect  any  kind 
of  an  edifice  that  he  wished. 

It  was  his  house  and  he  was  free  to  do  with  it  as  he  cared. 


BROKER'  S  CY  CLOP  ED  I A  009 


If  he  liked  to  build  it  without  windows,  nobody  cared  much,  and 
he  could  gratify  any  other  insanitary  eccentricities  to  the  greatest  pos- 
sible extent. 

As  cities  grew  and  population  became  more  and  more  condensed 
into  small  areas,  the  freak  builder  began  to  be  a  public  danger. 

The  rooms  without  windows  harbored  and  bred  disease. 

The  inefficient  plumbing  killed  off  neighbors. 

The  wooden  building  was  a  fire  danger  and  overcrowding  was  a 
social  and  hygienic  disorder. 

Therefore  legislation  stepped  in,  and  to-day  owners  are  more  re- 
stricted in  the  use  of  their  property  than  in  times  past. 

The  police  power  of  the  State  is  exercised  in  many  ways,  some- 
times perhaps  irksome  and  apparently  unreasonable. 

The  owner  of  the  land  can  not  build  thereon  what  he  may  desire 
to,  and  after  buildings  are  erected  their  use  and  occupation  are  restrict- 
ed to  certain  purposes  by  the  State. 

But  while  we  are  taxed  more  and  have  less  freedom  of  use  of  prop- 
erty the  value  in  money  is  greater.  ,. 

The  tendency  in  building  is  to  erect  structures  of  a  large  ground 
area  as  well  as  of  increased  height. 

This  applies  not  only  to  office  buildings  and  loft  buildings  but 
npartment  houses  and  hotels. 

The  use  of  wooden  beams  in  construction  is  largely  done  away 
with,  and  it  will  probably  not  be  many  years  before  the  building  of  non- 
fire-proof  structures  will  be  prohibited  in  all  large  cities. 

The  enormous  waste  of  life  and  property  by  fire  is  a  disgrace  to 
every  progressive  community. 

13.  Excavations. 

A  depth  of  ten  feet  below  curb  is  the  average  excavation. 

If  foundations  of  a  new  building  are  carried  beyond  this  point, 
the  person  causing  such  excavation  to  be  made  must  support  adjoin- 
ing walls  irrespective  of  the  depth  of  same. 

If  foundations  are  not  carried  beyond  ten  feet,  the  owners  of  ad- 
joining properties  must  protect  their  own  walls. 

If  retaining  walls  are  necessary  on  account  of  an  excavation,  they 
must  be  built  by  the  person  causing  the  excavation  to  be  made. 

By  failure  to  give  permission  to  an  adjoining  owner  to  carry  out 
these  provisions,  risk  is  assumed  by  the  owner  refusing  such  permis- 
sion. 

14.  Fire  Escapes. 

.4re  required  on  the  following  buildings:  asylums;  boarding-houses; 
with  more  than  fifteen  sleeping  rooms  above  basement;  factories,  hos- 
pitals and  hotels  over  three  stories  high;  office  buildings  five  stories 
and  over;  schools,  and  places  of  public  assem.bly. 


610 THE  REAL  EST  A  TE 

15.  Unsafe  Buildings. 

When  property  is  reported  as  unsafe,  if  an  emergency  arises,  the 
Superintendent  of  Buildings  has  power  to  protect  the  same  and  to 
charge  the  amount  expended  against  the  property. 

1 6.  Participating  Mortgages. 

During  the  last  two  or  three  years  the  use  of  what  is  known  as 
participation  mortgages  has  become  quite  frequent,  and,  when  con- 
servatively used,  these  are  of  service  to  both  the  lender  and   borrower. 

Here  an  investor  who  considers  the  security  offered  satisfactory 
for  a  certain  amount,  say  at  5  per  cent,  but  the  loan  more  liberal  than 
could  really  be  obtained  at  that  rate,  agrees  to  make  it  "in  participa- 
tion." 

That  is,  he  enters  into  it  with  some  other  lender  who  will  loan  a 
less  amount  at,  say,  half  of  one  per  cent,  less  interest,  taking  as  secur- 
ity an  assignment  of  the  mortgage  made  to  the  first  lender  under 
an  agreement  between  them  that  lender  number  two  shall  collect 
interest  on  the  entire  loan  at  5  per  cent,  retain  4>i  per  cent  on  the 
amount  he  has  advanced,  and  pay  the  remainder  to  lender  number 
one,  who  thus  receives  5  per  cent  on  the  advance  he  has  made,  and 
half  of  one  per  cent  on  the  advance  made  by  the  lender  with  whom  he 
participates. 

The  advantage  to  the  borrower  is  that  he  gets  a  liberal  loan  on 
the  first  mortgage  at  a  moderate  rate  of  interest,  and  is  still  free  to  ne- 
gotiate a  second  mortgage,  if  he  desires. 

The  advantage  to  lender  number  one  is  that  he  receives  a  large 
return  on  a  comparatively  small  advance. 

The  advantage  to  lender  number  two  is  that  he  obtains  a  con 
servative  investment  at  a  fair  rate  of  interest. 

This  form  of  mortgage  has  been  criticized,  but  has  received  the 
approval  of  banking  interests;  and  when  employed  with  discretion  its 
use  seems  open  to  no  valid  objection. 

17.  Buying  and  Selling. 

In  the  selling  of  Real  Estate,  as  in  everything  else,  intensive  sales- 
manship  is   the   first    requirement. 

The  quality  of  knowing  exactly  what  you  have  to  sell,  what  you 
want  for  it  ,and  what  class  of  buyer  you  want  to  reach  is  invaluable. 

The  Real  Estate  Broker  who  is  successful  is  the  person  who  con- 
serves and  directs  his  energies  in  one  channel,  not  many. 

He  does  not  offer  a  property  to  each  and  all  comers  in  tne  hopes 
of  their  buying. 

The  man  interested  in  tenement  property  will  not  handle  office 
buildings  or  high-class  apartments. 

Therefore  to  circularize  him,  and  try  to  convince  him  that  he 
ought  to,  is  often  wasted  energy  and  time. 


BROKER' S  CY  CLOP  EDI  A  Oil 

By  following  sales  and  noting  names  of  buyers  and  the  class .  of 
property  they  buy,  it  is  possible  to  get  a  list  of  prospective  customers 
arranged  according  to  their  property  likes  and  dislikes. 

The  first  economy  effected  will  be  the  saving  of  mail  which  would 
otherwise  find  its  way  to  the  waste-basket. 

When  the  agent  has  the  property  in  his  hands  for  sale,  he  will 
know  by  reference  to  his  lists  who  will  be  likely  to  be  interested  in  the 
proposition,  and  he  can  then  apply  a  concentrated  salesmanship. 

What  has  been  said,  under  selling,  as  to  the  requirements  of  a  sales- 
man applies  equally  well  here. 

The  person  who  places  his  property  for  sale  on  the  Broker's  lists, 
and  the  person  who  buys  it,  are  largely  influenced  by  the  appearance, 
character,  and  the  other  convincing  attributes  of  the  salesman. 

The  Broker  must  know  his  business;  but  furthermore,  he  must 
know  the  property  he  is  going  to  sell,  and  its  value. 

When  he  is  buying  for  a  client,  he  must  be  able  to  foresee  proba 
ble  increase  in  value,  or  be  able    to    uncover   weakness  in  the  seller's 
argument. 

He  must  never,  so  far  as  he  can  avoid  it,  induce  his  client  to  pay 
a  price  which  is  not  warranted  by  future  events. 

In  any  case,  the  wise  broker  watches  the  development  of  the  neigh- 
borhood in  its  change  of  tenancy,  character  of  buildings,  improvement 
in  transportation  facilities,  and  other  things  affecting  value. 

By  following  other  sales,  a  good  idea  of  current  prices  can  be  had, 
though  this  should  be  dealt  with  merely  as  an  indication  and  not  as  a 
working  basis. 

18.    Showing  Property. 

It  is  well  known  that  the  prospective  buyer  of  anything  at  all,  if 
shown  a  multiplicity  of  objects,  will  end  by  buying  nothing. 

So  too  in  showing  houses. 

The  prospective  buyer  rushed  through  a  score  of  houses  in  one 
morning  emerges  from  the  last  with  an  aching  head  and  a  determina- 
tion to  live  in  a  hotel  for  the  rest  of  his  days. 

It  is  possible  to  elicit  from  most  people  a  faint  idea  of  what  is 
wanted;  a  few  know  what  they  are  looking  for;  and  the  house  required 
must  not  differ  from  preconceived  idea. 

It  can  be  taken  for  granted,  however,  that  the  average  man,  assist- 
ed by  his  wife,  has  some  idea  of  their  wants. 

The  wise  broker  will  select  half  a  dozen  places  from  his  list  which 
appear  to  offer  some  possibility  of  being  suitable,  and  confine  his  sales- 
manship to  the  merits  of  that  half  dozen. 

He  will  not  din  into  his  buyer's  ears  the  incredible  advantages  of 
the  houses  he  is  showing. 

He  has  eyes  of  his  own,  and  if  he  wants  open  fireplaces,  where  the 
broker  can  only  offer  steam  heat,  then  nothing  the  broker  can  say  will 


612 THE  REAL  EST  A  TE 

make  him  see  the  heaters  as  glowing  fires. 

The  desirability  of  the    property  can  be  thrust  home  without  mas- 
sacring the  buyer's  sensibility  as  to  his  own  perception  of  things  fit. 

Above  all,  do  not  misrepresent  facts. 

Facts  about  a  house  are  usually  very  evident,  and  it  is  not  worth 
while  to  exaggerate,  if  misrepresentation  is  going  to  invalidate  the  con- . 
tract  and  spoil  one's  reputation  for  fair  and  open  dealing. 

1 9.  Leasing. 

The  Broker  who  leases  properties  for  owners,  makes  use  of  the 
following  methods. 

He  prepares  a  complete  list  of  everything  to  rent  in  the  district 
which  he  covers. 

He  places  his  own  "to  let"  sign  on  the  premises. 

He  gets  in  touch  with  those  tenants  whose  leases  are  shortly  to  ex- 
pire, by  means  of  a  canvass. 

He  interviews  them  months  beforehand — six  months  is  not  too 
much — and  finds  out  their  requirements. 

It  is  his  business  then  to  fill  these  requirements  as  best  he  can  with- 
out incurring  responsibility  for  the  owner  of  the  property  by  rash  prom- 
ises as  to  alterations  and  repairs. 

It  is  always  best  to  get  references,  both  from  a  former  landlord, 
to  satisfy  the  owner  of  the  property,  and  from  the  future  tenant  to  satisfy 
himself. 

Reference  from  a  tenant  should  be  from  a  bank  if  possible. 

If  references  are  refused,  or  are  unsatisfactory,  all  that  need  be 
said  to  the  proposing  tenant,  is  that  his  application  is  declined. 

There  is  thus  no  possibility  of  being  involved  in  libel  suits  for  de- 
famation of  character. 

It  is  highly  important  that  when  the  lease  is  drawn  up,  any  repairs 
or  alterations  that  have  to  be  made,  should  be  set  down  specifically, 
and  agreed  to  by  both  parties. 

There  will  then  be  no  cause  for  disagreement  after  entry  into  the 
premises. 

20.  Appraising. 

The  value  of  land  is  based  primarily  upon  its  capacity  to  produce 
profit  in  the  form  of  rent. 

It  is  value  as  a  whole,  or  fee  value,  which  is  the  rental  value  capital- 
ized at  the  current  rate  of  interest  on  money. 

For  example,  an  estate  yielding  a  net  annual  rental  of  $2,000, 
after  payment  of  all  charges,  has  for  purpose  of  appraisement,  a  rental 
value  of  $2,000. 

This  sum  capitalized  at  5%  gives  the  fee  value  of  $40,000,  and  is 
the  least  amount  for  transference  of  title. 

Of  course,  the  property  when  put  in  the  open  market  may  bring 


BROKER' S  CY  CLOP  ED  I A  613 

much  more,  and  its  market  value  may  be  anything  over  $40,000. 

In  that  case  a  new  proprietor  may  consider  it  advantageous  to  him- 
self to  raise  the  rental  proportionately. 

21.  Valuation. 

The  first  step  in  determining  the  value  of  any  parcel  of  land  as 
customary  among  appraisers,  is:  Determine  the  value  of  one  city  lot 
25x100  situated  midway  in  the  block,  on  the  street  or  avenue  in  which 
the  property  to  be  valued  is  situated. 

The  parcel  of  land  contains  four  lots. 

We  find  the  value  as  follows : 

Lot  1,  the  unit  of  value $10,000 

Lot  2,  next  to  it 10,000 

Lot  3,  next  to  the  corner  lot,  add  10%  of  the  unit;  $10,000  plus 

$1,000.  11,000 

Lot  4,  corner,  add  60%  of  $11,000  plus  $11,000 17,600 

$48,600 
Add  plottage,  10% ; 4,860 

The  total  value  of  the  parcel  is $53,460 

It  may  be  asked  how  the  various  percentages  are  arrived  at;  how 
is  it  possible  to  say  with  any  degree  of  exactness  what  is  the  proportion- 
ate difference  of  value  which  enables  us  to  say  that  one  lot  is  worth  so 
much  more  than  the  one  next  to  it? 

Instead  of  10%,  why  not  15%  or  20%? 

Why  should  the  corner  lot  be  worth  60%  more  than  the  one  next 
to  it? 

These  relative  values  are  approximations  based  upon  long  exper- 
ience, and  are  the  result  of  closely  following  auctions  and  sales  and 
noting  prices. 

This  rule,  however,  does  not  hold  in  every  case. 

For  instance,  in  factory  districts,  the  corner  lot  is  often  valued  at 
only  50%  more  than  the  adjoining  lot. 

This  is  explained  by  the  fact  that  the  frontage  is  not  so  important 
as  in  lots  where  window  display  would  increase  the  value  of  the  frontage 
to  a  greater  extent  than  that  of  the  area. 

The  corner  lot  is  more  valuable  than  the  others:  (1)  Because  it 
furnished  a  greater  area  for  window  space,  thus  increasing  the  supply  of 
light  and  air;  and  (2)  because  it  has  a  greater  frontage,  say,  125  feet  as 
compared  with  25  feet  of  the  inside  lots. 

It  thus  presents  a  greater  opportunity  for  window  display,  and 
greater  advertising  prominence. 

22.  General  Suggestions. 

A  successful  Real  Estate  Broker  always  looks  for  his  competitor's 
good  points. 


614 THE  REAL  EST  A  TE 

What  does  he  care  about  his  competitors*  faults? 

Fundamentally  salesmanship  is  knowledge  of  human  nature. 

In  every  business  there  should  be  four  departments : 

Executive. 

Finance. 

Producing. 

And 

Selling. 

A  Real  Estate  Broker  can  also  divide  his  business  abiUties  into  four 
departments. 

Ask  Yourself: 

"Am  I  a  good  executive?" 

"Do  I  keep  my  engagements  and  pay  my  personal  debts?" 

"Am  I  careless  in  my  speech,  untidy  in  my  personal  appearance  or 
extravagant  in  expenditures?" 

"Am  I  a  good  manager?" 

"Do  I  earn  enough  money?" 

"Do  I  take  a  personal  interest  in  my  work?" 

"Can  I  produce  the  ability  to  "get  the  cash?" 

"Can  I  furnish  the  goods  worth  the  money?" 

"Can  I  supply  the  brains  that  will  make  capital?" 

After  taking  an  inventory  of  yourself,  and  find  that  one  or  two  de- 
partments are  deficient,  start  an  immediate  investigation,  find  out  the 
trouble,  then  root  it  out. 

"One  great  cause  of  failure  of  young  men  is  lack  of  concentration." 

"Do  good  with  what  thou  hast,  or  it  will  do  thee  no  good." 

William  Penn. 

Knowledge  is  power. 
Learn  the  business  you  are  engaged  in. 

The  man  who  becomes  easily  discouraged,  rarely  succeeds. 
To  succeed  in  the  Real  Estate  Business,  you  must  have  intelhgence, 
a  common  school  education,  energy,  grit  and  perseverance. 
There  is  no  special  plan. 
Everything  depends  upon  yourself. 
It's  up  to  you  to  put  forth  your  best  efforts. 
If  you  try 
And 

Don't  succeed. 
Don't  give  up. 
Try  again. 

You  must  meet  success  half  way.  "^ 

Advertising  is  the  key  note  of  success. 
The  more  advertising  you  do,  the  more  money  you'll  make. 
Your  advertising,  however,  must  be  the  RIGHT  kind. 


BROKER'S   CYCLOPEDIA 


615 


Law  Words  and  Legal  Meanings. 


ABDUCTION.— This  is  the  tak- 
ing and  carrying  away  of  a  child, 
ward,  wife,  etc.,  by  force,  fraud, 
persuasion  or  open  violence. 

ABUSE.— To  treat  rudely,  or 
with  reproachful  language,  to 
revile.  The  crime  applies  to  prop- 
erty as  well  as  persons;  as,  a 
person  is  liable  for  whatever  injury 
arises  from  the  abuse  of  property. 

ACCESSORY.— Is  an  abettor 
or  accomplice  in  a  crime,  and  in 
most  of  the  states  an  accessory  is 
equally  punishable  with  the  prin- 
cipal. An  accessory  before  the 
fact  is  one  who,  being  absent  at 
the  time  the  crime  is  committed, 
yet  commands,  counsels  or  pro- 
cures another  to  commit  it. 

An  accessory  after  the  fact  is 
one  who  knowing  an  offence  to 
have  been  committed,  assists,  con- 
ceals, receives  or  relieves  the  crim- 
inal. 

ACCUSATION.— Is  the  charge 
in  writing,  upon  oath  or  affirm- 
ation, against  one  or  more  persons 
of  a  felony  or  misdemeanor.  It 
must  be  presented  to  some  court 
having  jurisdiction  of  the  offence, 
and  must  be  made  by  a  person  com- 
petent to  testify. 

ACQUITTAI..— Is  the  deliver- 
ance from  the  charge  of  an  offence, 
either  by  the  court  or  jury. 

ADMONITION.— A  reprimand 
from  a  person  to  a  person  accused, 
on  being  discharged,  warning  him 
of  the  consequences  of  his  con- 
duct. 

ADULTERATION.— The  un- 
lawful act  of  corrupting  or  de- 
basing an  article  of  food  so  as  to 
render    it    impure    and    unwhole- 


some. 

AFFRAY.— A  fight  by  agree- 
ment between  :wo  or  more  persons 
in  a  public  place.  Fighting  in 
private  is  assault  and  battery. 

AFFRONT. -An  uncivil      en- 
counter, ill-treatment,  insult,  out- 
rage, offence. 

AIDING  AND  ABETTING.— 
The  act  of  being  in  such  com- 
munication, and  so  situated  during 
the  commission  of  a  crime,  as  to 
readily  aid  the  perpetrator. 

AMERCEMENT.— The     pecun-' 
iary  penalty  or  fine  imposed  on  an 
offender  by  the  court. 

AMNESTY.— General  pardon 
of  the  offences  of  subjects  against 
the  government. 

ARRAIGNMENT.  —  Act  of 
calling  the  defendant  before  the 
court  for  trial. 

ARREST.— The  taking  of  a 
person  into  custody  that  he  may 
be  held  to  answer  for  a  public 
offence. 

ARSON. — The  malicious  burn- 
ing of  another's  house.  The  term 
"house"  in  law  comprehends  all 
other  buildings. 

ASSASSINATION.  —  A  mur- 
der committed  for  hire,  or  without 
provocation  or  cause  of  resent- 
ment given  by  the  murdered  per- 
son. 

ASSAULT.— An  unlawful  set- 
ting upon  a  person ;  An  attempt  or 
offer  to  beat  a  person  without 
touching  his  body.  An  aggrava- 
ted assault  is  one  committed 
with  the  intention  of  committing 
some  additional  crime.  Assault  is 
generally  coupled  with  battery,  for 
they    generally  go  together. 


616 


THE   REAL   ESTATE 


BANISHMENT.—  A  punish- 
ment inflicted  upon  criminals  by 
compelling  them  to  quit  their 
place  or  country  for  a  stated  time 
or  for  life. 

BARRATRY.—  The  stirring 
up  of  quarrels  and  lawsuits. 

BATTERY.— An  unlawful  beat- 
ing, or  other  wrongful  physical 
violence  inflicted  on  a  person  with- 
out his  consent. 

BRIBERY. — The  receiving  or 
offering  of  an  undue  reward  by 
or  to  any  person  connected  with 
administrative  affairs  in  order  to 
influence  his  behavior  or  induce 
him  to  act  contrary  to  duty. 

BURGLARY.— Breaking  and 
entering  the  house  of  another  in 
the  night  time,  with  the  intent 
to  commit  a  felony  therein. 

CHEAT.— Defrauding,  or  en- 
deavoring to  defraud,  another  of 
his  known  right  by  some  willful 
device  contrary  to  rules  of  common 
honesty. 

COMPLAINT.— An  accusation 
made  to  a  proper  officer  that  some 
person,  known  or  unknown,  has 
been  guilty  of  a  designated  of- 
fence. 

CONSPIRACY.— A  combin- 
ation of  two  or  more  persons  to 
accomplish  some  criminal  or  un- 
lawful purpose. 

CONVICTION.— That  legal  pro- 
ceeding of  record  which  ascertains 
the  guilt  of  a  party  and  becomes 
the  basis  of  judgment  or  sentence. 

CULPRIT.— The  person  guilty, 
or  supposed  to  be  guilty,  of  a 
public  offence. 


DESERTION.— Unlawful  a- 
bandonment  of  wife  or  child,  or  of 
the  public  service  in  army  or  navy. 

DUELLING.— The  fighting  of 
two  persons,  at  an  appointed  time, 
entrusted  upon  a  precedent  quarrel. 

EMBEZZLEMENT.  —  Fraud- 
ulently removing  and  secreting 
personal  property  with  which  the 
party  was  entrusted  for  the  pur- 
pose of  applying  it  to  his  own  use. 

EXTORTION.— The  unlaw- 
ful taking  by  an  officer,  under 
color  of  his  office,  of  anything  of 
value  that  is  not  due  him,  or  of 
more  than  is  due,  or  before  it  is 
due. 

FALSE  PRETENCE.— A  false 
representation  and  statement 
made  with  a  fraudulent  design  to 
obtain  money,  goods,  wares  and 
merchandise,  with  intent  to  cheat. 

FELONY.— An  offence  pun- 
ishable by  death  or  by  imprison- 
ment in  the  State  prison  or  pen- 
itentiary. It  is  clearly  defined 
by  the  statutes  of  most  states. 

FINE. — -A  pecuniary  punish- 
ment imposed  by  a  lawful  tribunal 
upon  a  person  convicted  of  a  crim- 
inal offence. 

FORFEITURE.- -A  punish- 
ment annexed  by  law  to  some  il- 
legal act  or  negligence. 

FORGERY.- -Falsely  making 
or  materially  altering,  with  intent 
to  defraud,  any  writing  which,  if 
genuine,  might  be  of  legal  efficacy 
or  the  foundation  of  a  legal  lia- 
bility. 

FRAUD.— Any  deceitful  prac- 
tice by  means  of  which  one  seeks 
to  defraud  another  of  his  known 


BROKER'S   CYCLOPEDIA 


617 


right,    contrary    to    the    rules    of 
common  honesty. 

GAMING.  —An  agreement  be- 
tween two  or  more  persons  to  play 
by  certain  rules  at  cards,  dice  or 
other  contrivance  that  the  result 
shall  determine  the  owner  of  an 
amount  staked. 

GUILT. — Criminality,  offence, 
liability  to  punishment.  One  who 
is  presumed  to  be  innocent  until 
guilt  is  proved. 

HOMICIDE.— The  killing  of  a 
human  being  by  a  human  agency. 
It  may  be  excusable  or  felonious. 

HOUSEBREAKING.—  Break- 
ing and  entering  a  dwelling  house 
of  another  by  night  or  day  with 
intent  to  commit  a  felony  therein. 
Housebreaking  by  night  is  burg- 
lary. 

IMPEACHMENT.  —  A  written 
accusation  by  the  State  or  Federal 
House  of  Representatives  to  the 
Senate  against  a  State  or  Federal 
official. 

INCEST.  — Sexual  commerce  be- 
tween persons  related  within  the 
degrees  wherein  marriage  is  pro- 
hibited at  law. 

INDECENCY.— That  which  is 
unfit  to  be  seen,  offensive  to  mod- 
esty and  delicacy. 

INDICTMENT.— A  written  ac- 
cusation or  formal  charge  of  a 
crime  or  misdemeanor  preferred  to 
a  court  by  a  grand  jury  under 
oath. 

KIDNAPPING.— The  act  of 
stealing  or  forcible  abduction  of  a 
human  being  from  his  home  or 
country. 

LARCENY.— Unlawful       or 


felonious  taking  and  carrying  away 
by  one  person  of  the  personal 
goods  and  chattels  of  another 
with  intent  to  convert  them  to  his 

« 

own  use,  and  without  the  consent 
of  the  owner. 

LIMITATION.  —  The  time 
within  which  a  claim  or  an 
accusation  may  be  made,  or  an  in- 
dictment foimd  for  a  crime.  Lim- 
itation never  expires  for  the  crin\es 
of  murder  and  treason. 

MAINTENANCE.  —  Officious 
interference  in  a  suit  in  which  the 
offender  has  no  interest,  to  assist 
one  of  the  parties  against  the  other. 

MALICE.— The  intentional 

doing  of  an  unlawful  or  felonious 
act  without  just  cause  or  excuse. 

MANSLAUGHTER.  —  An  un- 
lawful killing  of  one  human  being 
by  another,  without  malice  or  in- 
tention. 

MAYHEM.— Violently  and  un- 
lawfully depriving  another  of  the 
use  of  any  bodily  member,  or  will- 
fully disabling  the  tongue  or  eye, 
or  slitting  or  biting  the  nose,  ear 
or  lip  of  another. 

MERGER.— The  absorption 
of  a  lesser  offence,  or  title,  or 
quantity  into  another. 

MISDEMEANOR.— An  offence 
punishable  by  fine  or  imprisonment 
in  the  common  jail,  or  both.  It  is 
an  inferior  offence  to  felony. 

MUTINY.— Unlawful  insur- 
rection or  revolt  of  soldiers  or 
sailors  against  the  authority  of 
their  commanders. 

PARDON.— An  act  of  grace 
proceeding  from  the  power  en- 
trusted with  the  execution  of  the 
laws,  which  exempts  an     offender 


018 


THE  REAL  EST  ATE 


from  the  penalty  of  his  crime. 

PERJURY.— The  crime  of 
making  a  false  oath  when  lawfully 
administered  in  any  judicial  pro- 
ceeding. 

PIRACY.— The  crime  of  rob- 
bery or  forcible  depredation  on  the 
high  seas.  It  corresponds  to 
robbery  on  land. 

REPRIEVE.— Withdrawal  of 
sentence  for  a  time.  It  operates 
in  delay  of  execution. 

RIOT. — An  act  done  in  a  vio- 
lent and  tumultuous  way  by  three 
or  more  persons,  to  the  terror  of 
the  people,  whether  the  act  intend- 
ed was  lawful  or  unlawful. 

ROBBERY.— The  forcible  and 
felonious  taking  from  the  person 
of  another  of  goods,  money  or  any 
article  of  value,  by  violence  or 
putting  in  fear. 

SUBORNATION  OF 
P  E  R  J  U  R  Y.— The  offence  of 
procuring  another  to  commit  legal 
perjury,   who,    in   consequence   of 


the  persuasion,  takes  the  oath  to 
which  he  ha§  been  incited. 

SMUGGLING.— The  fraud- 
ulent taking  into  a  country  or  out 
of  it  any  article  of  merchandise 
prohibited  by  the  law. 

vSTEALING.— See  Larceny. 

TORT. — A  private  or  civil 
wrong  or  injury,  independent  of  a 
contract.  The  commission  or  o- 
mission  of  an  act  by  one  without 
right  whereby  another  receives 
some  injury  directly  or  indirectly, 
in  person,  property  or  reputation. 

TREASON.— The  levying  of  war 
against  a  State  or  nation,  adhering 
to  its  enemies,  giving  them  aid 
and  comfort. 

TRESPASS.— Injurious  vis- 
itation or  encroachment  on  the 
property  of  another.  Where  will- 
ful or  mischievous  it  is  malicious 
trespass. 

VAGRANT.— A  wandering  per- 
son without  a  home,  who  refuses  to 
work  and  depends  on  begging 
for  food,  shelter  and  clothing. 


BROKER'S  CY  CLOPEDIA 


619 


CHAPTER  XXXIV. 

Constitution  of  the  United  States 


1 — Preamble. 

2 — Legislative  Powers. 

3 — House  of  Representatives. 

4 — Qualifications  of  Representatives. 

5 — ^Apportionment  of  Representatives. 

6 — Vacancies,  how  filled. 

7 — Officers,  how  appointed. 

8 — Senate. 

9 — Classification  of  Senators. 

10 — Qualifications  of  Senators. 

11 — President  of  the  Sentate. 

12 — Senate   a    court   for     trial    of    im 
peachments. 

13 — Judgment  in  case  of  conviction. 

14 — Elections  of  Senators  and  Repre- 
sentatives. 

15 — Meeting  of  Congress. 

16 — Organization  of  Congress. 

17 — Rule  of  proceeding. 

18 — ^Journals  of  each  House. 

19 — ^Adjournment  of  Congress. 

20 — Pay  and  privileges  of  members. 

21 — Other  offices  prohibited. 

22 — Revenue  bills. 

23 — How  bills  become  laws. 

24 — ^Approval  and  veto  powers  of  the 
President. 

25 — Powers  vested  in  Congress. 

26 — Immigrants,  how  admitted. 

27 — Habeas  corpus. 

28— Attainder. 

29 — Direct  taxes. 

30 — Regulations    regarding    customs 
duties. 

31 — Moneys,  how  drawn. 

32 — Titles  of  nobility  prohibited. 

33 — Powers  of  states  defined. 

34 — Executive  power,  in  whom  vested. 

35 — Electors. 

36 — Proceedings  of  electors. 

37 — Proceedings  of  the  House  of  Rep- 
resentatives. 

38 — ^Time  of  choosing  electors. 

39 — Qualifications  of  the  President. 

40 — Provision  in  case  of  his  disability. 

41 — Salary  of  the  President. 

42— Oath  of  the  President. 

43 — Duties  of  the  President. 


44 — May  make  treaties,  appoint"  am- 
bassadors, judges,  etc. 

45 — May  fill  vacancies. 

46 — May  make  recommendations  to 
and  convene  Congress. 

47 — How  officers  may  be  removed. 

48 — Judicial  power,  how  invested. 

49 — ^To  what  cases  it  extends. 

50 — Jurisdiction  of  the  Supreme  Court. 

51 — Rules  respecting  trials. 

52 — Treason  defined. 

53 — How  punished. 

54 — Rights  of  vStates  and  records. 

55^ — Privileges  of  citizens. 

56 — Executive  requisitions. 

57 — Laws  regulating  service  or  labor. 

58 — New  States,  how  formed  and  ad- 
mitted. 

59 — Power  of  Congress  over  pubhc 
lands. 

60 — Republican  government  guaran- 
teed. 

61 — Constitution,    how    amended. 

62 — Validity  of  debts  recognized. 

63 — Supreme  law  of  the  land  defined. 

64 — Oath,  of  whom  required  and  what. 

65 — Ratification    of    the    Constitution. 

66^Religion  and  free  speech. 

67 — Right  to  bear  arms. 

68 — Soldiers  in  time  of  peace. 

69 — Right  of  search. 

70 — Capital  crimes  and  arrest  therefor. 

71 — Right  to  speedy  trial. 

72 — Trial  by  jury. 

73 — Excessive  bail. 

74 — Enumeration  of  Rights. 

75 — Reserved  rights  of  states. 

76— Judicial  Power. 

77^Electors  in   Presidential  elections. 

78 — Vice  President. 

79 — Slavery  prohibited. 

80-^Protection  for  all  citizens. 

81 — Apportionment  of  Representatives. 

82 — RebeUion     against      the      United 

83— The  public  debt. 

84 — Right  of  suffrage. 

85 — Ratification  of  the  Constitution. 

86 — Ratification   of   the  Amendments. 


620  THE  REAL  ESTATE 


Constitution  of  the  United  States. 

1 .  Preamble. 

We,  the  people  of  the  United  States,  in  order  to  form  a  more  perfect 
Union,  establish  justice,  insure  domestic  tranquility,  provide  for  the 
general  welfare,  and  secure  the  blessings  of  liberty  to  ourselves  and  our 
posperity,  do  ordain  and  establish  this  CONvSTlTUTION  for  the 
United  vStates  of  America. 

ARTICLE    1. 

2.  Legislative  Powers. 

Section  L  All  legislative  powers  herein  granted,  shall  be  vested 
in  a  Congress  of  the  United  States,  which  shall  consist  of  a  vSenate  and 
House  of  Representatives. 

3.  House  of  Representatives. 

Section  IL  The  house  of  Representatives  shall  be  composed  of 
members  chosen  every  second  year  by  the  people  of  the  several  states, 
and  the  electors  in  each  state  shall  have  the  qualifications  requisite  for 
electors  of  the  most  numerous  branch  of  the  State  Legislature. 

4.  Qualifications  of  Representatives. 

No  person  shall  be  a  representative  who  shall  not  have  attained 
to  the  age  of  twenty-five  years,  and  been  seven  years  a  citizen  of  the 
United  States,  and  who  shall  not,  when  elected,  be  an  inhabitant  of  that 
State  in  which  he  shall  be  chosen. 

5.  Apportionment  of  Representatives. 

Representatives  and  direct  taxes  shall  be  apportioned  among  the 
several  states  which  may  be  included  within  this  Union  according  to 
their  respective  numbers,  which  shall  be  determined  by  adding  the 
whole  number  of  free  persons,  including  those  bound  to  service  for  a 
term  of  years,  and  excluding  Indians  not  taxed,  three-fifths  of  all  other 
persons.  The  actual  enumeration  shall  be  made  within,  in  three  years 
after  the  first  meeting  of  the  Congress  of  the  United  States,  and  within 
every  subsequent  term  of  ten  years,  in  such  manner  as  they  shall  by 
law  direct.  The  number  of  representatives  shall  not  exceed  one  for 
every  thirty  thousand,  but  each  state  shall  have  at  least  one  represen- 
tative; and  until  such  enumeration  shall  be  made,  the  State  of  New 
Hampshire  shall  be  entitled  to  choose  3;  Massachusetts  8;  Rhode  Island 
and  Providence  Plantations,!  ;  Connecticut,  5;  New  York,  6;  New  Jersey, 
4;  Pennsylvania,  8;  Delaware,  1;  Maryland,  6;  Virginia,  10;  North  Caro- 
lina, 5;  South  Carolina,  5;  and  Georgia  3. 

6.  Vacancies,  how  filled. 

When  vacancies  happen  in  the  representation  from  any  state,  the 
the  Executive  Authority  thereof  shall  issue  writs  of  election  to  fill  such 
vacancies. 


BRO  KER'S  CY  CLOPEDIA  621 


7.  Officers,  How  Appointed. 

The  House  of  Representatives  shall  choose  their  Speaker  and  other 
officers,  and  shall  have  the  sole  power  of  impeachment. 

8.  Senate. 

Section  III.  The  Senate  of  the  United  States  shall  be  composed 
of  two  senators  from  each  state,  chosen  by  the  legislature  thereof,  for 
six  years;  and  each  senator  shall  have  one  vote. 

9.  Classification  of  Senators. 

Immediately  after  they  shall  be  assembled  in  consequence  of  the 
first  election,  they  shall  be  divided  as  equally  as  may  be  into  three 
classes.  The  seats  of  the  senatots  of  the  first  class  shall  be  vacated  at 
the  expiration  of  the  second  year,  of  the  second  class  at  the  expiration 
of  the  fourth  year,  and  of  the  third  class-  at  the  expiration  of  the  sixth 
year,  so  that  one-third  may  be  chosen  every  second  year ;  and  if  vacancies 
happen  by  resignation,  or  otherwise,  during  the  recess  of  the  legislature 
of  any  State,  the  Executive  thereof  may  make  temporary  appointment 
until  the  next  meeting  of  the  legislature,  which  shall  then  fill  such 
vacancies. 

10.  Qualification  of  Senators. 

No  person  shall  be  a  senator  who  shall  not  have  attained  to  the 
age  of  thirty  years,  and  been  nine  years  a  citizen  of  the  United  States, 
and  who  shall  not,  when  elected,  be  an  inhabitant  of  that  state  for  which 
he  shall  be  chosen. 

1 1 .  President  of  the  Senate. 

The  Vice-President  of  the  United  States  shall  be  President  of  the 
Senate,  but  shall  have  no  vote  unless  they  be  equally  divided. 

The  Senate  shall  choose  their  other  ofhcers,  and  also  a  President 
pro  tempore,  in  the  absence  of  the  Vice-President  ,  or  when  he  shall 
exercise  the  office  of  the  President  of  the  United  States. 

12.  Senate,  a  court  for  trial  of  Impeachments. 

The  Senate  shall  have  the  sole  power  to  try  all  impeachments. 
When  sitting  for  that  purpose,  they  shall  be  on  oath  or  affirmation. 
When  the  President  of  the  United  States  is  tried,  the  Chief  Justice 
shall  preside;  and  no  person  shall  be  convicted  without  the  concurrence 
of  two  thirds  of  the  members  present. 

13.  Judgment  in  case  of  Conviction. 

Judgment  in  cases  of  impeachment  shall  not  extend  further  than  to 
removal  from  office,  and  disqualification  to  hold  and  enjoy  any  office 
of  honor,  trust,  or  profit  under  the  United  States;  but  the  party  con- 
victed shall  nevertheless  be  liable  and  subject  to  indictment,  trial,  judg- 
ment, and  punishment  according  to  law. 


622  T  HE  REAL  EST  ATE 


14.  Elections  of  Senators  and  Representatives. 

Section  IV.  The  times,  places,  and  manner  of  holding  elections 
for  Senators  and  Representatives  shall  be  prescribed  in  each  state  by  the 
Legislature  thereof;  but  the  Congress  may  at  any  time  by  law,  make  or 
alter  such  regulations,  except  as  to  places  choosing  Senators. 

15.  Meeting  of  Congress. 

The  Congress  shall  assemble  at  least  once  in  every  year,  and  such 
meeting  shall  be  on  the  first  Monday  in  December,  unless  they  shall  by 
law  appoint  a  different  day. 

16.  Organization  of  Congress. 

Section  V-  Each  house  shall  be  the  judge  of  the  elections,  returns, 
and  qualifications  of  its  own  members,  and  a  majority  of  each  shall 
constitute  a  quorum  to  do  business;  but  a  smaller  number  may  adjourn 
from  day  to  day,  and  may  be  authorized  to  compel  the  attendance  of 
absent  members  in  such  manner  and  under  such  penalties  as  each  House 
may  provide. 

17.  Rule  of  Proceedings. 

Each  House  may  determine  the  rules  of  its  proceedings,  punish  its 
members  for  disorderly  behavior,  and  with  the  concurrence  of  two- 
thirds  expel  a  member. 

18.  Journals  of  each  House. 

Each  house  shall  keep  a  journal  of  its  proceedings,  and  ffom  time 
to  time  publish  the  same,  excepting  such  parts  as  may  in  their  judg- 
ment requires  secrecy;  and  the  yeas  and  nays  of  the  members  of  either 
House  on  any  question  shall,  at  the  desire  of  one- fifth  of  those  present, 
be  entered  on  the  journal. 

19.  Adjournment  of  Congress. 

Neither  House,  during  the  session  of  Congress,  shall,  without  the 
consent  of  the  other,  adjourn  for  more  than  three  days,  nor  to  any  other 
place  than  that  in  which  the  two  Houses  shall  be  sitting. 

20.  Pay  and  Privileges  of  Members. 

Section  VI.  The  Senators  and  Representatives  shall  receive  a 
compensation  for  their  services,  to  be  ascertained  by  law,  and  paid  out 
of  the  Treasury  of  the  United  States.  They  shall  in  all  cases,  except 
treason,  felony,  and  breach  of  the  peace,  be  privileged  from  arrest  during 
their  attendance  at  the  session  of  their  respective  Houses,  and  in  going 
to  and  returning  from  the  same ;  and  for  any  speech  or  debate  in  either 
House  they  shall  not  be  questioned  in  any  other  place. 

21.  Other  offices  prohibited. 

No  Senator  or  Representative  shall,  during  the  time  for  which  he 
was  elected,  be  appointed  to  any  civil  office  under  the  authority  of  the 
United  States  which  shall  have  been  created,  or  the  emoluments  whereof 


B R O  KER'S  C  Y  CLOFEDIA  623 

shall  have  been  increased  during  such  time;  and  no  person  holding  any 
office  under  the  United  States  shall  be  a  member  of  either  House  during 
his  continuance  in  office. 

22.  Revenue  Bills. 

Section  VII.  All  bills  for  raising  revenue  shall  originate  in  the 
House  of  Representatives,  but  the  Senate  may  propose  or  concur  with 
amendments,  as  on  other  bills, 

23.  How  Bills  becomes  Laws. 

Every  bill  which  shall  have  passed  the  House  of  Representatives' 
and  the  Senate  shall,  before  it  becomes  a  law,  be  presented  to  the  Presi- 
dent of  the  United  States;  if  he  approve,  he  shall  sign  it,  but  if  not,  he 
shall  return  it,  with  his  objections,  to  that  House  in  which  it  shall  have 
originated,  who  shall  enter  the  objections  at  large  on  their  journal,  and 
proceed  to  reconsider  it.  If  after  such  reconsideration,  two-thirds  of 
that  House  shall  agree  to  pass  the  bill,  it  shall  be  sent,  together  with  the 
objections,  to  the  other  House,  by  which  it  shall  likewise  be  reconsidered; 
and  if  approved  by  two-thirds  of  that  House  it  shall  become  a  law.  But 
in  all  such  cases  the  votes  of  both  Houses  shall  be  decermined  by  yeas 
and  nays,  and  the  names  of  the  persons  voting  for  and  against  the  bill 
shall  be  entered  on  the  j  ournal  of  each  House  respectively.  If  any  bill  shall 
not  be  returned  by  the  President  within  ten  days  (Sundays  excepted) 
after  it  shall  have  been  presented  to  him,  the  same  shall  be  a  law  in  like 
manner  as  if  he  had  signed  it,  unless  the  Congress  by  their  adjournment 
prevent  its  return;  in  which  case  it  shall  not  be  a  law. 

24.  Approval  and  veto  powers  of  the  President. 

Every  order,  resolution,  or  vote  to  which  the  concurrence  of  the 
Senate  and  House  of  Representatives  may  be  necessary  (except  on  a 
question  of  adjournment)  shall  be  presented  to  the  President  of  the 
United  States;  and  before  the  same  shall  take  effect,  shall  be  approved 
by  him,  or  being  disapproved  by  him,  shall  be  repassed  by  two-thirds 
of  the  Senate  and  the  House  of  Representatives,  according  to  the  rules 
and  limitations  prescribed  in  the  case  of  a  bill. 

25.  Powers  vested  in  Congress. 

Section  VIII.  The  Congress  shall  have  power:  To  lay  and  collect 
taxes,  duties,  imposts,  and  excises,  to  pay  the  debts  and  provide  for  the 
common  defense  and  general  welfare  of  the  United  States;  but  all  duties, 
imposts,  and  excises  shall  be  uniform  throughout  the  United  States. 

To  borrow  money  on  the  credit  of  the  United  States. 

To  regulate  commerce  with  foreign  nations,  and  among  the  several 
States,  and  with  the  Indian  tribes. 

To  establish  a  uniform  rule  of  naturalization,  and  uniform  laws  on 
the  subject  of  bankruptcies  throughout  the  United  States. 

To  coin  money,  regulate  the  value  thereof,  and  of  foreign  coin,  and 
to  fix  the  standard  of  weights  and  measures. 


624 THE  REAL  EST  A  TE 

To  provide  for  punishment  of  counterfeiting  the  securities  and 
current  coin  of  the  United  States. 

To  establish  post-offices  and  post  roads. 

To  promote  the  progress  of  science  and  useful  arts  by  securing  for 
limited  times  to  authors  and  inventors,  the  exclusive  rights  to  their 
respective  writings  and  discoveries. 

To  constitute  tribunals  inferior  to  the  Supreme  Court. 

To  define  and  punish  piracies  and  felonies  committed  on  the  high 
seas,  and  offences  against  the  law  of  nations. 

To  declare  war,  grant  letters  of  marque  and  reprisal,  and  make 
rules  concerning  captures  on  land  and  water. 

To  raise  and  support  armies,  but  no  appropriation  of  money  to  that 
use  shall  be  for  a  longer  term  than  two  years. 

To  provide  and  maintain  a  navy. 

To  make  rules  for  the  government  and  regulation  of  the  land  and 
naval  forces. 

To  provide  for  calling  forth  the  militia  to  execute  the  laws  of  the 
Union,  suppress  insurrections,  and  repel  invasions. 

To  provide  for  organizing,  arming,  and  disciplining  the  militia, 
and  for  governing  such  part  of  them  as  may  be  employed  in  the  service  of 
the  United  States,  reserving  to  the  United  States  respectively  the  ap- 
pointment of  the  officers,  and  the  authority  of  training  the  militia  ac- 
cording to  discipline  prescribed  by  Congress. 

To  exercise  exclusive  legislation  in  all  cases  whatsoever  over  such 
district  (not  exceeding  ten  miles  square)  as  may,  by  cession  of  particular 
vStates,  and  the  acceptance  of  Congress,  become  the  seat  of  government 
of  the  United  States,  and  to  exercise  like  authority  over  all  places  pur- 
chased by  the  consent  of  the  Legislature  of  the  State  in  which  the  same 
shall  be,  for  the  erection  of  Forts,  magazines,  arsenals,  dry  docks,  and 
other  needful  buildings. 

To  make  all  laws  which  shall  be  necessary  and  proper  for  carrying 
into  execution  the  foregoing  powers,  and  all  other  powers  vested  by  this 
Constitution  in  the  Government  of  the  United  States,  or  in  any  depart- 
ment or  officer  thereof. 

26.  Immigrants,  how  admitted. 

Section  IX.  The  migration  or  importation  of  such  persons  as 
any  of  the  States  now  existing  shall  think  proper  to  admit,  shall  not  be 
prohibited  by  the  Congress  prior  to  the  year  one  thousand  eight  hundred 
and  eight,  but  a  tax  or  duty  may  be  imposed  on  such  importation,  not 
exceeding  ten  dollars  for  each  person. 

27.  Habeas  Corpus. 

The  privilege  of  the  writ  of  ha))cas  corpus  shall  not  be  suspended, 
unless  in  cases  of  rebellion  or  invasion,  the  public  safety  may  require  it. 

28.  Attainder. 

No  bill  of  attainder  or  expost  facto  law  shall  be  passed. 


BROKER'S  CYCLOPEDIA 625 

29.  Direct  Taxes. 

No  capitation  or  other  direct  tax  shall  be  laid,  unless  in  proportion 
to  the  census  or  enumeration  hereinbefore  directed  to  be  taken. 

30.  Regulations  regarding  Customs  Duties. 

No  tax  or  duty  shall  be  laid  on  articles  exported  from  any  state. 

No  preference  shall  be  given  by  any  regulation  of  commerce  or  rev- 
enue, to  the  ports  of  one  state  over  those  of  another,  nor  shall  vessels 
bound  to  or  from  one  state  be  obliged  to  enter,  clear,  or  pay  duties  in 
another. 

31.  Moneys,  How  Drawn. 

No  money  shall  be  drawn  from  the  Treasury  but  in  consequence 
of  appropriations  made  by  law;  and  a  regular  statement  and  account 
of  the  receipts  and  expenditures  of  all  public  money  shall  be  published 
from  time  to   time. 

32.  Titles    of    nobility    prohibited. 

No  title  of  nobility  shall  be  granted  by  the  United  States.  And 
no  person  holding  any  office  of  profit  or  trust  under  them  shall,  with- 
out the  consent  of  the  Congress,  accept  of  any  present,  emolument, 
office,  or  title  of  any  kind  whatever  from  any  king,  prince,  or  foreign 
State. 

33.  Powers   of   states   defined. 

SECTION  X.  No  State  shall  enter  into  any  treaty,  alliance,  or 
confederation,  grant  letters  of  marque  and  reprisal,  coin  money,  emit 
bills  of  credit,  make  anything  but  gold  and  silver  coin  a  tender  in  pay- 
ment of  debts,  pass  any  bill  of  attainder,  expost  facto  law,  or  law  im- 
pairing the  obligation  of  contracts,  or  grant  any  title  of  nobility. 

No  State  shall,  without  the  consent  of  the  Congress,  lay  any  im- 
post or  duties  on  imports  or  exports,  except  what  may  be  absolutely 
necessary  for  executing  its  inspection  laws,  and  the  net  produce  of  all 
duties  and  imposts,  laid  by  any  State  on  imports  or  exports,  shall  be 
for  the  use  of  the  Treasury  of  the  United  States;  and  all  such  laws 
shall  be  subject  to  the  revision  and  control  of  the  Congress. 

No  State  shall,  without  the  consent  of  Congress,  lay  any  duty  of 
tonnage,  keep  troops  or  ships  of  war  in  time  of  peace,  enter  into  any 
agreement  or  compact  with  another  State,  or  with  a  foreign  power,  or 
engage  in  war,  unless  actually  invaded,  or  in  such  imminent  danger 
as   will   not   admit   of  delay. 

ARTICLE  II. 

34.  Executive  power,  in  whom  vested. 

Section  I.  -  The  Executive  power  shall  be  vested  in  a  President 
of  the  United  States  of  America.  He  shall  hold  his  office  during  the 
term  of  four  years,  and,  together  with  the  Vice-President,  chosen  for 
the  same  term,  be  elected  as  follows: 


626 THE  REAL  EST  A  TE 

35.  Electors. 

Each  State  shall  appoint,  in  such  manner  as  the  Legislature  there- 
of may  direct,  a  number  of  electors,  equal  to  the  whole  number  of  Sen- 
ators and  Representatives  to  which  the  State  may  be  entitled  in  the 
Congress;  but  no  Senator  or  Representative  or  person  holding  an  office 
of  trust  or  profit  under  the  United  States  shall  be  appointed  an  elector. 

36.  Proceedings  of  electors. 

(The  electors  shall  meet  in  their  respective  States  and  vote  by 
ballot  for  two  persons,  of  whom  one  at  least  shall  not  be  an  inhabitant 
of  the  same  State  with  themselves.  And  they  shall  make  a  list  of  all 
the  persons  voted  for,  and  of  the  number  of  votes  for  each,  which  list 
they  shall  sign  and  certify  and  transmit,  sealed,  to  the  seat  of  the  Gov- 
erment  directed  to  the  President  of  the  Senate.  The  President  of  the 
Senate  shall,  in  the  presence  of  the  Senate  and  House  of  Representa- 
tives, open  all  the  certificates,  and  the  votes  shall  then  be  counted. 

37.  Proceedings  of  the  House  of  Representatives. 

The  person  having  the  greatest  number  of  votes  shall  be  the  Presi- 
dent, if  such  number  be  a  majority  of  the  whole  number  of  electors 
appointed,  and  if  there  be  more  than  one  who  have  such  majority, 
and  have  an  equal  number  of  votes,  then  the  House  of  Representatives 
shall  immediately  choose  by  ballot  one  of  them  for  President ;  and  if 
no  person  have  a  majority,  then  from  the  five  highest  on  the  list  the 
said  House  shall  in  like  manner  choose  the  President.  But  in  choos- 
ing the  President,  the  vote  shall  be  taken  by  States,  the  representa- 
tion from  each  State  having  one  vote.  A  quorum,  for  this  purpose, 
shall  consist  of  a  member  or  members  from  two-thirds  of  the  States, 
and  a  majority  of  all  the  States  shall  be  necessary  to  a  choice.  In  ev- 
ery case,  after  the  choice  of  the  President,  the  person  having  the  great- 
est number  of  votes  of  the  electors  shall  be  the  Vice-President.  But 
if  there  should  remain  two  or  more  who  have  equal  votes,  the  Senate 
shall  choose  from  them  by  ballot  the  Vice-President.) 

38.  Time  of  choosing  electors. 

The  Congress  may  determine  the  time  of  choosing  the  electors 
and  the  day  on  which  they  shall  give  their  votes,  which  day  shall  be 
the  same  through-out  the  United  States. 

Z9.    Qualifications  of  the  President. 

No  person  except  a  natural  born  citizen,  or  a  citizen  of  the  United 
States  at  the  time  of  the  adoption  of  this  constitution,  shall  be  eligi- 
ble to  the  office  of  President;  neither  shall  any  person  be  eligible  to  that 
office  who  shall  not  have  attained  to  the  age  of  thirty-five  years  and 
been  fourteen  years  a  resident  within  the  United  States. 

40.     Provision  in  case  of  his  disability. 

In  case  of  the  removal  of  the  President  from  office,  or  of  his  death, 
resignation,  or  inability  to  discharge  the  powers  and  duties  of  the  said 


BROKER'S  CY  CLOFEDIA 627 

office,  the  same  shall  devolve  on  the  Vice-President,  and  the  Congress 
may  by  law  provide  for  the  case  of  removal,  death,  resignation,  or  in- 
ability, both  of  the  President  and  Vice-President,  declaring  what  officer 
shall  then  act  as  President,  and  such  officer  shall  act  accordingly  until 
the  disability  be  removed  or  a  President  shall  be  elected. 

41.  Salary  of  the  President. 

The  President  shall,  at  stated  times,  receive  for  his  services  a  com- 
pensation which  shall  neither  be  increased  nor  diminished  during  the 
period  for  which  he  shall  have  been  elected,  and  he  shall  not  receive 
within  that  period  any  other  emolument  from  the  United  States,  or 
any    of    them. 

42.  Oath  of  the  President. 

Before  he  enter  on  the  execution  of  his  office  he  shall  take  the  fol- 
lowing oath  or   affirmation: 

"I  do  solemnly  swear  (or  affirm)  that  I  will  faithfully  execute  the 
office  of  President  of  the  United  States,  and  will,  to  the  best  of  my  abil- 
ity, preserve,  protect,  and  defend  the  Constitution  of  the  United  States 
»> 

43.  Duties  of  the   President. 

Section  II.  The  President  shall  be  Commander-in-chief  of  the 
Army  and  Navy  of  the  United  States,  and  of  the  militia  of  the  several 
States  when  called  into  the  actual  service  of  the  United  States;  he  may 
require  the  opinion,  in  writing,  of  the  principal  officer  in  each  of  the 
executive  departments  upon  any  subject  relating  to  the  duties  of  their 
respective  offices,  and  he  shall  have  power  to  grant  reprieves  and  par- 
dons for  offences  against  the  United  vStates  except  in  cases  of  impeach- 
ment. 

44.  May  make  treaties,  appoint  ambassadors,  judges,  etc. 

He  shall  have  power,  by  and  with  the  advice  and  consent  of  the 
Senate,  to  make  treaties,  provided  two-thirds  of  the  Senators  present 
concur;  and  he  shall  nominate,  and  by  and  with  the  advice  and  con- 
sent of  the  Senate  shall  appoint  ambassadors,  other  public  ministers 
and  consuls,  judges  of  the  Supreme  Court,  and  all  other  officers  of  the 
United  States  whose  appointments  are  not  herein  otherwise  provided 
for,  and  which  shall  be  established  by  law;  but  the  Congress  may  by 
law  vest  the  appointment  of  such  inferior  officers  as  they  think  proper 
in  the  President  alone,  in  the  Courts  of  law,  or  in  the  heads  of  depart- 
ments. 

45.  May  fill   vacancies. 

The  President  shall  have  power  to  fill  up  all  vacancies  that  may 
happen  during  the  recess  of  the  Senate  by  granting  commissions,  which 
shall  expire  at  the  end  of  their  next  session. 


028 THE  REAL  EST  A  TE 

46.  May  make  recommendations  to  and  convene  Congress. 

Section  III.  He  shall  from  time  to  time  give  to  the  Congress  in- 
formation of  the  State  of  the  Union,  and  recommend  to  their  consid- 
eration such  measures  as  he  shall  judge  necessary  and  expedient;  he 
may,  on  extraordinary  occasions,  convene  both  Houses,  or  either  of 
them,  and  in  case  of ,  disagreements  between  them  with  respect  to  the 
time  of  adjournment,  he  may  adjourn  them  to  such  time  as  he  shall 
think  proper;  he  shall  receive  ambassadors  and  other  public  ministers; 
he  shall  take  care  that  the  laws  be  faithfully  executed,  and  shall  commis- 
sion all  the  officers  of  the  United  States. 

47.  How  officers  may  be  removed. 

Section  IV.  The  President,  Vice-President,  and  all  civil  officers  of 
the  United  States  shall  be  removed  from  office  on  impeachment  for  and 
conviction  of  treason,  bribery,  or  other  high  crimes  and  misdemeanors. 

ARTICLE  III 

48.  Judicial   power,   how   invested. 

Section  I.  The  judicial  power  of  the  United  States  shall  be  vest- 
ed in  one  Supreme-  Court,  and  in  such  inferior  courts  as  the  Congress 
may  from  time  to  time  ordain  and  establish:  The  judges,  both  of  the 
Supreme  and  inferior  courts,  shall  hold  their  offices  during  good  behav- 
ior, and  shall  at  stated  times  receive  for  their  services  a  compensation 
which  shall  not  be  diminished  during  their  continuance  in  office. 

49.  To  what  cases  it  extends. 

Section  II.  The  judicial  power  shall  extend  to  all  cases  in  law 
and  equity  arising  under  this  Constitution,  the  laws  of  the  United 
States,  and  treaties  made,  or  which  shall  be  made,  under  their  author- 
ity; to  all  cases  affecting  ambassadors,  other  public  ministers,  and  con- 
suls; to  all  cases  of  admiralty  and  maritime  jurisdiction;  to  contro- 
versies to  which  the  United  States  shall  a  be  party;  to  controversies 
between  two  or  more  States,  between  a  State  and  citizens  of  another 
State,  between  citizens  of  different  States,  between  citizens  of  the  same 
State  claiming  lands  under  grants  of  different  States,  and  between  the 
State,  or  the  citizens  thereof,  and  foreign  States,  citizens,  or  subjects. 

50.  Jurisdiction  of  the  Supreme  Court. 

In  all  cases  affecting  ambassadors,  other  public  ministers,  and'  con- 
suls, and  those  in  which  a  state  shall  be  party,  the  Supreme  Court  shall 
have  original  jurisdiction.  In  all  other  cases  before  mentioned  the 
Supreme  Court  shall  have  appellate  jurisdiction  both  as  to  law  and 
fact,  with  such  exceptions  and  under  such  regulations  as  the  Congress 
shall  make. 

51.  Rules  Respecting  Trials. 

The  trial  of  all  crimes,  except  in  cases  of  impeachment,  shall  be  by 
jury,  and  such  trial  shall  be  held  in  the  state  where  the  said  crime  shall 


BROKER'S  CY  CLOPEDIA  629 

have  been  committed;  but  when  not  committed  within  any  state  the 
trial  shall  be  at  such  places  as  the  Congress  may  by  law  have  directed. 

52.  Treason  Defined. 

Section  III.  Treason  against  the  United  States  shall  consist 
only  in  levying  war  against  them,  or  in  adhering  to  their  enemies,  giving 
them  aid  and  comfort.  No  person  shall  be  convicted  of  treason  unless 
on  the  testimony  of  two  witnesses  to  the  same  overt  act,  or  on  confession 
in  open  court. 

53.  How  Punished. 

The  Congress  shall  have  power  to  declare  the  punishment  of  treason, 
but  no  attainder  of  treason  shall  work  corruption  of  blood  or  forfeiture 
except  during  the  life  of  the  person  attained. 

ARTICLE  IV. 

54.  Rights  of  States  and  Records. 

Section  L  Full  faith  and  credit  shall  be  given  in  each  State  to 
the  public  acts,  records,  and  judicial  proceedings  of  every  other  state,  and 
the  Congress  may  by  general  laws  prescribe  the  manner  in  which  such 
acts,  records,  and  proceedings  shall  be  proved,  and  the  effect  thereof. 

55.  Privileges  of  Citizens. 

Section  II.  The  citizens  of  each  state  shall  be  entitled  to  all 
privileges  and  immunities  of  citizens  in  the  several  states. 

56.  Executive  requisitions. 

A  person  charged  in  any  state  with  treason,  felony,  or  other  crime, 
who  shall  flee  from  justice,  and  be  found  in  another  state,  shall,  on  de- 
mand of  the  Executive  authority  of  the  State  from  which  he  fled,  be 
delivered  up,  to  be  removed  to  the  state  having  jurisdiction  of  the 
crime. 

57.  Laws  regulating  service  or  labor. 

No  person  held  to  service  or  labor  in  one  State,  under  the  laws 
thereof,  escaping  into  another  ,  shall  in  consequence  of  any  law  or  reg- 
ulation therein,  be  discharged  from  such  service  or  labor,  but  shall  be 
delivered  up  on  claim  of  the  party  to  whom  such  service  or  labor  may 
be  due. 

58.  New  States,  how  formed  and  admitted. 

Section  III.  New  states  may  be  admitted  by  the  Congress  into 
this  Union;  but  no  new  state  shall  be  formed  or  erected  within  the 
jurisdiction  of  any  other  state,  nor  any  state  be  formed  by  the  junction 
of  two  or  more  states,  or  parts  of  states,  without  the  consent  of  the 
Legislatures  of  the  states  concerned,  as  well  as  of  the  Congress. 

59.  Power  of  Congress  over  Public  Lands. 

The  Congress  shall  have  power  to  dispose  of  and  make  all  needful 
rules  and  regulations  respecting  the  territory  or  other  property  belong- 


630  THE  REAL  EST  ATE 


ing  to  the  United  States;  and  nothing  in  this  Constitution  shall  be  so  con- 
strued as  to  prejudice  any  claims  of  the  United  States,  or  of  any  par- 
ticular state. 

60.  Republican  Government  Guaranteed. 

Section  IV.  The  United  States  shall  guarantee  to  every  state  in 
this  union  a  republican  form  of  government,  and  shall  protect  each  of 
them  against  invasion,  and,  on  application  of  the  Legislature,  or  of  the 
Executive  (when  the  Legislature  cannot  be  convened,)  against  domestic 
violence. 

ARTICLE  V. 

61.  Constitution  how  Amended. 

The  Congress,  whenever  two-thirds  of  both  Houses  shall  deem  it 
necessary,  shall  propose  amendments  to  this  Constitution,  or,  on  the 
application  of  the  Legislatures  of  two-thirds  of  the  several  States,  shall 
call  a  convention  for  proposing  amendments,  which,  in  either  case, 
shall  be  valid  to  all  intents  and  purposes,  as  part  of  this  Constitution, 
when  ratified  by  the  Legislatures  of  three-fourths  of  the  several  states, 
or  by  conventions  in  three-fourths  thereof,  as  the  one  or  the  other  mode 
of  ratification  may  be  proposed  by  the  Congress;  provided  that  no 
amendment  v/hich  may  be  made  prior  to  the  year  one  thousand  eight 
hundred  and  eight,  shall  in  any  manner  affect  the  first  and  fourth  clauses 
in  the  Ninth  vSection  of  the  First  Article;  and  no  state,  without  its  con- 
sent, shall  be  deprived  of  its  equal  suffrage  in  the  Senate. 

ARTICLE  VL 

62.  Validity  of  Debts  Recognized. 

All  debts  contracted  and  engagements  entered  into  before  the  adop- 
tion of  this  Constitution  shall  be  as  valid  against  the  United  vStates 
under  this  Constitution,  as  under  the  Confederation. 

63.  Supreme  law  of  the  Land  Defined. 

This  Constitution  and  the  laws  of  the  United  States,  which  shall  be 
made  in  pursuance  thereof  and  all  treaties  made,  or  which  shall  be  made, 
under  the  authority  of  the  United  States,  shall  be  the  supreme  law  of 
the  land,  and  the  judges  in  every  state  shall  be  bound  thereby,  any- 
thing in  the  Constitution  or  laws  of  any  State  to  the  contrary  notwith- 
standing. 

64.  Oath;  of  whom  Required  and  for  What. 

The  senators  and  representatives  before  mentioned,  and  the  mem- 
bers of  the  several  state  legislatures,  and  all  executive  and  judicial 
officers,  both  of  the  United  States  and  of  the  several  states,  shall  be 
bound  by  oath,  or  affirmation  to  support  this  Constitution;  but  no 
religious  test  shall  ever  be  required  as  a  qualification  to  any  office  or 
public  trust  under  the  United  States. 


BROKER'S  CYCLOPEDIA 631 

ARTICLE  VII. 

65.  Ratification  of  the  Constitution. 

The  ratification  of  the  Conventions  of  nine  States  shall  be  suffi- 
cient for  the  establishment  of  this  Constitution  between  the  states  so 
ratifying  the  same. 

AMENDMENTS  TO  THE  CONSTITUTION. 

ARTICLE  I. 

66.  Religion  and  Free  Speech. 

Congress  shall  make  nn  law  respecting  an  establishment  of  religion, 
or  prohibiting  the  free  exercise  thereof ;  or  abridging  the  freedom  of  speech 
or  of  the  press;  or  the  right  of  the  people  peaceably  to  assemble,  and 
to  petition  the  government  for  a  redress  of  grievances. 

ARTICLE  II. 

67.  Right  to  Bear  Arms. 

A  well  regulated  militia  being  necessary  to  the  security  of  a  free 
State,  the  right  of  the  people  to  keep  and  bear  arms  shall  not  be  infringed. 

ARTICLE  III. 

68.  Soldiers  in  Time  of  Peace. 

No  soldier  shall,  in  time  of  peace,  be  quartered  in  any  house  without 
the  consent  of  the  owner,  nor  in  the  time  of  war,  but  in  a  manner  to  be 
prescribed  by  law. 

ARTICLE  IV. 

69.  Right  of  Search. 

The  right  of  the  people  to  be  secure  in  their  persons,  houses,  papers, 
and  effects,  against  unreasonable  searches  and  seizures,  shall  not  be 
violated,  and  no  warrants  shall  issue  but  upon  probable  cause,  supported 
by  oath  or  affirmation,  and  particularly  describing  the  place  to  be 
searched,  and  the  persons  or  things  to  be  seized. 

ARTICLE  V.    . 

70.  Capital  Crimes  and  Arrest  Therefor. 

No  person  shall  be  held  to  answer  for  a  capital  or  other  infamous 
crime,  unless  on  a  presentment  or  indictment  of  a  grand  jury,  except 
in  cases  arising  in  the  land  or  naval  forces,  or  in  the  militia,  when  in 
actual  service,  in  time  of  war  or  public  danger;  now  shall  any  person  be 
subject  for  the  same  offence  to  be  twice  put  in  jeopardy  of  life  or  limb; 
nor  shall  be  compelled  in  any  criminal  case,  to  be  a  witness  against 
himself,  nor  be  deprived  of  life,  liberty,  or  property,  without  due  process 
of  law;  nor  shall  private  property  be  taken  for  public  use  without  just 
compensation. 

ARTICLE  VI. 

71.  Right  to  Speedy  Trial. 

In  all  criminal  prosecutions,  the  accused  shall  enjoy  the  right  to  a 
speedy  and  public  trial,  by  an  impartial  jury  of  the  State  and  district 


632 THE  REAL  ESTATE 

wherein  the  crime  shall  have  been  committed,  which  district  shall  have 
been  previously  ascertained  by  law,  and  to  be  informed  of  the  nature 
and  cause  of  the  accusation;  to  be  confronted  with  the  witnesses  against 
him;  to  have  compulsory  process  for  obtaining  witnesses  in  his  favor, 
and  to  have  the  assistance  of  counsel  for  his  defense. 

ARTICLE  VII. 

72.  Trial  by  Jury. 

In  suits  at  common  law,  where  the  value  in  controversy  shall  exceed 
twenty  dollars,  the  right  of  trial  by  jury  shall  be  preserved,  and  no  fact 
tried  by  a  jury  shall  be  otherwise  re-examined  in  any  court  of  the  United 
States  than  according  to  the  rules  of  the  common  law. 

ARTICLE  VIII. 

73.  Excessive  Bail. 

Excessive  bail  shall  not  be  required,  nor  excessive  fines  imposed, 
nor  cruel  and  unusual  punishment  inflicted. 

ARTICLE  IX. 

74.  Enumeration  of  Rights. 

The  enumeration  in  the  Constitution  of  certain  rights  shall  not  be 
construed  to  deny  or  disparage  others  retained  by  the  people. 

ARTICLE  X. 

75.  Reserved  Rights  of  States. 

The  powers  not  delegated  to  the  United  States  by  the  Constitution, 
nor  prohibited  by  it  to  the  States,  are  reserved  to  the  states  respectively, 
or  to  the  people. 

ARTICLE  XI. 

76.  Judicial  Power. 

The  judicial  power  of  the  United  States  shall  not  be  construed  to 
extend  to  any  suit  in  law  or  eqaity,  Commenced  or  prosecuted  against 
one  of  the  United  States,  by  citizens  of  another  State,  or  by  citizens  or 
subjects  of  any  foreign  state. 

ARTICLE  XII. 

77.  Electors  in  Presidential  Elections. 

The  electors  shall  meet  in  their  respective  states,  and  vote  by  ballot 
for  President  and  Vice-President,  one  of  whom  at  least  shall  not  be  an 
inhabitant  of  the  same  state  with  themselves;  they  shall  name  in  their 
ballots  the  person  voted  for  as  President,  and  in  distinct  ballots  the  person 
voted  for  as  Vice-President;  and  they  shall  make  distinct  lists  of  all 
persons  voted  for  as  President,  and  of  all  persons  voted  for  as  Vice- 
President,  and  of  the  number  of  votes  for  each,  which  list  they  shall 
sign  and  certify,  and  transmit,  sealed,  to  the  seat  of  the  government  of 
the  United  States,  directed  to  the  President  of  the  Senate;  the  President 
of  the  Senate  shall,  in  the  presence  of  the  Senate  and  House  of  Repre- 
sentatives, open  all  the  certificates,  and  the  votes  shall  then  be  counted; 


B R PEER'S  CYCLOPEDIA  633 

the  person  having  the  greatest  number  of  votes  for  President  shall  be 
the  President,  if  such  number  be  a  majority  of  the  whole  unmber  of 
electors  appointed;  and  if  no  person  have  such  majority,  then  from  the 
persons  having  the  highest  numbers,  not  exceeding  three,  on  the  list  of 
those  voted  for  as  President,  the  House  of  Representatives  shall  choose 
immediately,  by  ballot,  the  President.  But  in  choosing  the  President, 
the  votes  shall  be  taken  by  states,  the  representation  from  each  State 
having  one  vote;  a  quorum  for  this  purpose  shall  consist  of  a  member 
or  members  from  two-thirds  of  the  States,  and  a  majority  of  all  the 
states  shall  be  necessary  to  a  choice.  And  if  the  House  of  Represen- 
tatives shall  not  choose  a  President,  whenever  the  right  of  choice  shall 
devolve  upon  them,  before  the  fourth  day  of  March  next  following, 
then  the  Vice  President  shall  act  as  President,  as  in  the  case  of  the 
death  or  other  constitutional  disability  of  the  President. 

78.  Vice-President. 

The  person  having  the  greatest  number  of  votes  as  Vice-President, 
shall  be  the  Vice-President,  if  such  number  be  a  majority  of  the  whole 
number  of  electors  appointed,  and  if  no  person  have  a  majority,  then 
from  the  two  highest  numbers  on  the  list  the  Senate  shall  choose  the 
Vice-President;  a  quorum  for  the  purpose  shall  consist  of  two-thirds  of 
the  whole  number  of  Senators,  and  a  majority  of  the  whole  numVer 
shall  be  necessary  to  a  choice.  But  no  person  constitutionally  ineligible 
to  the  office  of  President  shall  be  eligible  to  that  of  Vice-President  of 
the  United  States. 

ARTICLE  XIII. 

79.  Slavery  Prohibited. 

Neither  slavery  nor  involuntary  servitude,  except  as  a  punishment 
for  crime  whereof,  the  party  shall  have  been  duly  convicted,  shall  exist 
within  the  United  States,  or  any  place  subject  to  their  jurisdiction. 

Congress  shall  have  power  to  enforce  this  article  by  appropriate 
legislation. 

ARTICLE  XIV. 

80.  Protection  for  all  Citizens. 

All  persons  born  or  naturalized  in  the  United  States,  and  subject 
to  the  jurisdiction  thereof,  are  citizens  of  the  United  States  and  of  the 
State  wherein  they  reside.  No  state  shall  make  or  enforce  any  law 
which  shall  abridge  the  privileges  or  immunities  of  citizens  of  the  United 
States;  nor  shall  any  state  deprive  any  person  of  life,  liberty,  or  property, 
without  due  process  of  law,  nor  to  deny  to  any  person  within  its  juris- 
diction the  equal  protection  of  the  laws. 

81.  Apportionment  of  Representatives. 

Representatives  shall  be  apportioned  among  the  several  states 
according  to  their  respective  numbers,  counting  the  whole  number  of 
persons  in  each  State,  excluding  Indians  not  taxed.     But  when  the  right 


634 THE  REAL  ESTATE 

to  vote  at  any  election  for  the  choice  of  electors  for  President  and  Vice- 
President  of  the  United  States,  Representatives  in  Congress,  the  exec- 
utive and  judicial  officers  of  a  state,  or  the  members  of  the  Legislature 
thereof,  is  denied  to  any  of  the  male  members  of  such  state,  being  of 
twenty-one  years  of  age,  and  citizens  of  the  United  States,  or  in  any 
way  abridged,  except  for  participation  in  rebellion  or  other  crime,  the 
basis  of  representation  therein  shall  be  reduced  in  the  proportion  which 
the  number  of  such  male  citizens  shall  bear  to  the  whole  number  of 
male  citizens  twenty-one   years  of  age  in  such  States. 

82.  Rebellion  against  the  United  States. 

No  person  shall  be  a  Senator  or  Representative  in  Congress,  or 
elector  of  President  and  Vice-President,  or  holding  any  office,  civil  or 
military,  under  the  United  States,  or  under  any  state,  who,  having  pre- 
viously taken  an  oath,  as  a  member  of  Congress,  or  as  an  officer  of  the 
United  States,  or  as  a  member  of  any  state  legislature,  or  as  an  executive 
or  judicial  officer  of  any  state,  to  support  the  Constitution  of  the  United 
States,  shall  have  engaged  in  insurrection  or  rebellion  against  the  same, 
or  given  aid  and  comfort  to  the  enemies  thereof.  But  Congress  may, 
by  a  vote  of  two-thirds  of  each  House,  remove  such  disability. 

83.  The  Public  Debt. 

The  validity  of  the  public  debt  of  the  United  vStates,  authorized  by 
law,  including  debts  incurred  for  payment  of  pensions  and  bounties  for 
services  in  suppressing  insurrection  and  rebellion,  shall  not  be  questioned. 
But  neither  the  United  vStates  nor  any  State  shall  assume  or  pay  any 
debt  or  obligation  incurred  in  aid  of  insurrection,  or  rebellion  against 
the  United  States,  or  any  claim  for  the  loss  or  emancipation  of  any 
slave;  but  all  such  debts,  obligations,  and  claims  shall  be  held  illegal 
and  void. 

The  Congress  shall  have  power  to  enforce  by  appropriate  legislation, 
the  provisions  of  this  article. 

ARTICLE  XV. 

84.  Right  of  Suffrage. 

The  right  of  the  citizens  of  the  United  States  to  vote  shall  not  be 
denied  or  abridged  by  the  United  States,  or  by  any  state  on  account  of 
race,  color,  or  previous  conditions  of  servitude. 

The  Congress  shall  have  power  to  enforce  the  provisions  of  this 
article  by  appropriate  legislation. 

85.  Ratification  of  the  Constitution. 

The  Constitution  was  ratified  by  the  thirteen  original  States  in  the 
following  order: 

Delaware,  December  7,  1787,  unanimously. 
Pennsylvania,  December  12,  1787,  vote  46  to  23. 
New  Jersey,  December  IS,  1787,  unanimously. 


BRO  KER' S  C  Y  CLOPEDIA  635 

Georgia,  January  2,  1788,  unaaimously. 
Connecticut  January  9,  1788,  vote  128  to  40. 
Massachusetts,  February  6,  1788,  vote  187  to  168. 
Maryland,  April  28,  1788,  vote  63  to  12. 
South  Carolina,  May  23,  1788,  vote  149  to  73. 
New  Hampshire,  June  21,  1788,  vote  57  to  46. 
Virginia,  June  25,  1788,  vote  89  to  79. 
New  York,  July  26,  1788,  vote  30  to  28. 
North  Carolina,  November  21,  1789,  vote  193  to  75. 
Rhode  Island,  May  29,  1790,  vote  34  to  32. 

86.     Ratification  of  the  Amendments. 

I.  to  X.,  inclusive  were  declared  in  force  December  15,  1791. 

XL,  was  declared  in  force  January  8,  1798. 

XII.,  regulating  elections,  was  ratified  by  all  the  states  except 
Connecticut,  Delaware,  Massachussetts,  and  New  Hampshire,  which 
rejected  it.     It  was  declared  in  force  September  28,  1804. 

XIII.  The  emancipation  amendment  was  ratified  by  31  of  the 
36  states;  rejected  by  Delaware  and  Kentucky,  not  acted  on  by  Texas; 
conditionally  ratified  by  Alabama  and  Mississippi.  Proclaimed  Decem- 
ber 18,  1865. 

XIV.  Reconstruction  amendment  was  ratified  by  23  Northern 
States;  rejected  by  Delaware,  Kentucky,  Maryland,  and  10  Southern 
States,  and  not  acted  on  by  California.  The  10  Southern  States  sub- 
sequently ratified  under  pressure.     Proclaimed  July  28,  1868. 

XV.  Negro  citizenship  amendment  was  not  acted  on  by  Tennessee, 
rejected  by  California,  Delaware,  Kentucky,  Maryland,  New  Jersey 
and  Oregon;  ratified  by  the  remaining  30  states.  New  York  rescinded 
its  ratification  January  5,  1870.     Proclaimed  March  30,  1870. 


A  Morning  Prayer. 

Now,   I  get  me  up  to  work, 

I  pray  the  Lord  I  may  not  shirk; 

If  I  should  die  before  the  night, 

I  pray  the  Lord  my  work's  all  right. 


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